If you master this skill you will have no competition, the success of every Networker lies in mastering Prospecting before any other activity.
Prospecting has its objective and its purpose:
Before you start prospecting you must know what your prospecting objective is, what you want to achieve with that prospecting.
You also need to know what the prospect's purpose or intent is.
With this in mind you are going to get better results in your prospecting process.
When you approach a prospect to break the ice, you must know what the purpose of the communication exchange is, for me the purpose of prospecting is to obtain information from the other person, it is not to give information about your products, your marketing plan. compensation and multilevel company.
Then if you are going to talk about all that, but not now, in this phase you are going to give advice based on the information that the person provides you. With that information you obtained, you are going to give him 2 realities and 1 benefit for him.
I am going to give you a real example of how to handle prospecting, in this case it happened to me with the hot market.
I hadn't heard from a friend for about 1 year, this person found me thanks to my Facebook fan page and saw that I was doing network marketing business. The fact is, this friend calls me to ask for advice because he wanted to start a business, a car wash business, nothing to do with multilevel businesses, well, but I said yes, we could meet.
When I met with him, we greeted each other and others, and then I asked him what business does he want to start? He began to talk to me about the car wash business through a franchise that exists here in Puerto Rico called Deluxe, I asked him why he wanted this type of business, if he already had the money to buy the franchise, if he knows how franchises work, etc.
All I did was ask questions to get information from my prospect, with this I achieve my purpose of prospecting.
I listened to him carefully, to find out what he wanted, and then based on the information he gave me, I gave him a recommendation.
I told him 2 realities:
- Look, you know that it is not easy to raise 10 thousand or 20 thousand dollars saving from your salary to start a business. As the world economy is doing, starting a business in a traditional way is a very high risk.
Now I persuade him with the benefit to him:
I said, look, I know people who in 18 months have managed to obtain the 10 thousand or 20 thousand dollars they need to start the business they want, in your case it would be to buy your car wash franchise, we can together design a plan so that you can put your business.
He asked me and how did they do it? I just had my prospect ask me for a business presentation and I have completed my prospecting goal.
We set a date to meet again, there I showed him my business plan and my system of steps to develop the business, and you know what was his response? Yes, I am interested.
Conclusion: instead of becoming a compulsive seller of my products, compensation plan and multilevel company, I projected myself as a business advisor, I offered a solution to the problem that this person had and I got my prospect to ask me for more information, that is, for a presentation.
All this I know not because I am a genius, I know it because I have invested in the knowledge of people who are where I want to be.
If you want to know the biggest of my secrets to prospect without anxiety and without suffering and you too can obtain the excellent results that I have obtained, click here and see everything you are going to learn.
PS Jim Rohn said: Focus on solving the problems of others and yours will be solved.
