Category Archives for Prospecting

How to gain quality leads from networking events without being 'that guy'

How to Gain Quality Leads from Networking Events without Being ‘THAT Guy’

When you market yourself and your business at networking events, there seems to be some confusion as to how to do this.

It sounds strange but many people find it challenging, but let me share this little topic with you, because I think I can shed some light on what to do at networking-type events as a network marketer.

And, really, not just as a network marketer, but as a human being building their business, to set yourself apart and be successful with that event.

In other words, to come away from that event with some good leads and how to follow through on them, to establish new customers, and to build new relationships, and potentially new reps. So, here it is.

Networking events

First of all, what do I mean when I’m talking about networking events? Okay, networking events, if you’re not aware, your local Chamber of Commerce always has some kind of networking events going on. For example, there’s a lot of different business organizations that have open networking events, people from all kinds of different businesses or backgrounds can show up to meet other people to potentially do business with. Those are the standard kind.

Networking events, if you’re not aware, your local Chamber of Commerce always has some kind of networking events going on. For example, there’s a lot of different business organizations that have open networking events, people from all kinds of different businesses or backgrounds can show up to meet other people to potentially do business with. Those are the standard kind.

Those are the standard kind.

Another type of networking event I’m a big fan of is Meetup groups.

Now if you don’t know what Meetup is, you go to Meetup.com it’s essentially a website, where people of all kinds of different special interests can create groups that they can physically get together for activities.

It doesn’t necessarily have to be directly business related. You can find business related, marketing related, even network marketing related meetup groups, but you can also find meetup groups that have nothing to do with business but have something to do with maybe a specific topic or area of personal interest or hobby of yourself. That works, too.

I encourage that, it may be a little bit less weird, but when you’re talking about business network events, here’s the thing with those that’s kind of cool. You have to realize, that the people who are going to a business, a networking event that’s business related, they’re going there because they are looking for something, because they have a want or desire something, maybe more leads or more business.

They’re looking to improve their bottom line in some way, shape, or form, and they’re looking to meet the people who can either help them do that and potentially become a customer.

Solutions to your frustrations

Okay, so you’re dealing with a market that’s looking for solutions. They may not be looking for exactly what you have to offer, but they’re they are looking for solutions. Now when you go to any kind of a networking event, here’s what most people do and do wrong.

What most people do is, and I don’t mean just in network marketing. I mean in general. What most people do at these networking events is they go there. They hang around like a bunch of vultures, or hang around with their own little clique that they’re with, and don’t really engage with other people.

Their point of conversation is to, “How fast can I pitch you on what I do?”  Then they do their pitch. Maybe they get a business card from you or from somebody, and then they never, ever, ever follow up.

Very, very rarely does anybody ever follow up and actually make a phone call with somebody that they met at an event like this.

Lose the pitch, connect with people

Here’s how you do this and set yourself apart. You go there and your goal is to say as little as possible. What? Your goal is to go there, and ask questions, and meet people, and let them talk. When we talked in a live video not long ago about asking questions of like, “Why do you say that?

Talking about areas of interest. Truly, sincerely being interested in the other person to find out what they’re looking for, what they want, what drives them, where do their kids go to school? What kind of activities are they involved in? Get to know somebody, and you say as little as possible. “Great meeting you.”

Grab the business and leave the event. That’s right.

You don’t make your pitch at the event. You don’t try to prospect somebody at the event. That’s what all the amateurs do. You don’t do any of that. You actually show sincere interest in people. You collect as many cards as you can from your conversations.

It is essentially the art of making a connection and being the one person that cares about your clients. Not just another sales person.

Make your name known and be different

You go back home, and then in the next couple days, you start calling those people that you have met. That’s when you say, “Hey, it was great meeting you at the event. I remember we were talking. You were telling me about X, Y, Z.”

First of all, you’re setting yourself way apart from everybody else, because nobody follows up.

Second of all, it’s a much more comfortable atmosphere. Remember, at the event, that person is 100% thinking about what they’re there for in their current business, “What can they sell you?”

If you’re trying to pitch them on something, they’ve got their walls up. They’re thoughts usually are “I’m not buying. I’m selling.” Now if you call them later, at a later time, you’ve not only set yourself apart as more professional, that’s doing a correct

Now if you call them later, at a later time, you’ve not only set yourself apart as more professional, that’s doing a correct follow-up, but now, you’re controlling the conversation a little bit more to where you can ask a question, find out if they’re open. “Hey, I remember we were talking about a couple of different things.”

You may actually have in your conversation, found a real, want, need or dream that you can connect your product or your opportunity to.

I highly recommend that when you go to these kinds of events, bottom line is, don’t throw your pitch out there.

Be the person that sets themselves apart, that connects with people.

That actually has an interest in people and isn’t the person out there trying to spearfish everyone in the room. But, is trying to actually connect with people.

What that does is, believe me, if you do that with confidence and you do that with some swagger, then there is going to be some mystique about you. They are going to be really curious about who you are and what you do.

Lead them on to want you

You need to go in there with some confidence, you’re dressed well, and you’re not trying to pitch to everybody, but you’re actually showing sincere interest in other people, and then call them later.

You can trust me on this. I’ve made the mistake of being ‘that guy’, just like everybody else at an event like that, and it doesn’t work. What works is meeting people, showing interest, getting some information, taking even a couple of notes, in your head. Then, when you step away from a conversation, maybe jotting something down on the business card you got from them, so you remember later when you call them up. You call them and you reconnect that conversation you had.

What works is meeting people, showing interest, getting some information, taking even a couple of mental notes. Then, when you step away from a conversation, maybe jotting something down on the business card you got from them, so you remember later when you call them up. You call them and you reconnect that conversation you had.

You call and say, “Hey, I remember talking with you. You’re in real estate. I know you’re looking to make some things happen, I may or may not be a fit, but I enjoyed talking with you, and I’ll tell you what. Would you be open to a side project if it wouldn’t interfere with what you’re already doing? I may not be able to help you with real estate right now, although I will keep my ears open for you, but if I had a side project that we could work on together that could create some additional income, and I could show you step-by-step how to do it, would that be something you’re open to?

It’s a real simple approach and it’s going to be much more successful if you save that until after you’ve had that initial conversation meeting them at the event.

Essentially you’ve made the connection and you’ve gotten the clients interest. This is a great way to get connected and be on top of your game all day every day.

The above post was extracted from this LIVE session:

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How to Lose a Prospect Forever

How to Lose a Prospect Forever

The Insanity of Getting Mad At Your Prospect

Something happened to me yesterday that has been an ongoing kind of thing that I think will help a lot of people in our industry or any business.

This is particularly for anyone in sales, business owners, or if you’re in the Networking business and deal with prospects and customers.

Don’t get mad at your prospect or your customer because they’re not buying from you right now. It’s misdirected anger, you’re frustrated because you’re not sure how to communicate the value of what you’ve got to sell.

You get mad at the customer because they don’t want to buy from you, but who’s to say they won’t want to in the future?

Don’t take things personally.

If you have a relationship with prospective clients, friend, relative or acquaintance, don’t take it personally if they choose not to buy from you. Even if they choose to buy a similar product from someone else.

Ask yourself:

“Why would they not have bought from me?

Is it my service?

Is it my pricing?

Is it my approach?

Is it that they don’t actually really trust me in business?” 

You can’t get mad at the potential customer if they choose not to buy from you. That is a waste of energy and totally inappropriate.

The only thing you can do with that frustration or irritation is to evaluate your offer.

Is the offer great?

Is what you’re providing superior?

Is your product or service a competitive price? For the same, if not better quality?

Could it have been presented better?

Was your timing off?

There’s a million things that it could be why they chose not to buy from you.

People don’t owe you favors

Maybe they just weren’t interested in what you’re selling. Don’t obligate people to buy from you just because they’re a friend or you have a relationship with them. It’s not a good reason and not a core foundation for a business.

Don’t expect a person you know to ‘do you a favor,’ simply because you know them, that’s not how it works.

Close friends who are worth having as friends, may give you a shot, but these are few and far between. The majority of other friends are more like acquaintances, who won’t trust you implicitly and go along with you regardless of what you are offering or trying to sell.

Listen to your customer’s needs

This example is outside of our network marketing industry but I think gets the point across.

I’ve known this guy for a long time. We’re acquaintances more than friends.

A few years back, he was offering a service because he’s in business for himself. I listened to what he had to say, and what he had to offer.

For what I wanted, It was more money than I was willing to spend. I could get what I wanted for roughly 16% of the price of what he was offering. Nothing wrong with his product. He had a great product, and what he was offering me was more product than what I needed to fill my need.

Let me just clarify.

It wasn’t that he had a bad product or it was overpriced. I said it was more than what I needed at that time, so I didn’t buy from him.

Time moves on and I bumped into him at a social engagement. He was so angry with me because I didn’t buy from him, telling me how great his product was and how stupid I was to not buy from him.

I tried to explain to him that it was nothing to do with his product, his product just wasn’t right for my specific needs.

He took personal offense to that, and the amount of grief he gave me made me vow to never use him again for any service or product I was looking for, not ever.

The same thing happened with another guy, I did an addition to my house. I hired a contractor, who brought in sub-contractors to quote. (one was a guy I know) The guy I hired then chose the other contractor to work with. It wasn’t my call, that’s why you hire a general contractor, to take the stress out of it.

The guy I know, I heard was then pissed at me because I did not hire him to do work on my house. Guess what? Never hiring him again either!

Be friendly and approachable

You can’t get mad at the customer.

You can only find ways to provide more value, also to be more friendly and approachable.

Let’s face it, if you fall out with everyone that doesn’t want to use your service, news travels fast, especially negative publicity, and then no one will ever want to work with you!

The reality is, if you get mad with your prospects, you will never ever do business with them ever again. Why not redirect that frustration or energy into improving your timing, and ability to communicate what you have to offer.

Sell yourself

In network marketing, your number one product is YOU. The training, support and mentoring you offer, your personality “IS” your business. The ability to communicate, your skills in how you build your business, these are all your products.

This is what attracts people to your business, especially if you’re going to sponsor somebody, and are going to bring somebody onto your team.

Focus on improving your product and what you have to offer. Don’t get mad at people that don’t buy from you after all, you never know when they may approach you again when they are ready to make that all important purchase.

Take the positive out of a negative

We all have choices, and we should choose to take positives out of negative situations.

If someone doesn’t want to buy from you, that’s OK, ask yourself, what could I do to improve so the next person that comes along may say yes?

Don’t ruin relationships and loose friendships just because they don’t buy from you.

Remember, relationships, friendships and acquaintanceships do not preclude that they are going to do business with you. Your “offer” is what precludes that they will.

Your relationship just gives you a foot in the door and businesses are built on them.

The above post was extracted from this LIVE session:

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How to Recruit Sharp Influential People

How to Recruit the Sharpest, Most Influential People

We all want to recruit the sharpest, most influential, successful individuals with great attitudes and huge circles of influence.

Let me give you a tip because this is where a lot of people mess up. When I recruit the sharpest people on my team I don’t use a ‘shotgun’ approach. When I find somebody or meet somebody I think is a sharp and potentially great candidate, this is what I do. Regardless of them being a business owner or having a large influential circle, I treat them professionally and with respect.

I develop the relationship first and foremost

Here’s a recent example:

I go to a tailor at a men’s clothing store. It’s owned by a young guy in his late 20s. He bought the business from his father who was originally an immigrant from Lebanon. He is a young business owner, second generation, with a huge circle of influence and drives a different car to work every time I’ve been there. He’s a super sharp guy and I get along with him.

Did I identify him as a sharp prospect the first time I visited his store? Did I feel he could have been a great candidate? Yup. Sure did!

But here’s what a lot of networkers will do. They’ll see this great prospect and they’ll dive right in for the kill. They’ll dive right in with…

‘It’s great meeting you.’ or,

‘Appreciate you doing business.’ or,

‘You’ve been taking great care of me.’ or,

‘You’ve got a great shop here.’ or,

And then, the pitch:  

‘Do you keep your options open for doing anything else on the side?’

Could I have done that? Sure. Could I have done that if I never have a chance to see this guy again? Sure. But do my chances go way up if I wait and be patient and build a relationship? Of course they do.

The chances of that person being open and talking to you goes way up. Think about this. A person like that who is sharp, ambitious, a business owner, and who sees lots of people every day – do you think they’ve been prospected 1,000 times before? Sure they have.

If you want to differentiate yourself, don’t be like everybody else who just dives right in.

I liked his store. I liked his service. I liked him. Since the summer when I first visited this store and met this fellow, I’ve gone back there three or four times. He helped me out, did some tailoring work for me. I’ve gone back there and in the process, I developed a relationship. I had conversations.

Some people call this a dating process, which sounds a little weird, but that’s kind of what it is. You’re getting to know this person. You’re not just meeting the girl and saying, ‘Nice meeting you, want to get married?’ That’s super weird. Take the time if you have somebody who you think is a great candidate, who you have an opportunity to see again. Put yourself in a position to be around them again.

I didn’t just go and buy clothes from the guy because I was wanting to prospect him. I needed the stuff and I liked his store, but I knew where to find him. I knew I could go back to him and I waited until the relationship was to the point that we were friendly enough where he was telling me about the kind of businesses he has and what he was doing from an investment standpoint. We were sharing ideas. He was telling me about his dream to have a man cave with about six different great cars in it, hanging out with his buddies watching a football game. That sounds pretty cool and that’s one of his goals.

Don’t judge, that’s what he wants.

That was a prime time. I asked him if he was open to anything else on the side. He knew a little bit about my business but didn’t really know what I did. Didn’t even know it was network marketing really. When I asked him, I asked him a pretty standard line. He said, ‘You know it’s funny, I’ve had people send me messages like that. I’ve had people send me messages on Facebook and stuff like that just out of the blue. I didn’t know these people and I’ve never really paid any attention to it but…’ here’s the clincher’ ‘…I know you, I trust you. I’d like to sit down and see what you’re doing.’

There’s the message. It doesn’t mean we don’t talk numbers or that we don’t prospect people when we meet them if we’re unlikely to see them again.

But guys, if you have a sharp prospect, a super sharp prospect, and you have a reason or a legitimate purpose to see that person again, make a point of it. Do business with that person. Engage with that person. Develop a relationship and a friendship with that person and set yourself apart from the hundreds of other people that have probably tried to recruit that guy or gal, because you’ve taken the time to establish credibility with them. Big, big difference.

Understand something, most of your prospects, your sharp prospects, they don’t have any problem with network marketing, they don’t have any problem with their company. Their problem is that 99% of the people who have tried to recruit them are lower than them on the socio-economic scale, are not sharp, have not developed skills and haven’t taken the time to develop a relationship with them.

Do you understand?

You don’t have to be a top earner, you don’t have to make more money than they do. That’s not the point. When they at least have a professional respect for you, they’re going to listen to you a lot more and they’re going to be a lot more open, not just to your business but to you.

My prospect’s point was, ‘I’ve seen those kinds of things before. I haven’t had any interest, but I know you. I trust you. I like you. I want to sit down with you and see what you’re doing and maybe we can partner up.’

It’s all about relationships, trust and respect.


The above post was extracted from this LIVE session:

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How to Convert your Leads in to Connections That Love You


How to Convert your Leads in to Connections That Love You

I want to share with you, my favorite thing to say kicking off a meeting with a prospect and creating quality connections.

One fellow, in particular was asking specifically because he’s on the Facebook training, and he is getting together with some prospects that he’s been successfully building connections and starting conversations with through Facebook.

Now that he has prospects interested from conversations on Facebook, his next step is to take it to a phone call, and then to a face-to-face meeting. But in his case, the prospects aren’t local. So, he was asking, ‘If they’re not local and you can’t get face-to-face with them, what’s your first step?’
Simply put, the first step is to build rapport and build relationships.

There are two different mentalities when it comes to prospecting

One is to go through as many numbers as you possibly can, as fast as you can, and see which one sticks. That’s good, but what I prefer personally, and what works better in my experience, is taking the time to develop a bit of a relationship with that person, you know like a connection!

Connect with that person. Don’t just treat them like a number, because everybody treats them like a number, treat them like they matter and they are important to you. You will stand out if you take just that little extra effort to connect with that individual.

Now, does that mean you’re going to be able to go through less numbers? Maybe, but from my experience, most people don’t go through enough numbers (not even close to enough numbers) to get the “numbers game” working for them anyway. The more connections you make, the more exposure you get.

You can go through a lot of numbers, taking five minutes with each one if there’s a connection and you’ll know within 30 seconds if there’s a connection and if not, you should just move on. Don’t be so quick to jump into your pitch or your presentation. And that’s the point of this blog today.

My favorite way to start off a meeting

Typically, I’ve had some kind of conversation with this person, whether I’ve called the prospect, I met them on Facebook and started a conversation chat back and forth, whatever the case is.

At some point, of course, we ask a question that, however you phrase it, comes down to, typically, are you open?

Are you open to creating ways of making extra money?

Are you open to an opportunity to make some additional income if it wouldn’t interfere with what you are already doing, and we could help you step-by-step and show you how it’s done?

However you want to do it, the question is “Are you open?”

When the answer is “yes,” my favorite next step is not to just send them to a video, or a presentation. But whilst marketing yourself, build a relationship at the same time. People like talking to people that they are comfortable with and that have set them at ease upon introduction.

That’s the easy way.

You can do that, but you’re going to run a lot more numbers, and you’re not making that connection. That’s a cop-out, in my personal opinion, and it‘s lazy.

Develop a little bit of skill; develop a little bit of relatability. Get over your fear, because the worst they can do is say no and laugh at you.

I was the kid in high school that got literally thrown into a trashcan headfirst by the senior class in my freshman year. I was 95 pounds and 4’11” when I started high school. I know exactly what rejection feels like and I really don’t care. You can’t hurt me nowadays. (Be resilient to rejection and you will surpass your own expectations.)

You need to get to that point.

Get out of your own skin and get out of your own head and be willing to have those conversations. Make your comfort zone a no-go zone.
If I’m on a Skype or we’re face-to-face, after a little bit of small talk or friendliness or whatever, here’s how I kick off ‘the meeting’.

Here’s how I “transition,” and this is the part where it gets awkward sometimes…

How I “transition” is a very simple question: 

”So, what’s going on in your life right now that has you open to this kind of opportunity, or has you open to doing something more?”

Then, I shut up and I let them do all the talking.
After they’re done talking, my very next thing might be, “Well, why did you say that? Tell me more. What do you mean?”

Even if you think you understand what they meant, ask them, “What do you mean? Tell me more.” You want to get that person talking as much as you can.

Understand? The first meeting especially, with a person is not about you, it’s not about your thing, it’s not about you pitching them. It’s about them!

It’s about them and what they want

The more that you can get them talking about what they want, the more you will learn about them, the more of a connection you will make with them, the more of a friend you will make out of that person in a very short period of time.

If you’re paying attention and truly listening and truly being interested, you will learn what it is that they want, that you can connect your opportunity or product to.

That is what will sponsor them

That is what will recruit them: It is not how great you think your opportunity is, or how great your wiz-bang product is. It’s the BENEFIT of that opportunity to them specifically. If you can make that connection, you’ve got a new team member. If you do not make that connection, you probably don’t have a new team member, and they’re going to move along and look for something else.
Understand? My favorite thing is questions and keeping it super simple.

My favorite question to start it off with is, “What’s going on in your life right now that has you open to be talking to me right now?” I love these questions.

This is how I start every single meeting, every single Skype when it’s a brand-new prospect, and I do encourage you to take that step.

If you don’t end up showing a presentation at all in that first interview, or even talking to them about your opportunity a whole lot, and all you do is you develop rapport, you ask questions, they start telling you their life story and what they want and why they’re looking and why they’re excited to learn more about what you’re doing and you just let them talk…

That’s awesome. Right?

If you get into a presentation, great. If you don’t, that’s fine

You can always send them to a link and let them watch the video at that point.

“Well, great, here, check this video out. We’ve been talking. This has been great. I know we haven’t really gotten into too much about what we’re doing, and I’m kind of out of time, but here’s what we can do. Let me send you a link. Now that I know that you’re serious and I understand kind of where you’re coming from, I do think this is going to be a great fit. Let me do this. Why don’t you watch … I’ve got a link I can send you? You can watch a short video. It’ll give you some of the nitty-gritty; 30,000-foot view of what we’re doing. Then, that way we’re on the same page. Let’s get back together on another Skype, and I can answer some questions. We can get into some details and take the next steps. Sound fair enough?”

ABSOLUTELY

Let the video do the work for you as far as the heavy lifting of showing the presentation. Your job is to connect.

People join people, not opportunities and not products.

Help them connect to you. They’ll join you before they join your “thing.” Then, you’re going to have a lot more success and make a lot more connections.

You’ll find you won’t have to run as many numbers. You’ll find more quality that way. You’ll develop more quality in your team, and that will develop the kind of energy, the synergy, the “mojo,” if you will, that you’re looking for in your tribe and in the team that you’re looking to build. That’s what builds momentum.

Take Away Points

You could have the best product or service in the world but if you can’t build relationships with people you will not be successful for long.

People invest in people they trust and have built connections with.

So from the get go you spend time getting to know the person and how you can benefit them and not how you can benefit.

If you try and be salesy, talk about yourself and tell them about how much you earn, they will stop listening, guaranteed.

Make it your mission to build a rapport and make genuine connections with people.

Hope this helps you. Pass it on and share it if it did. Rock and roll. Have a killer day.


The above post was extracted from this LIVE session:

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Should You Use Company Videos To Present To Prospects?

Today we are going to talk about using videos to show your presentation to your prospect.  A lot of companies these days (almost all of them) have some kind of a video to introduce (or at least prequalify) a prospect to your business concept and/or your product.  I’m all for that, IF it’s done with the right mindset and expectations.

Typically, there’s two different philosophies on using videos with prospects.

#1 Using a video to prequalify.

You might have a 5-10 minute video you can send to a prospect, that gives them a very general overview of what you are doing. Your company may provide that, or maybe your team has one.  The idea is to get that person “warmed up” or interested enough to then be able to meet with face-to-face, or on skype, or on a three-way call to get the rest of the information.   This method is designed to save you time by filtering out people who aren’t genuinely open and interested, but the actual “presentation” is still done in-person, one way or another.

#2 Let the video show the presentation.

A lot of companies are doing this method.  They will have a 15-20 minute video (or maybe even longer) that goes over the entire business and product in detail.  All you have to do is check for openness with a prospect, then send them to the video, and it shows them the presentation.   Ideally, you’re determining a specific time that they’ll see the video, so you can follow through at that time, getting their first impressions, and setting a time to follow up or get them on a 3-way call with your upline.

So which method is best?

Well, much like anything else, it really depends on you, your personality, your style, and what kind of business you want.  However, here’s a very simple truth I’ve found:

The earlier in the process you remove yourself from the equation, the more people you’re going to have to talk to.

In other words, the more you rely on tools to show your presentations for you, rather than developing your people skills, reliability, and sales skills, the lower your closing rate will be.

Here’s why I say that:

Everybody knows that, “people join you, not your company” and “people connect with people, not the company or the product.”  This idea of “letting the video show the presentation” completely flies in the face of this fact.

See, the first thing your prospects want to know is: Do I like you and can I trust you?   You and your prospect are going to be working together, partnering up in business together as running mates, so they need to know if they like you, and if they trust you.  The only way they are going to find that out is by interacting with you, and getting to know you.  The more you remove ‘you’ from the equation, the less opportunity you have to build rapport.

Plus, the reality is, if you let the video do the “selling,” you’re going to have to overcome questions and objections after they’ve seen it anyway.  So what’s the point?

It’s very tempting to think that removing YOU from the process is more “duplicatable”.  And maybe it is to some degree…

But I would challenge that just because something is more easily duplicated does NOT make it “better.”  Failure, duplicated, does not somehow magically add up to success.

The numbers don’t lie:  Those that strictly use videos to show presentations need a LOT more leads than those who get eyeball to eyeball with their prospects.  And while a little rejection can hurt, there’s no worse feeling for a teammate than the feeling that they’ve blown through their entire list with no results.  I’d rather err on the side of inefficiency by taking the time to talk with prospects as individuals, with unique situations and personalities, rather than using a blanket approach that’s guaranteed to turn off a great number of prospects before you even get started.

The need for personal contact is eve more important if you’re cold market prospecting.  In this case, you’ve only had a very short opportunity to build any rapport.  Now, you’re counting on them to go and sit through a 15 minute video, or longer, when they hardly even know you.  And, most videos are very pitchy, which makes the whole process even more impersonal.  In my experience, the higher caliber prospect you have, the more likely they are to be turned off by most company videos I’ve seen.  You know the ones… people walking on the beach, lots of lifestyle, lots of promises, little substance.  Not very attractive to anyone who’s intelligent and experienced.

What is attractive to your best prospects is someone who has the guts, confidence, and the belief in what they are doing to sit eye to eye across a table and share what they are doing, their passion, who their team is, and where they are going.

If I’m cold market prospecting, and there’s any possible way I can meet with them in person to present, and I think that this is a pretty sharp prospect who is qualified, that’s what I’m going to do.  Because, (and here’s a tip) I don’t prospect just anyone.  I specifically target sharper, more ambitious and success-oriented prospects.  Which means I talk to less people and get more results.

Now, this doesn’t have to be a long meeting.  It’s usually a 20-30 minute introductory meeting at a coffee shop.  What that does is give me the opportunity to build confidence, belief and good rapport with that person.

People join people.  Not products.  Not companies.

I would encourage you, if you have videos in your company, to use one that is shorter, preferably 5-10 minutes tops, to prequalify your leads, then meet in person to go over details.

In our team, we have a short video like this.   I use it when I’m not really sure how serious this person is, or I’m not really sure if this person is really qualified to work with us.  I might prequalify them by saying:

Hey, if you are open, I’ll tell you what. I’ll send you to a 5 minute video to give you a brief introduction. It won’t give you a lot of detail at all, but at least give you a feel for who we are, what we are doing, and it might give you an idea if this is something for you. If it is, great. We can follow through and meet up in person and go into some details. Sound good? Great. When do you think you will have a chance to watch that video?

I then book a time for them to watch it. I set an expectation that I am going to call them back after they have seen it, and then we book ourselves into a face to face meeting.

What that does is prequalify some prospects for me.  It can save me some time.  It saves me time from having no-shows with people who maybe aren’t qualified yet.  Sometimes, networkers complain that their prospects aren’t going to watch the video.  Assuming you’ve set it up correctly as I described, the truth is:   If they aren’t going to have the time to watch a 5 minute video, they’re probably not a great prospect in the first place.

That is the philosophy. Part of the reason we use video (and your company might be trying to tell you to send them to a large presentation video) is they are thinking in terms of “duplicatability” and “saving time”  You can go through more numbers faster if you are not having all these sit-downs.

But here’s the reality:  If you’re depending on videos, you’re going to go through more numbers than you would otherwise. Period. Because if you remove you from the equation, which is the thing that truly sets you apart, the more you and your opportunity DOESN’T stand out and is LESS ATTRACTIVE.

You have a choice.   You can blast through as many numbers as you can in the name of duplication and try to get the “low-hanging fruit” by just sending a ton of people to a video.

But as for me, I prefer quality over quantity.

Everybody says “say less to more people.”  I agree with that.

But, if I can “say less to less people,” and have an opportunity to meet with them face to face and take that 15 minutes to invest in them and develop a real relationship, I’m going to have a much better recruit and a much better experience getting them started, rather than having them start kicking and screaming, or having to run through ten times or more of the numbers to get the same results.

Everybody may not agree with me.   That’s fine.  You may not see yourself wanting to take the time to sit down with people.

But I am just telling you, the biggest problem I hear from network marketers is “where do I find enough prospects” and “where do I find the people or numbers I need to talk to”.  The problem they have isnt that they don’t have time to do sit-downs.  The problem is that they dont have enough people to run through the funnel.  IF you dont have enough prospects to run through what you are doing now, maybe you ought to invest a little time into actually giving that prospect the best possible opportunity to see who you are and what you are all about.

If you have questions about this topic, whether you agree with me or not, I’d love to hear from you!   Feel free to contact me, or hit me up in the comments.


This post is loosely transcribed from the following video:

Network Marketing Tips: Should You Use Company Presentation Videos With Prospects?


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What To Do With Prospects That Don’t Answer The Phone

What To Do When Prospects Don't Answer

If you’ve done any cold market prospecting, you’ve experienced this.  Probably a lot…

You met a new person, made a friend, opened the door about your opportunity, and got a positive response!  They told you they’re open, and would love to hear more about what you have going on.  You’re totally excited, because you feel like you’ve made a connection, and have a real prospect!

So, you swap numbers, and set a good time to followup with a phone call or a meeting…

Then you call… and they don’t answer.

Or you show up at the time you set with them… and they don’t show.

They’re AWOL.

Vanished.

Off the map.

And you’re left wondering what the heck happened.  What went wrong?

First of all, understand that this is going to happen sometimes.  It doesn’t matter how “good” you are… everyone gets “phantoms”… people who show interest but then disappear.

However, there’s a couple things you can keep in mind to help reduce how often this happens, waste less of your time, put less stress on yourself, and get more end results from a smaller number of prospects.

Let’s back up just a second to the actual moment of prospecting.  The majority of this has to do with understanding two things.

#1:  Who are you prospecting?

Understand that there are some people that just don’t have the accountability to do what they say they are going to do when they say they are going to do it.

There’s just a lot of people in that category. It’s unfortunate, and it’s discouraging, but it’s also part of what we do.  We teach people these kind of skills and values.  We can’t take for granted that all people have the same sense of accountability that you do… because, the reality is, a lot of people don’t.  You have to prepare yourself for that and understand it is just a reality.

Another thing is, some people are so averse to any confrontation, that they’d rather just say “yes,” because it’s easier than saying “no,” even if they’re really not interested.

If you pay attention to the conversation, body language, and other signs from your prospect when you’re engaging them, experience will teach you.  You’ll start to get a feel for who is sincere, and who may be just pulling your chain.  Don’t let them kid you.  Be kind and polite, but be honest and firm.  Don’t be afraid to take it away if you get the feeling that they’re not really serious about learning more.

Saying something like, “You know, I’m getting the sense that you may not really be open right now.  That’s totally cool, and I don’t want to waste either of our time if you’d rather take a pass on learning more,” can be a very powerful way to filter out these kind of folks, and create a stronger attraction from those who truly want to connect with you.

#2:  What’s your “energy” like when you’re prospecting?

The energy with which you carry your conversation, make your offer, and set the appointment is extremely important.  In fact, it’s far more important than what you actually say.  I’m not talking about energy as in “being excited,” although that certainly is part of it.  I’m talking about the general feeling, attractiveness, an “mojo” you’re giving off.  Here’s a few things to keep in mind to try to take the mystery out of this:

1.  Be enthusiastic, but not hyper.  People are attracted to excited people who are going somewhere, but you also don’t want to act like a circus monkey.  That’s just scary,

2.  Be relaxed.  Very relaxed.  Keep things casual.  Don’t turn in to “captain professional” or try to go for the close before you’ve even gotten the opening.  Professional people who are already on the grow don’t act hungry.  Be that person that is already so confident in their success that they don’t need to exaggerate it.  Now, there is such a thing as being so casual that you never actually generate sincere interest.  However, most people err on the side of hyper, agitated or nervous, which is totally natural.  This is why I don’t think most of you need to worry about being “too relaxed”.

3.  Don’t change the energy when you make your approach.  This is so common, and I was massively guilty of it.  Once we get comfortable carrying conversations, lots of us change the tone once we decide to make a business approach.  Your voice might change tone.  The general structure of your speech and sentences change.  Your body language tightens up.  All of this sends warning signs to  your prospect, whether consciously or subconsciously.  STAY RELAXED, and be consistent in your demeanor through the process.  The trouble is, if this happens, you may still get phone numbers because people liked you at first, but they don’t answer because the last experience they had with you felt weird.

Everybody “says” they’re open…

Remember, just because they said they are open to an opportunity, doesn’t mean they are looking for real. Everybody these days knows that they are broke! Everybody knows these days that they ‘should’ be looking to make a change.

Nobody wants to say ‘I’m broke and I’m too stupid to be looking for anything different.’

Everybody is going to tell you, if you have positive energy, ‘yeah, I am open to learning about something new.’

But are they really?  You don’t know yet.

So, when I am making cold market prospecting, I really like to qualify them, or lay a “carrot” out there to make sure they are serious.

First, check for openness.

I might say something like this “standard” approach for starters:

Hey, let me ask you something. You come across as being really sharp, and obviously have some managerial skills. I’m expanding a business team in the area right now. By chance, would you be keeping your options open for some additional income, if it wouldn’t interfere with what you have going on already?

Of course, people usually say yes, because again, it’s like asking them ‘Are you stupid?’ and nobody wants to say they are stupid by saying they aren’t open to other income opportunities.

But I’m not done yet…

Next, schedule the call.

I like to set a time when we both are available for the call, rather than just leave it up in the air.  That way, I’m playing less phone tag.

Well awesome, I’ll tell you what. When would be a good time I could get a hold of you? What do you have going on this evening?

How about we talk for 5 minutes at 7 o’ clock this evening?

Make sure they can recognize it’s you.

A lot of times, people ignore phone calls from numbers they don’t recognize.  I know I usually do!

So, when I ask for their number, I take my phone out. I put their number in, and then I call them, hold my phone up, and then tell them:

Ok, now you’ve got my number, go ahead and put that in there with my name, so when I call you at 7 o’ clock tonight you’ll recognize it.

Then, add some accountability.

This is a key step to help ensure people answer when you call, but you need to watch your “mojo” on it.  Smile… stay relaxed… Be confident, but charming.  You don’t want to come off too arrogant or pushy.  In fact, I sometimes even chuckle a bit when I deliver this one to help soften it’s impact.

I want to ask you something. You’re going to answer for sure, right?  I’m sure you hate phone tag as much as I do, and I don’t want to waste either of our time.  If I call you tonight, you’re going to be available right?

Don’t be afraid to put that on somebody in a positive way. You aren’t trying to put the screws to them, but you want to reiterate how important this is in a positive and fun way.

I like to set some real expectations for that call. The energy and the positivity and the accountability you put up front is going to increase your number of people who are going to answer.

(I encourage you to also watch the video at the bottom of this post to hear the tone of voice I use.)

If you call that prospect and they don’t answer:

Leave a simple message, something like this:

Hey, this is Jason. We were set for 7 o’ clock. You told me you were going to answer for sure, so what’s up man?! (Insert big smiley face in your tone of voice here.)

I hope everything is ok, I’m sure something came up, otherwise we would be talking right now. So give me a call back, I’ll be around for the next 10-15 minutes and you can call me back. If not, shoot me a text, let me know when we might be able to reconnect. Talk soon.

That’s it. If I don’t hear back from them, I wait about 48 hours.

I keep a list of what’s going on with prospects and where I am in the process with them.  Now, a lot of people tell you ‘Just move on to the next prospect.’  I think you miss a lot that way.  You don’t just want to write them off.  I figure, if I’ve done the work and I’ve met a new prospect, I am going to take as much opportunity as I can to try to move that prospect into the next step, without being desperate or pushy.

The reality us, most people are “busy,” scatter-brained, and have stress in their life.  They may not have the same level of accountability that you or I do yet.  Just because they didn’t answer the first time doesn’t mean they’re not a good prospect, or that they’re definitely not interested.

I give them the benefit of the doubt, and try to help them move along as a coach and a friend.  If after a certain period of time they don’t respond, well, there’s nothing I can do about it.  But, I’m willing to invest a little more in that person.

48 hours later I might call them back a second time and say:

Hey, this is Jason. I haven’t heard back from you and I’m starting to get the feeling that you weren’t as serious as you indicated when we talked. But if that’s not true, I look foward to hearing back from you. I’ll tell you what:  I’ve got a lot going on this week, so if you can give me a call back, we’ll set something up.  Otherwise, I’ll try to get a hold of you sometime next week.  Have a great day and I’ll talk to you soon.

Something like that. Then, if I don’t hear back from them after this second message, I’m leaving at least a week. Then, I’m going to call them back a third time.

The third call goes something like this:

Hey, what’s up. This is Jason. We met and talked last week. I got to tell you, this is the last message I’m going to leave ya. I would really love to connect, and I do think you have a lot of potential with what we are doing, but we have so much going on right now, and we have other candidates to work with, so I really don’t have time to keep following up with you.  But, I would love to give you the opportunity to see what is going on here if you’re serious. If you’re not, that’s totally cool.  No problem.   If you wouldn’t mind just shooting me a text to let me know ‘hey, I’m out,’ I would appreciate it. Either way, if I don’t hear back from you after this message, I’m not going to be calling you anymore, I’ve got to move on. So, it was great meeting you I wish you the best of luck. Have a great one.

And it’s three strikes you’re out. If I don’t hear back from them after the three messages, I’m done.  They’re off the list.

Now how much time is this taking me?

Not much at all!  Seriously.  How long does it take to leave a 15 second message?

‘Aren’t you chasing a prospect?’

I’m not chasing a prospect, I’m following up. If this was sales in any other business, they would tell you ‘Follow Up ‘Till You Drop!’  I’m at least doing it three times and it’s worth that to me. Again, I’m investing in that person.

Doesn’t all of this take a bit of finesse and skill?

Yes, it does.  And that comes from confidence and practice.  That’s it.  There’s no shortcut I know of.  You have to be willing to foul it up, get better, foul it up some more, get better, than maybe get “ok” at it, get better… you get the idea.

A lot of these scripts are transcribed from the video below, and I encourage you to check it out.  Notice the tone of voice and the delivery of the words.  This is far more important than the words themselves!  Remember, it’s not as much what you say as how you say it.

If this has helped you, pass it on!  Feel free to Like and Share, and follow me on Facebook.

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3 Skills To Master Prospecting & Recruiting

I want to share three basic skills necessary to become a master at prospecting and recruiting.

So we’re clear, I’m not going to get into “scripts” or that kind of thing.  Not that those aren’t good, but if you don’t focus on making these fundamentals understood, practiced, and part of your natural mode of action, the scripts don’t matter.

The words that you say matter less than how you say them.

It’s the spirit from which “what you say” is coming that is what these three fundamentals address.

Before I get into that, I’m going to share a little background that I think you might relate to:

When I first got into network marketing, I would spend a lot of time around my mentors and coaches.  I would see how they would handle conversations with prospects, and I would see them engage with people. If you are anything like me, I would watch these conversations and I would be absolutely amazed.  They were so confident… so fluid… They handled objections or potentially awkward moments with ease.

I mean, everything they said, and the timing in which they said it, seemed to be just perfect.

I would see them diffuse situations.

I would see them have hostile prospects and calm them down.

Yeah, they might not have recruited the prospect, but that wasn’t the point. The outcome wasn’t the issue what mattered all the time… it was that they held their poise, and their resolve.

Nobody could “eat their lunch.” 

In the end, they either had an interested prospect, or they still left the conversation, even with a hostile prospect, with their dignity and confidence intact, making sure there were no feelings that any side had ‘lost’ in the scenario.

I don’t know about you but I think that’s pretty cool, and I was fascinated.

speechlessDo you ever find yourself saying ‘uhhhhhhhhh’?

So, when I was learning, I would go to my upline and relate some of my prospecting conversations that didn’t go so well, so I could get their input on what I could have done better.  You know, the ones that go like this:

I said ‘this’…

…then they said ‘this’…

…then I said ‘this’…

…then they said ‘this’…

….and then I said ‘uuuhhhhhh…’ because I didn’t know what to say.

My upline would say something like, “Well, this is what I might have said or done in that situation,” and of course, their answer was perfect.  It was always just left me saying, “Why didn’t I think of that?”

So if that’s you…

Let me tell you how the best prospectors and recruiters got to be that way…

These three fundamentals are why your upline coaches, who are great at prospecting and recruiting, find their success.

And…

It’s not because of “what they say” or the scripts themselves. Although prospecting scripts play a role (having good things to say is good), there’s a mindset behind every one of those lines.

There’s a thought process that goes behind the scripts, and when you understand the thought process…

  • You can make your own scripts.
  • You become flexible.
  • Prospecting & recruiting conversations become natural and effortless.

This all means you become the kind of person that can be nimble in conversation, and not get robotic, or get to the point where you are just stuck.  All of which leads to your prospect feeling awkward, because YOU feel awkward.

Here are the 3 skills of Prospecting & Recruiting Mastery:

never-let-them-eat-your-lunch1. Confidence and Belief.

Confidence and Belief.  This is the ‘Be All, End All’ when it comes to prospecting and recruiting. You can be a little bit fumbly with your words, but if you are:

  • Confident in what you are doing and where you are going
  • 100% believe it’s working for you and will work for others
  • Unshakable

Somebody can’t take your lunch from you.  Meaning, they can’t discourage you, or change your mind, or make you doubt yourself.  Doubt is the #1 prospect repellant.  Okay, maybe halitosis is a bigger repellant, but if prospects “smell” doubt on you (and they can), they’re gone.  Plain and simple.

Never let them eat your lunch!

That confidence is the kind of thing that can push you through and get you results, even if you lack the other skills at the moment.  But, if you want to make your life a lot easier, you don’t want to be a bull in a china shop forever… Learn the next two skills:

2. People Skills

When I first got into the business I had very little in the way of skills. You may not believe this, but I was a young punk kid. I was a little antisocial. I was kind of an angry, bitter person at a young age. I’m not super proud to say that, but that’s just the reality.  Needless to say, my people skills weren’t awesome.  However, my confidence and my guts were pretty strong.  So, while I didn’t have a lot of finesse, I could recruit people through sheer confidence.

Now, I didn’t really get a team going until I learned better people skills, how to lead people, and how to move them on in the way that they wanted to be led.  I learned quickly that being able to recruit doesn’t matter if you can’t help move them on.  Because of my lack of leadership and people skills, people would quit my team just as fast as they joined.  A “revolving door” business isn’t any fun, and it’s definitely a TON of work.

People skills is really an ability to relate and identify with others, and communicate in such a way that they:

  • feel welcome
  • feel appreciated
  • feel important

You see a pattern?

  • Make people feel good, and they’re going to like you.
  • If they like you, they’ll listen to you.
  • If they’ll listen to you, you can lead a conversation.

That is really what sales is all about. Identifying with people, making a friend, and then leading them to a conclusion that connects what they already want  to what you have.

I know… that all sounds simple, and I know it doesn’t feel that way when you’re just learning the skills.

So, lets break it down to some simple steps:

If you are just starting to study people skills, there’s a couple books I might recommend. While there are countless books on people skills obviously, a couple of my favorites are:

How to Win Friends & Influence People by Dale Carnegie.

This is basically the people skills bible.  Nuff said.  Read this one repeatedly.

I also recommend a book on  personality types. This is an important area that helps you know and understand who you are communicating with. While there are many books on personalities, you are looking for something that explains the 4 basic personality types.  Most people are a combination of 2 or perhaps 3 of those, with one of the types being their dominant personality type.  If you can identify what their number one personality type is, it can help you identify how to best communicate and relate to that person.

My favorite:   Positive Personality Profiles by Robert Rohm.

That book, I think, best focuses on the positive aspects and strengths in a personality type, and while identifying the weaknesses, it focuses on how to grow those strengths and overcome the weaknesses rather than just saying something like ‘Oh well you have got these issues. Good luck.’

3. Practice. Practice. Just simply practice.

Everybody knows this, and few people are actually willing to do it.

When you are in your conversations with your prospects, and talking to more people:

  • Learn and practice how to steer a conversation
  • Learn how to identify with people.

The books are out there. (Start with the recommendations above.)  The training is out there. You have probably already seen some of it. If you have more questions, or specific questions about how to lead or guide specific conversations, feel free to reach out to me.

But practice is the key. It’s a skill.

And like any other skill, it’s going to require some time… try-fail-adjust… and what gets you through it is not being emotionally attached to the outcome of every conversation. You have probably heard that a thousand times, but you have to disconnect yourself emotionally from the outcome of that conversation.

It’s similar to skill #1:  Confidence is not emotionally attached to what someone else thinks of you, or of your skillset at the time.

You know you are growing. You are doing better and you are working it, and that is what matters.

So get out there!

Study the people skills. Study the personalities. Develop a strong belief and confidence in what you are doing. Sell out to yourself, then go practice, and then you will start seeing results.


This post is partially transcribed from the video below.  If you’d like more videos like this, subscribe to us on YouTube!

3 Skills To Master Prospecting & Recruiting

Should You Really Prospect EVERYONE?

prospect_everyone_cover_photo

I got a question from one of teammates, and I’m actually going to share the exact question with you because it’s really interesting, and I think it’s going to help a lot of you guys.

You hear the philosophy that as a network marketing professional everybody is a prospect. Never prejudge. Every dud knows a stud. But honestly…I find a lot of people that once I speak to them (just in general terms, not about the business) I would not want to work with them. Maybe it’s my personal growth, but there are a lot of stupid people out here lol.
So what do you do when there is someone who is not your cup of tea, but they qualify? I’ve been wrestling with this for a while. I’m interested in your feedback. 

What do you do if someone’s not your cup of tea, but they qualify?  Very interesting question…

First of all, let’s define “qualify” here:

This is either somebody to whom you really haven’t opened the door about the business opportunity, about anything regarding your product, but you think they might be a good player. That they might have some ambition, some drive, and want to do more. They’re ‘sharp’, whatever the case is, but you, personality-wise, just aren’t connecting with them.

The other definition of qualify would be that you actually asked the question and you found out they are open or they’re looking for an opportunity in the first place. They’re looking to do something in their life but, again, you just may not connect well.

(Tip:  The latter is is really  what “qualify” means to me:  A person that is open and in the “looking zone” is a “qualifier” more than how “sharp” they are.)

Either way, my answer’s the same.

How bad do you want it?

How bad do you want it and what are you willing to do and change and grow and adapt and accommodate and tolerate and accept. Those are all good things.

What are you and I willing to do to help that person who we may not just jive with personality-wise?

Are we willing to do that?

Now I’m not saying that this somebody who is morally or ethically on the fringe. That’s not the same thing. If I’m talking about somebody who is out there on the moral/ethical fringe that I don’t want to associate with because they’re a negative influence on my family and life ethically and morally, no, that’s a whole different ball game.

But if it’s just personality and you got somebody who is sharp, maybe ambitious, and open and looking, I’m willing to put my ego aside. I’m willing to stretch a little bit to work with them to try to develop that relationship.

A Few Things to Keep in Mind When Deciding Who To Prospect:

First of all, you never know!  At first impressions you may not like a person, but when you get to know them a little bit more you might find that you connect with them more often, especially if you are working toward a common goal.

You have to remember you don’t know where that person can lead you. You don’t know who that person knows. You don’t know whether or not they are going to be a superstar.

Obviously we all like to work with people that we like and that we share common interests with. It’s easier it’s more fun for us out of the gate but if you really want to grow fast, you’re going to be limiting yourself if you only open the door to people who you personally prefer.

Remember that when you are talking to other people.

He who judges is judged.

Try to be open, but not wishy-washy.

You don’t have to change who you are to try to be as accommodating as you can.

If you want to grow fast you’re going to eventually to sponsor some people that you’ve made your best effort, but you’re just not able to make that connection. You’re not able to get along. You don’t communicate effectively together.

There’s been times where I’ve just had to say something like:

I’m not sure this is working for either of us. Maybe there somebody else in the upline you’d prefer to work with, but honestly, I’m not sure if it’s working for either of us and I don’t want to waste your time or mine — for some reason we just don’t jive. I’m sure there’s somebody else on the team that might be interested in helping you. Would you like that or do you want to continue to press forward?

That honesty sometimes can make a big difference in how they respond to you, and can turn a relationship (or an attitude) around just by making that offer.

It’s really your choice. You can choose.

There have been people that I have passed up because, you know, “that dude doesn’t connect with me,” or “man, I don’t live in their world!”

I’ve done that. I have taken that luxury, but it is a luxury to pass them up.

Understand that, because there’s only a certain percentage of people looking for what we have right now. There’s only a certain percentage of people who are open to what we have right now at this moment and if you are willing to rule them out because you’re just not sure you get along with that person or you’re just not sure that that person is attractive to you or connects with you personally in your interests and personality, then you’re going to be leaving some potentially good people on the table.

In the end, you have to make your personal call.

Part of the deal as a leader is to grow and be able to work with a variety of personalities, a variety of backgrounds, and a variety of different egos.

That’s a challenge to do, but I encourage you to do it. It’s worth it!


The above post was loosely transcribed from this video training:

Should You Prospect EVERYONE In Network Marketing?

How To Find More Prospects For Network Marketing

“Where can I find more people to talk to?”    “Where can I find more prospects?”

That is really the biggest question on most network marketers’ minds.

However, “Where can I find more people to talk to?” isn’t the real question, because there’s people all around us.  Let’s face it, between just going through our day, the people we come in contact with, social media, all these things, there are tons of opportunities to talk to people.

What people are really asking is, “Where do I find people who are already ready to get in my deal?”   They’re looking for somebody who is totally receptive and they want to know that before they ever take a step.

See, the thing is…

You don’t find prospects.  You filter for prospects.

You don’t go out find your perfect prospect handed up on a silver platter for you.  No matter how “sharp” somebody looks or sounds, you don’t know if they’re a prospect.  They’re just a suspect, and you have to filter them through to find out if they’re actually open and looking right now.

The way you filter is just by asking if they’re open.  It’s as simple as that.  Your mission should be to check for interest, not to close the deal.

Obviously there’s lots of different ways you can do that.  One of my favorites is: “Hey, do you ever keep your options open for additional income sources or making extra money outside, over and above what you’re already doing, if it didn’t interfere with what you’ve already got going on?”  Or, “Would you be open to a side project if it didn’t interfere with what you were already doing?”

There’s a lot of different ways to say it, but the bottom line is, what you’re asking is:  “Are you looking? Are you open?”  You say that in a way that’s comfortable for you.

Then, you have to not be emotionally attached to the outcome.  I say that over and over and over, and lots of trainers say that, but you cannot be emotionally attached.

The only thing you should be emotionally attached to is taking action.

Here’s a little story to help you understand what I mean here:

ketchup-waitressIf you go to a restaurant and you order a hamburger, and the waitress comes over and says, “Would you like ketchup?” and you say, “No, thank you,” she doesn’t go in the back of the restaurant, start crying, and say to herself, “Oh no!  They don’t want ketchup. I’m doing a horrible job!  I’m not finding any people that want ketchup!”

The reality is, she didn’t care whether you wanted ketchup or not.  She’s not emotionally attached to that.  Her job is not to convince you that you should be looking for ketchup.  Her job is simply to ask if you’re open to having ketchup on your hamburger.  And it’s no different with you and your business.

So, do you get it?  People are everywhere.  So just start engaging with them, start conversations, and see where it goes without an emotional attachment or expectation of the outcome of the conversation.

Now, if you’re ready to start having some conversations, you should be aware that there’s two areas your “suspect” must be open to before they become a real “prospect.”

#1:  Are they open for an opportunity or a change in the first place?

Of course, a ton of people are, or at least they say they are until they realize there’s work involved, but let’s face it, there are plenty of people who are looking for opportunities to own a home business, to start a business, to make extra money, to have the things, the benefits that your business provides.

#2:  Are they open to talking to you about it?

That’s the reality that some people won’t talk to you about it if they don’t like you.  There is a skill here, and that skill is not a super-difficult one, but there is a skill and there’s a reason that some people get a little bit better results than others do.

Now, the far and away biggest reason why some people get more results than other people do is because they just simply talk to more people. They say less to more people and they check for openness with more people. If you’re not taking action, the second part of finding out if they’re open to talking to you about it is a moot point, it doesn’t matter. You have to take the action first, because this is where the practice comes in.

3 Keys To Successful Prospecting

The skill part of checking for openness that will improve the possibility that a person is open to talking to you comes down to really three things:

1. Know your lines and be comfortable with them.

What your approach is, whatever it is. “Do you keep your options open for additional income sources?”  Whatever the line is that you like to use to open that door, be comfortable with the line, be relaxed with it, and make sure it’s comfortable for you.

That’s huge, because a lot of people use a script that they’re not comfortable with, that’s not their words. It doesn’t feel like them.  It can become you if you use it over time, but it’s better to find something that you’re just comfortable with.

2. Be comfortable with yourself.

You have to relax and relate. In other words, be able to make friends. If you suck at making friends, I get it, that’s okay.  But, that’s a skill you’re going to have to learn, because obviously no one’s going to want to hear about your opportunity or be interested in talking to you if they don’t kind of like you to begin with.  You need to learn to be comfortable with yourself.  Confidence is the big attractor.  If you can be comfortable with yourself and be confident, relax, and relate to that person, ask them questions about themselves, talk more about them than you talk about you, these are all basic people skills things.  It’s all about people skills.

3. Connect your approach to the individual.

Whatever your line is, “Do you keep your options open?” I like to connect my question to that individual, taking the time to have a conversation and make friends or notice something about them. Ask yourself, what is the reason I would be inviting them into my opportunity?  What is it about them that would make me interested in having them on my team?

It could be as simple as, “You seem pretty sharp.”   “You’re really well-dressed.”   “Hey, you’re an engineer?  Hey, that’s great. I’m working with a group of people and some of them are engineers as well.”  Whatever the case is, have some reason you’re connecting that individual to the opportunity.

Otherwise, it just feels like it just pops up out of nowhere, and they’re looking at you like a deer in headlights. It makes more sense to people if there’s something about them, a skill or a personality trait that you’ve noticed about them that would make you think of them as a business professional, as an owner of a business that you would want to invite them into what you’re doing. That makes it more natural.

Now, I don’t want you to freak out and worry too much about the skills side.  You talked to 20 people this week and no one’s open?  That doesn’t necessarily mean that you’re doing it wrong.  Most networkers stop checking for openness after they get a string of “no”s because they assume they stink at it and they’re afraid to keep going, because basically, they’re embarrassed. They’re afraid of rejection and they’re embarrassed.  It’s like anything else. If you get picked last for dodge ball, you don’t want to play dodge ball anymore.

Well, guess what?  Even if you’re a bit awkward with it at first, you’re not going to get better by not doing it. Just like anything else, it takes practice.  You work on your people skills, you work on getting comfortable with your lines, and you work on connecting to the individual, and that will improve your chances, if that person’s open in the first place, that they’ll be open to talking to you about it.


The above article is a transcript of the video below.  If this has helped you, please like and share!

How To Find More Prospects For Network Marketing


How To Approach Your Co-Workers About Your Product Or Opportunity

 

Sometimes, networkers are a bit nervous about approaching people at work about their product or opportunity.  And frankly, I get it.  Not all workplaces are “network marketing friendly,” so it makes sense to think twice before dive-bombing into the workplace.  If you want to reach out to people at work, here’s a few tips to help you get the best results, while preserving  your workplace relationships… (and maybe your job!)

Let me say this first:  If you’re in a job that your will not “allow” you to participate in a side project, to create an additional income for yourself for retirement or whatever your personal goals are, you need to get the hell out of there as quickly as possible.  Seriously.  That’s a toxic, controlling environment that in no way has your best interests at heart.  But you probably already knew that.

However, in most cases, it’s not the fact that you want to diversify your income that an employer might have a problem with.  Sometimes, it’s the network marketing profession itself.   If you think about it from the perspective of the employer, you’re distracting, and diverting, and taking their employees into another opportunity.  And while you and I know that what you learn through a network marketing opportunity will actually help you and your teammates perform better at your job, the employer may not see that.  From your boss’s perspective, they might just see a bunch of mutineers, talking about the day when they can quit their job.

If I was your boss, and that was the attitude you were spreading among my employees, I might fire you, too.

So here’s Tip #1 for recruiting or selling in the workplace:

1. Don’t Be A Mutineer

This seems like common sense, but when you talk to anyone about your business, talk about it in terms of an “extra income” or a “side project.”   NEVER talk about how you want to replace your job. Or quit.  Or get out of the “rat race.”   Them’s fightin’ words to your employer, and can get you in a lot of hot water.

Think about it:  No boss would have a problem if you, in your time off, were managing your personal investments for your retirement, or if you have a rental properties, or if you are into basketweaving and sell them online, or whatever.  What can get you into trouble is trying to recruit the people in the work place with an attitude of negativity toward the job you’re all employed at.  If the message is “let’s get out of here,” you might get your wish sooner than you expected.

2.  Know The Chemistry At Your Workplace

Know what they expect of you.  Know what’s going on.  Know the people that you’re talking to.  This is similar to what I talked about in this post on prospect differentiation.  You can’t treat everybody the same, and you can’t just go and spam all your co-workers with your message about your company.  You have to be a little selective and intelligent about who you talk to, and who’s likely to be the the most supportive of you, and who has the best relationship with you.

Typically, I recommend you go to the leader first.  Go to the leader in that organization, or the person you have the best relationship with who’s highest on the “totem pole.”  Who is the social leader, as well as the corporate leader there?   Share with them what you’re doing, but as always, don’t be attached to the outcome whether they buy or participate or not.  But go to them first, because if you go from the bottom up, and the leader doesn’t understand what you’re doing and what your intent is, they might see you as a mutineer, and you may never have a chance to explain.

3.  Use A Product Approach

This is the safest approach in the workplace, and you’ll still recruit people this way too.  A simple approach I recommend is something like this:

 “Hey, I started a small business in the side, probably not a fit for you, but I think you might like the product. If you’d be interested in trying the it out, I’d love to have you try it, and get your opinion on it for a case study. Let me know what you think of it.”

You’ve heard me talk about this kind of approach before. It think a product approach is a very, very safe approach in the work place because you’re not trying to recruit the other employees.

I’ll say it again… That’s where bosses get pissed: when you’re trying to recruit other employees. You got to be very careful about that.

So, if you’re not sure how your employer will react to your side business, a product approach a lot safer than going with an opportunity approach.

 

Hope that helps!  There’s a few extra details on this subject in this video:

Network Marketing Training: Recruiting In The Workplace