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Prospecting Training – How to Prospect – Two Killer Examples
If you talk with the top income earners in network marketing, they’ll all say that prospecting is the key to success. It’s just like prospecting for diamonds: Diamonds are very valuable, so you don’t have to find very many of them to become wealthy. In network marketing, it’s the same–all you have to do is find a few real, live diamonds. So how do you do that?
Now let’s discuss how you can find those diamonds. You may have diamonds right in your backyard. They could be your parents, children, other relatives, friends, co-workers, pastor, accountant, attorney, hair stylist and so on. These are also the people who make up your warm market (people you know and who know you).
Typically, when you join a network marketing company, you make a list of everyone you know and begin contacting them about your business. Unfortunately, this usually turns out to be disastrous, because as a new networker you probably aren’t prepared to handle your prospects’ questions and objections. However, if you’re prepared and know how to prospect, you can get through to your warm market.
Instead of calling the people you know and telling them all about your company, spend time finding out about their life. In your conversation, ask them questions about time with the family, how their job or business is going, what vacations they have planned and how they’re preparing for their financial future.
Use FORM. So what exactly is “FORM-ing” your prospect? It is a process that will allow you to genuinely create a relationship with your prospect, understanding their hot buttons and motivations. At the same time, it will grant you the capability of being able to close your prospect more effectively once you master the art of forming. Just like any other skill, mastering the art of FORMING takes time and lots of practice.
F – Family. While F may stand for family, you need not ask your prospects questions about their family only. You may throw questions at them such as “Where have you lived?”, “Where do you live currently?” and of course questions about their family. These questions are what I would consider the topics that are most important to them in their lives, which is why we start off with “family.”
O – Occupation. This one is also something that is close to their hearts as this is what they do almost every day of the week. Ask them questions related to their J.O.B….how long they have been doing it and how do they enjoy it? A question I like to ask would be, “Do you see yourself working for this company in the next 3 to 5 years?” If the answer is no, dig deeper and find out why they feel that way and this will help you find out more about what motivates them in life.
R – Recreation. Find out what they love and enjoy doing. This is very crucial as this will help link the different pieces of information that you have gathered from your prospect together. This could help you find out what activities they would like to spend time doing with their families, or their jobs do not allow them to even spend time on their favorite recreational activities.
M – Message or Money. You should know your prospect fairly well by now, and whether they are frustrated or unhappy with their current situation in life. Don’t be quick to jump into this step of the MLM prospecting system as you will come off as not being genuine and as a pushy salesman.
As you ask these questions, listen for areas that are causing stress–working too many hours, not spending enough time with the family, the possibility of a lay-off, no time or money for vacations, no savings or extra money for investments, etc. Make note of those areas. When you have two or three stress areas written down, it’s time to present the concept of your business with a question like: “You have several areas that seem to be causing stress (mention each one briefly), and I’m wondering if you’d be open to a possible solution?” If the person responds favorably, then present information about your business and how it will be a solution to their stress.
In the video below, Cesar Rodriguez shares some tips on how to prospect people while you’re out and about and get their phone numbers to follow up with them at a later time. He shares 2 examples of exactly how he broke the ice with two complete strangers, peaked their interest, and pulled their numbers “Cesar Style”. =)
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PS: This is the VERY first course I purchased on MLM Recruiting, it is STILL very good and if you do not have it yet, I suggest you get it! Click here for Free Video on Prospecting
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