Network Marketing Prospecting – 4 Biggest Problem Areas
PROSPECTING is the most important Activity that DIRECTLY Leads to Revenue. When you are looking to establish a Networking Marketing, MLM, or a Home Based Business, prospecting is arguably the most important skill to master when looking to establish a solid foundation for your business. Therefore for this reason, an investment of your time to understand and to develop better techniques, will improve your prospecting results. Under the umbrella of marketing there is what I like to call the WHOPPER. Like the Whopper it seems like a big deal, but when you break it down, it’s just Bread, Meat, Lettuce & Tomatoes. The 4 Biggest Problem Areas in Network Marketing are Connecting, Follow-Up, Overcoming Objections and Closing. So roll up your sleeves and lets take a bite out of this burger.
THE BREAD — CONNECTING
Making a connection with a prospect is about building a re-pore. Connecting is like chipping away at a block of ice between you and the prospect. With the right tools you can create a beautiful ice sculpture, and with the wrong tools you just have a big wet mess. Be friendly and not so much on the sell push. Be more like the person you are communicating with. When you are talking to a prospect on the phone use a MATCH & MIRROR TECHNIQUE. The objective is to bring comfort and ease. Most people are comfortable and feel at ease with themselves. So this is why this technique is so effective. For example: If you are speaking to someone who speaks at a slower pace, then try to match their pace. Matching a prospects volume and tone is also very powerful. Make sure you are not mimicking or making sport of the way a prospect speaks, because that wouldn’t grow your business. However silly this may seem to some, the top network marketer are using this technique all the way to the bank.
THE MEAT — FOLLOW-UP
Now people often say to me that ” I’m not really good at follow-up”. Follow-Up is not skilled Based but more of DECISION BASED. You Decide to follow-up with people or NOT. Following up is what Professionals do. If you tell someone that you are going to call at 6:00pm, then you call at 6:00pm, not 6:30 or 7:00pm. Build mental consequences and a follow-up program for yourself. See following up with prospect as a binding contract between the two of you. The short terms of your contract is to contact them within 24-48 hours of meeting them. Follow-up emails, combined with thank you notes are great relationship builders. It is very very important during this time to develop a clear pattern of responsibility with your prospects. Or they will not become client or join your business opportunity, not now or ever. The long-terms of your follow-up contract is a system you can use if your prospect is using a competitor’s product or services. Tell them that you will check back with them on a periodic basis (around 90 Days). This will establish you as a professional with a ongoing concern. Telling someone that you will again call on them at a specific point in the future ‘just to touch bases,’ and then doing so each and every time, is a very powerful tool toward getting new clients. It shows better than anything, that you do what you say you will do. Set on you computer or blackberry calendar, 90 days out from your last conversation with them a time to follow-up. Situations can change very quickly sometimes, so sending a thank you email letter or 90 Day Out follow-up call could land you a new client or business partner.
THE LETTUCE — OVERCOMING OBJECTIONS
It’s funny how this works, but not focusing on the objection is the key to Overcoming Objections. Think more about the Concerns – not the Objection. What do I mean? Knowing and count on concerns from a prospects should be your expectation of them. I would be more nervous if they did not have objections. When a prospects moves to an objection, don’t go into sell pitch or explanation mode, rather talk through the concerns. Example: Objection– I don’t have the time for a new business project. Answer Concern – So (name), how does that make you feel? How do you expect things in you life to change, if you are not willing to change. Right?
Objection – I’m not the sales type. Answer Concern– That’s Great! That’s the reason I’m looking for people just like you. I have found that sales type people can be to aggressive. I want people who are sincere, caring, honest , with high integrity and high character. Does that sound like qualities you carry? Wonderful, then we are off to a great start.
Adopting the mindset that objections are another way to learn about a prospect, helps us to stop panicking and falling into the trap of pressuring them. Which ultimately chases them away. When we respond to objections in a way that invites them to share more about their situation with us, we encourage and enhance the relationship of mutual trust and openness. After the same objections over and over again, you start to build a list of script for yourself. Here is a great source for Follow- Up Call Scripts For Prospecting
THE TOMATO — CLOSING
Closing is about understanding and it just happens naturally. You should be listening for the Buying Signs from your prospect. For Example: They might say something like, How do you go about getting into this business? OR, What’s the best way to get started? I know you are thinking it can’t be that simple, But often time it is. If you have taken your prospect through a journey of getting to know, like, and trust each other. Then the next step is not difficult to image or understand. I have found prospect are in three categories- In Your Business Opportunity, Out of Your Business Opportunity, or Making A Referral To Your Business Opportunity.
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