3 important aspects in Prospecting in any Network Marketing Business
Having the ability to hold informal situational prospecting is one of the most important skills for a team-builder to have.
Here are 3 important aspects in Prospecting in any Network Marketing Business
To be friendly is to be likable. Developing a large passive income requires an army of volunteers. Volunteers are attracted, not bought. They can come and go at will. The better you are at attracting people, the larger your “army”. What the question really is now: how can we become more likable? Well, a big part of being likable boils down to basic people skills; little things that can make a big difference. Here are a few:
Smile – not an over-the-top plastic smile, but rather just enough of a smile to let the other person know that you’re glad to be alive. Imagine you have some good news that only a few people know about. After all, you do—the good news you have is your opportunity!
Focus on the other person. Everyone is their own favorite subject. Don’t defend against the system—use it. Since people like to talk about themselves, make the other person your topic of choice. The best way to do this is by asking good questions. Here’s a powerful question to ask: “What do you do, professionally? When I prospect, the entire conversation involves me asking questions and the prospect answering. Be gentle, take a genuine interest; it’s not an interrogation. Show appreciation– People crave appreciation. Offer a compliment (a job well done, a nice car, a cool necktie, beautiful or cute shoes or purse). Good manners are a powerful and often overlooked way to show appreciation. “Yes ma’am”, “No sir”, and “Thank you” are simple gestures, but they show respect, something the person may not get everyday.
The second important aspect in prospecting is being brief. In other words, don’t use too many words. When you say too much you run the risk of making a serious mistake. You can end up saying enough for the prospect to say “no”, but not enough for him to say “yes”. It took a while for you develop you own knowledge and belief. The prospect hasn't had the same chance. It’s not fair for you to “force” your knowledge in the span of one or two minutes.
Another issue with talking too much is that it violates the first important aspect of being friendly.. If you’re doing the talking, the prospect isn't. The idea is to flow the conversation from greeting, through friendly questions, to an offer. The offer should not be an invitation to join your team. Your offer is simply an invitation to look at (or listen to) a professional prospecting tool (DVD, CD, magazine, sizzle call, etc.). Friendliness is necessary for effective prospecting.
The final aspect of prospecting in any Network Marketing business deals with being trustworthy. You can be as nice as you want, but if you don’t come across as believable, the prospect isn't likely to be interested. Would you want to follow someone that you can’t be taken seriously? Probably not.
- 1. Avoid verbal exaggerations – Our words can undermine our credibility. Unless you’re praising the prospect, avoid using strong adjectives. Words like huge, enormous, unbelievable, millions, etc. usually backfire and cause the prospect to question our credibility.
- 2. Be congruent – This means that your words, actions, and appearance should all be in sync. For example, if you’re offering a significant opportunity, but you’re dressed like a bum, your words and appearance may come across as unrelated, out of sync. Here’s another example, if you aren't a regular user of your own product, and you’re offering an opportunity based on that product, your words and your non-verbal communication will be out of sync. In congruence causes subconscious confusion in the mind of the prospect and a confused mind does nothing. Indeed this is one of the most common reasons for prospects to say “no”.
There they are – the 3 important aspects in prospecting in any Network Marketing business. To many reps, situational prospecting seems a bit mysterious. To others, it can be terrifying. The truth is that anyone can master the craft. Make yourself a devoted student of personal development, use books and audios to gain specific knowledge on the subject, and practice, practice, practice. Be patient; give yourself permission to take time. The results are worth it. You will never regret is. Invest in yourself. You deserve it.
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To your success :)