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HOW TO PROSPECT OLD FRIENDS AND ACQUAINTANCES.
In this training, I’m going to be sharing my best network marketing tips that will show you exactly how to connect with old friends and acquaintances without coming across as annoying, pushy or salesy.
Yes, your business is great, exciting and income producing and you would love to share it with your friends right?
But… You’re just not sure how to approach them.
Simply because haven’t spoken to them all these years.
So how do you present your business with them and what exactly do you say so that you don’t come across as ﬂaky?
That’s what we’ll be talking about in this training.
HOW TO PROSPECT OLD FRIENDS AND ACQUAINTANCES.
How can you confidently tell friends and acquaintances about your business without worrying they are going to avoid you like the plague forever after?
You see, one of the most important skills you can develop in network marketing or direct sales is being able to initiate a conversation about your business, in a way that puts others at ease.
Done well, your presentation will flow smoothly and recruiting others will be easy – and enjoyable!
Done clumsily, you could stand there like a teenage boy on prom night, red-faced, and stammering – not sure what to say and feeling more embarrassed by the minute.
When you call up an old friend or acquittance, you obviously don’t want to hit her right out of the gate with your business opportunity.
It’s always best to start off with the usual small talk, so you can ‘warm up’ the conversation.
ASK OPEN-ENDED QUESTIONS
There are questions that you can reply to easily with “yes” or “no.”
These are not conversation starters. Instead, ask questions that begin with Who? What? When? Where? Why? or How?
These open-ended questions encourage your respondents to elaborate on their reply and therefore keep your conversation moving forward.
This is especially true when you make an effort to genuinely listen and respond to their answers.
Something like how are the kids? How was your vacation? Is your mother-in-law still holed up in your spare bedroom? Lol…
However, as you segue into talking about your business, this first step will make it easier to share about your business, and move to the next step.
TRY TO GET THE ATTENTION OF HIM
In order for someone to be very interested in hearing about your business, you need to make a statement that grabs his attention.
Instead of sharing all the exciting facts and info related to your company, or why YOU think this is the greatest thing going – talk about it from HIS point of view.
Share how your business opportunity can help your prospect get something (a result, benefit or experience) that is especially important to him – or his family.
For example: If you’re talking to a man who hates his boss and wants to leave a dead end corporate job to have more time with his kids, you might say:
“Charlie, I don’t know if you’re aware, but I have a great business that helps men trapped in the corporate world make a great living and stay home with their kids. Several men I know are making a great income from home, and have a lot more time to spend with their family too.”
Or, let’s say you’re approaching a friend who has loves traveling, but needs more time and money. You might say:
“Charlie, I’ve been thinking of telling you about my business for some time. It’s perfect for people like you who want to make a great income, but also have more time off. In fact, I could see how this opportunity could give you the chance to do more of the traveling you love.”
When you show others how your business opportunity could provide results or experiences that are important to them, you will get their attention!
Try to be as specific as possible and paint a picture that will create an emotional response with the person in front of you – focusing on the exact results or benefits you know are most important to her.
LESS IS MORE.
You’ll want to refrain from talking about your business on your ﬁrst few contact, especially on the initial connection.
If you’re doing too much talking and explaining you won’t get the positive outcome that you’re looking for and you’ll drive old friends away and they will most likely avoid you.
STRAIGHT TO THE POINT.
Basically, you’ll want to avoid small talk and get straight to the point. It will make your prospect feel uncomfortable if you start rambling on with small talk and also make you look weird.
And you don’t want to be weird, right?
So, make sure you just go straight to the point as fast as possible so they don’t feel like you’re being mysterious or shady.
This is because when speaking about your business, you’d be direct and let people know what you want to talk about and why.
Don’t be vague or unclear – it will make them uncomfortable and make your job impossible.
You have a great opportunity so be upfront.
They’ll appreciate your honesty and see you as a true professional.
“I think this opportunity could be a fit for you also. I know many people who are doing very well with it, so I want to at least let you know about it. If you can spare about 10 min or so, I’d love to share some quick details with you, and see if this is something you might want to check out further. Would that be ok?”
SEEK FOR THE PERMISSION TO ASK QUESTIONS.
As said always, questioning is selling and not telling.
Rather than spout off a bunch of facts, stats and reasons why you think your prospect should check out your business, you’ll gain a lot more ground by asking questions, and getting her engaged in the conversation.
Asking the right questions is the key to your sponsoring success.
To make it comfortable for the other person to answer your questions, it helps to let her know exactly why you’re being so nosy!
“Instead of sharing a lot of details with you, is it okay if I ask you a few quick questions? I’d love to know a bit more about your current goals, and what’s most important to you and your family. That way, we’ll both be able to determine if this opportunity could be a great fit.”
Follow the formula that I walked you through in the above and make sure that you’re keeping notes in a document so that you can keep track of who you’ve been reaching out to.
This is an active prospecting strategy.
And depending on how your conversation goes – you may continue on into a more detailed discussion of your business and all the ways it can help your prospect get what he wants – or set up a date or appointment to discuss it in more detail.
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