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HOW TO PROSPECT SUCCESSFULLY
People often ask me, what is the secret to prospecting successfully, and the answer is simple : Give up the right to make anyone do anything you want and the second is quite simpler, look for a way to contribute genuinely to your prospect’s life.
These two basic factors, I will say that you must always and never forget them. They must always be in front of you. For every prospecting call I made, they are outlined in my mind. You must also do so. For me, they sum up successful prospecting well.
You don’t need to exert pressure on your prospect. In fact, when you follow these factors diligently, it takes away any inclination to exert pressure on your prospects.
A prospect who unwillingly signs up as a distributor, under pressure or anything other than making an informed choice, will never be motivated to do what it takes to succeed. A short term success may lead to a long term waste of time and energy because what may look like a good recruit in the short term will turn out to be a waste of time and energy if your reluctant prospects needs you to constantly push and pull them into action.
Professional network marketers do not convince, sell anyone on their business. To do so would be like ‘convincing’ someone to join your football team. You might succeed in convincing them, but they are probably not going to play very well.
When your prospects are given the chance to make an informed decision to get started with you, you’d have created an opportunity or space for them to go out there powerfully and freely having the mind to get success in their new business venture and this is where the second factor to prospecting successfully comes into play.
The real power of network marketing lies in its positive impact on people’s lives. You should position yourself as a positive contributor to humanity.Network marketing is a business opportunity that comes with the leverage to adding value to people’s lives. If a network marketing business can’t add value to the marketplace, then, it’s no more a network marketing opportunity but a mere ponzi scheme. If any of your prospects sees absolutely nothing of value in what your opportunity could contribute to their lives, the opportunity is simply not right for them at the moment. Leave them alone. Don’t force it on them, it is not your duty to force it on them.
You can’t possibly be effective in adding value to other people’s lives if you don’t know what their needs and wants are. Finding out who your prospect is, is expedient on a successful prospecting. Step into their shoes. Walk a mile or two by finding out what it’s like to live and work in their world.
As said by one of my mentors, ‘people don’t care how much you know until they know how much you care,’ you should be more interested in them than for you to be interesting them.Listen to them and you will create the opening for them to listen to you. It’s the golden rule : people will do unto you as you do unto them.
If you will forget all that has been said, don’t forget this, find out what you can about people before you share your opportunity with them. Build a rapport, get to know your prospect, speak to them heart to heart and create a connection then share your company product or service and opportunities attached.
It is of this reaction, become a friend first, then a possible business partner with something of value to contribute based upon your rapport building conversation. Rapport must precede the exchange of information.
To create a successful prospecting conversations, start with the following in mind. People are interested in working with people who will show interest in their family, live, work, religion, sports and their dreams…
Asking “How is your family?” “How about your children?” “Where are you from?” “What do you do for living?” “What’s your favorite color?” “What’s your favorite football club?” etc….
The concept is clear, find out who your prospects are. It’s much more better to find out if your opportunity is for them than you giving them. Look for what they value most. What’s important to them and what’s missing in their lives and work. Talk in terms of possibilities. Explore their minds with questions. Design your conversation and let them talk about themselves. Listen without judgement. Listen openly. The only job you have here is to hear what they say.
If you find yourself speaking more than listening, reevaluate your prospecting approach.
Thanks for reading this post and remember always that at Naija Marketing Pro, we love you and hope that you will fulfill your dreams.
My wish for you is to see you becoming a Naija Marketing Pro because with network marketing, you can take full ownership of your life.
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