Prospect Differentiation, 101

In most teams, the general training on how to approach prospects is the same as it has been for decades:

Make a list of everyone you know, then use one script to invite them all into your opportunity.

So, how’s that working out for ya?

Listen, I did it too.  I took the “easy road” and treated every person on my list the same… same approach, same assumptions about what their ambitions were.

Here’s a shocker:  People aren’t all the same.

We all have different experiences and relationships that cause is to think differently, act differently, and respond differently.

AND, we all come into the business with different experiences and relationships, too.

Thus, I believe it’s critical that we take these variables into account when calling our prospects, and this flexibility in your approach is called Prospect Differentiation.

Watch this video for a brief explanation of what I mean by “Prospect Differentiation”:

List Differentiation

Here’s a few things to ask yourself before you call your prospects:

Based on my previous relationship with them:  Do they see me as a leader, or as someone who’s successful?

The simple fact is, people who don’t see you as someone who’s a leader, or financially intelligent, or otherwise successful may not take you as seriously as someone they do see that way, at least when it comes to checking out opportunities you might offer them.  It’s a harsh reality, but it’s reality.  Better to flow with the stream on this one and be socially intelligent rather than fight it and create some really awkward conversations.  If the person might not see you as a winner, then saying things like “I’ve started something and I’d like your opinion on it” might be more engaging.   Everyone likes to give their opinion, and while this approach might give away a bit of your power, you have a much better chance of them being open to talking with you about it than if you just try to tell them how great your deal is.  Just don’t let their opinion sway you if they’re not interested.

Would this person be more interested in the product or the opportunity?

It’s generally easier for a new person to approach someone about the product than the opportunity.  Especially if they’ve done this kind of business before and burnt through their warm market.  Most people are open to trying a new product.  Not everyone is looking for an opportunity.  Check out this post on how to approach with the product in a way that completely removes resistance.

How would I normally have a conversation with this person?

This is why most scripts suck.   Because they don’t take into account that we’re talking to REAL people who we have REAL relationships with.  Be careful about getting too “scripty” or “business-like” with your friends and people you know.  Make sure the tone and energy of your conversation, is confident, but consistent with how you would normally relate with the person under any other circumstances.   If you’d don’t, they’ll sniff that somethings up and start raising barriers.

About the Author Jason

Jason is a 3rd generation network marketer and founder of Network Marketing Accelerator. He and his family are collaboratively responsible for generating a multiple 7-figure income in their network marketing businesses. A coach and mentor to hundreds of successful business owners across multiple verticals, Jason is also a co-founder of OuterBox Solutions, a premier eCommerce Web Design firm.