How do I reach out to people in network marketing to recruit them?
I know you have this question in mind!
How do I know? Because I get asked all the time.
In this training, I share the importance of recruiting and prospecting people and how to do it the right way.
The Art of Prospecting in Network Marketing.
Finding new prospects is a challenge whether you’re a new salesperson or a hardened veteran of the industry.
In fact, when it comes to the sales process, prospecting is the part salespeople and sales development reps struggle with most, according to leaders in one study.
So, how do you now get to prospect people?
Can you remember, that page from direct marketing, its age-old formula referred to as AIDA.
AIDA stands for Attention, Interest, Desire, and Action.
Think of prospecting as the process of creating attention and interest—enough interest to win a conversation to explore the subject area more deeply.
Which later results to desire enough to create massive actions for the prospect.
The goal of prospecting is to create interest and convert that interest into a sales meeting.
Note that I didn’t say that the goal of prospecting is to find someone currently looking to purchase a particular product or service.
If you are the one who can capture attention and stimulate interest and desire, you will be the front-runner, you will shape the prospect’s understanding of the importance of solving a particular problem, and you will be in the position to persuade them into action.
1. Use a script. Three key points to bear in mind:
Scripts must be interesting.
Just like ad copywriters, salespeople need the right words to be persuasive.
Scripts must be concise. Get to the point quickly.
It’s a lot easier to be concise if you know what you’re going to say.
Scripts must be delivered confidently and conversationally.
Too many people don’t practice, which makes even a well-written script sound canned and insincere.
Your script also needs to include answers to FOOs (frequently occurring objections).
Because most objections are predictable, it’s possible to come up with eloquent responses.
Prepare multiple answers to each objection.
Without a script, you’re not prepared.
The foundation that underpins sales prospecting success is the strength of your list and the precision of your targeting.
We often call too low in the organization and try to start a groundswell by working our way up.
Reach high to the decision makers.
Make sure that your list is clean and ready to go before you start, or you’ll find that your day is lost in fits and starts.
3. Prospect with the Right Goals in Sight
Prospecting is about finding the right buyers and turning them into customers.
And to succeed, salespeople must be relentless and efficient.
Efficient prospecting techniques enable sales professionals to accomplish three critical tasks:
- Add new prospects
- Replace lost customers
- Sell new products to existing customers
“Keep your sales prospecting pipeline full by prospecting continuously,” says Brian Tracy, author of Eat the Frog.
“Always have more people to see than you have time to see them.”
Brian Tracy’s advice is more than just a pithy saying.
It’s a never ending quest.
The most successful salespeople continually find creative ways to uncover new prospects, find ways to help them and attract customers.
4. Do it daily.
Prospecting is a numbers game.
The more calls you make, the more new customers you’ll get.
“Prospecting is based on the law of sowing and reaping,” says selling expert Paul Goldner, who makes between 20 and 50 cold calls each day.
“The rewards are in proportion to your effort. Like a diet or working out, if you want results, you’ve got to keep at it.”
Set aside a specific time for prospecting each day.
Have a list prepared so that you can work without stopping to look up another prospect’s name.
The more calls you make in succession, the more you refine your pitch.
And be brief.
Prospecting is not intended to make a sale, but to get the appointment.
5. Multiple Touches
It takes more attempts than most people think to get through to top prospects.
It can often take seven, eight, nine, or more touches to get through to someone.
That number goes up and down—across different industries and when you reach out to different titles.
What’s always true though is that it takes more attempts to get through to your targets than you think.
Stick with these guides and you’ll be well on your way to prospecting success.
At the very least, you’ll be leaps and bounds ahead of the sellers who will not prospect at all.
I hope you got some value out of today’s training. If so, can you do me a quick favor? Like, share, and comment below. It’d be great if you’d give me some feedback!
P.S.: The Feedback on The Cold Market Prospecting Formula has been awesome click here to check it out.
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Let me know what you think in the comments below. And, feel free to share this with your teammates.
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