What You Need To Know About Prospecting....Page 2
"What You Need To Know About Prospecting (Part I)"
The lack of making prospecting calls has always been the single greatest
reason people fail at network marketing. It's the hardest part of the
business and yet, it's the single greatest activity that we MUST do if
we are serious about building a successful organization.
This list of "things you need to know" will make the process a little
easier for you. Who knows, you might just find making calls enjoyable
once you understand how to play the game. (We'll cover Part II in the
next issue.)
Here are some helpful prospecting tips:
Make Only A Single Prospecting Call Each Day
The first prospecting call is always the most difficult to make. (Have
you ever noticed that?) It doesn't matter if you've been doing it for 15
days or 15 years, the first call is always the one that gets to you.
The best way to overcome the challenge of making calls altogether is to
decide to make that first difficult call...no matter what. That is the
only commitment. It is the only agreement you have to make with yourself
to make this work.
Here's why that is so important:
You will find that most of the time the first call was not as difficult
as you imagined and that alone may inspire you to make another one. If
you do, you will discover that the second call will be even easier.
If you get discouraged and want to stop, no problem, you always have
that as an option. But, you must always make that one single call every
day and then decide if you're going to continue making calls that day or
not.
You can make a single prospecting call everyday... can't you?
The Value Of A Routine
The most successful people in network marketing have a set routine for
making prospecting calls. They make their calls at the same time, the
same way everyday whether they feel like it or not.
In most regular jobs don't we usually do things a certain way everyday?
Why should it be different in network marketing?
The problem we have as independent business people is that we have too
much flexibility in choosing our work schedules and therefore have a
tendency to avoid doing the things that are a little uncomfortable.
The network marketer that sets a routine for making prospecting calls
and sticks with it is absolutely guaranteed to eventually succeed. (A
network marketing accountability coach can be invaluable here.)
The Law Of Momentum
In the beginning of a prospecting call program, it will take you ten
units of effort to achieve one unit of results. As you continue to make
calls and build momentum, it will only take you one unit of effort to
achieve ten units of results.
Said another way, the more you do it, the easier it gets and the better
the results.
The Best Time
When is the best time to make prospecting calls? In the morning,
afternoon or evening?
The best time to make prospecting calls is the first hour of your
workday regardless of when you start. Why? Because your head will be
clear and you’ll be more likely to make them. After hours of cluttering
your mind, it’s very difficult to pick up that phone and start dialing.
(I’ll bet you know what I mean.)
Starting your day making prospecting calls will also "create busy." What
I mean by that is that things will begin to happen; Prospects will be
returning your calls; You will be making appointments, doing three-way
calls, sending prospects to your website, etc., etc. It jumpstarts the
whole day and makes the rest of the day active, productive and a lot
more interesting.
The Reason For The Prospecting Call
What good is making calls if you don't know specifically what you want
your prospects to do? Most people make calls hoping something good will
happen but they don't have a clear picture of what that is.
The ideal result of a prospecting call is to get a qualified
appointment. If that's not possible on the first call, the next best bet
is to get them to take some kind of positive action. It might be to get
them to listen to a teleconference message, view a movie at your
company’s website, agree to a three-way call or receive a package from
you. Whatever.
The important thing to remember is to know in advance several ways you
can "advance" your prospect to go to the next step after they have
identified themselves as a qualified prospect.
The Most Effective Way To Get Into The Habit of Prospecting
Perhaps the most effective way to get into the habit of prospecting with
the least amount of frustration is to have a "coach" help you design a
prospecting system that you can live with. At MLM University we have
trained coaches that can help you do just that.
If you would like to experience (for FREE) the benefits of being coached
by a prospecting professional, Click Here. You will discover the
ultimate business system for getting a network marketing business on the
fast track to success. It starts with prospecting.
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"Quote of the Day"
"Prospecting is the life-blood of any direct sales business. If you have
to do it, you might as well get good at it."
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FREE Training Class
You can learn (for free) some simple language formulas that are so
powerful, they will actually cause your prospects to sell themselves on
your products and your network marketing business.
This is a 55-minute teleconference program (TeleClass) that will
introduce you to my 8-week "Selling By Attraction" Program.
In this sample TeleClass, you will learn:
How to attract only the very best leaders to your business.
How to make prospecting and presenting natural, fun and downright
irresistible to your prospects.
Powerful questions that cause your prospects to talk themselves into
buying your products and/or enrolling into your business. (Warning: You
may become upset because you didn't know these questions existed before
this class.)
You will receive (by email) a confirmation message with the
teleconference bridge number to call and a description of the program.
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"The Coaches’ Corner"
"Stop Reacting to the Phone"
Picking up the telephone every time it rings and constantly checking for
messages is one of the worst time management habits.
You’ll be more productive, less stressed and better focused if you set a
specific time for returning all of your calls. Place a message on you
answering machine informing callers the specific times that you’ll
receive and/or return calls. And never allow phone calls to interfere
with your prospecting time.
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Until the next issue...
Hilton Johnson,
The MLM Coach™
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