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- 5 PROFESSIONAL TIPS TO REMEMBER WHEN PROSPECTING. - March 16, 2020
Prospecting is a challenge whether you’re a new network marketer or a hardened veteran of the industry.
In fact, when it comes to the recruiting process, prospecting is the part network marketers and sales development reps struggle with most, according to leaders in one study.
Moreover, when you are prospecting and you put work into it, network marketers often see success.
But incorporating these 5 professional tips when prospecting will get you so much farther.
5 PROFESSIONAL TIPS TO REMEMBER WHEN PROSPECTING.
1. REMEMBER THE PURPOSE OF PROSPECTING.
Prospecting always lead to a steady flow of new customers. This is one of the essence of prospecting.
The key to prospecting is to identify those who fit your organization’s target audience profile and hold the potential for becoming team mates and/or buyers.
When you qualify the right prospects, you can build steady growth and avoid the ups and downs of sales that frustrate some network marketing professionals.
Enough prospects creates options in your recruiting experience.
One man says “Master prospecting and you will be the master of your sales destiny.”
Consider prospecting as the prerequisite to all the other activities that you need to do to complete a sale and recruiting new team mates.
This is why you need to take prospecting very seriously.
Without effective prospecting, there’s no way you can be fully effective at the remaining elements in the sales and recruiting process.
However, prospect with the right goals in sight which is about finding the right buyers and turning them into customers. And to succeed, you must be relentless and efficient.
2. REMEMBER TO USE EVERY METHOD AVAILABLE.
Prospecting is the activity of opening new relationships but don’t forget that it is also part of a larger picture.
You should be focused on the outcome of opening new business relationships – which is to identify potential new business opportunities.
Prospecting doesn’t have one method. We have differs methods of prospecting.
In fact, there are dozens, and they can all be equally effective if you’re doing them the right way.
You need to remember that to prospect successfully, you will need to focus your time and energy on the methods that work best for you.
But that doesn’t mean you should neglect everything else.
If you are great at cold calling, you should absolutely focus on cold calling.
But that doesn’t mean that you should never use email marketing, inbound marketing, networking, trade shows and conferences, direct mail, social networking, or referrals. You should include all of these tools in your arsenal.
Make a list of all of the methods you can think of that are used to prospect.
Plan how much time you will set aside for each method and set goals for how many prospects you want to gain from your effort.
For example, you might commit to attending one networking event per month with the result that you acquire two new prospects from each networking event.
Measure these results and focus on the area that generates the greatest return on your investment of time.
But also keep in mind that your prospects may have their own opinion on how they prefer to be approached.
The goal is always to cater to the needs of your prospect, so you want to constantly analyze and adjust your prospecting methods and the amount of time you are devoting to each one.
3. REMEMBER POSTURE IS EVERYTHING IN PROSPECTING
I usually learn how to gain posture in prospecting from Ray Higdon himself and I will be sharing what I discovered from him in this part.
Posture is not necessarily a step, but a particular way to act.
Ray said, “People are either postured or not, and let me give you an example of that. If at the Christmas dinner table Uncle Earl said, “Hey, are you still doing that thing? Are you rich yet?” And you say, “I’m trying really hard over here. It’s a really good product and really good service and…” then you are not postured.”
Look at this chat between myself and a prospect on Whatsapp:
HIM: Good evening to you sir AOC
HIM: How is work sir. Please can I get the video advert of the company …and other advert materials?
AOC: Are you a member?
HIM: Yes. The WhatsApp group. I want to explain to a friend
AOC: What is the name of your sponsor???
HIM: I don’t understand. Can I call you?
AOC: NO. Who registered you?
HIM: I am yet to register
AOC: When will you register?
HIM: I need the video to convince a friend. Registering is not the problem
AOC: You can’t preach what you haven’t tasted. If you register first, then I will send you whatever you want
HIM: Can you help me with the video or not
AOC: Please go ahead and register first. I can’t send it sir. Thanks
HIM: You might not bother. I just needed the video. I will ask someone else. Hence register from there thanks
Can you observe the pattern of our chats?
I am not affected by him. And this is because I am postured and I have unlimited lead sources for prospecting.
A postured person is unaffected by external forces.
Do always remember that posture is a key to your sales and recruiting success.
The postured person would let that roll off the shoulder and keep moving toward their goal.
So if you can walk through ridicule, and people not being supportive, you’re postured.
Postured means the belief in what you have is greater than external acceptance or approval.
Ray also said “If someone says, “Hey, what you’re doing is stupid,” a postured person would just say, “Okay, best of luck to you.” And the hardest part is that you have to have posture when it actually doesn’t make sense you have posture. You have to have posture way down here when you’re in the hole, and you have negative money, and you’ve got negative results. That’s when you should have posture.”
And posture is what gets you to the top.
4. REMEMBER TO BE HUMAN.
We continue to advance technologically, but our digital indulgence leaves us lacking during times of real human interaction.
It can be easy to turn robotic over the phone, sounding scripted and unnatural.
But, human conversations offer warmth and a steady familiar rhythm during the prospecting hours.
When you are on the phone with a prospect, stand and smile
Review your pace and tone through recordings Match tone and pace (if your receiver is short and to the point, match it. If your receiver is slow and talkative, match it)
5. REMEMBER THERE WILL ALWAYS BE OBJECTIONS.
It is naturally imbedded in us as humans appear as been be busy, and untrusting.
As humans We can be quick to object and you may even hear a mixed bag of, “I am too busy”, “I was just looking”, “try me in six months”, “not interested”….
When you understand objections and how and why it is what it is, you no longer get scarred from rejection. And that also plays into posture, because a postured person can get rejected all day along but still keep going.
Most often when objections occur, you have forgotten your tone, confidence, or there is a missed perception of value.
Take control of the conversation, share your knowledge, and prove your worth.
If they still object, then graciously move on.
You will find if you keep the first steps in mind and have positive combative language to overcome your objections, you will take the conversation farther than you anticipated.
Understanding your prospects’ typical fears, challenges, and demeanor will allow you to be prepared with thoughtful information to overcome objections and move the conversation forward.
So if you go into prospecting with the understanding of objections, then you’re bulletproof to their response and you can move forward.
If you’re going to think, “Why didn’t they respond?” It’s going to be a tough ride for you in this business.
And so these are the 5 PROFESSIONAL TIPS TO REMEMBER WHEN PROSPECTING, they’re not in the sequence, but they are so important.
I sure hope you got some value in today’s training?
If so please comment in the comment box please and do share with your team mates for their enlightenment. Thanks
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