Prospecting for Success

"The person who is the best at giving a presentation will make the most money, provided he gives that presentation to a lot of people." -- Hilton Johnson

People in network marketing fail or quit for basically one reason: they stop trying to get new distributors into their business or new customers buying their products. People in network marketing usually stop before they achieve success because they've never been trained in how to effectively prospect and recruit.

So, do yourself a favor and get the training now. I'll get you started with the information on this page. You'll also find additional resources on this site to keep you moving forward.

The 6 Basics of Prospecting

1) Time

Typically people spend an insufficient amount of time approaching people about their business, products or services. It's easy to avoid. The human mind has an amazing ability to rationalize why we should or shouldn't do something - even when doing it will enable us to achieve something that we want.

Why do so many people who want to be successful in network marketing avoid approaching people? Usually it's because of fear - fear of rejection and fear of not knowing what to say are common. Below I'll address how to overcome these fears. For now, in general:

Spend 50% of the time you work on your business on prospecting. For example, if you've decided that you're going to contribute 20 hours a week toward your business, then spend 10 hours a week looking for new customers and distributors.

2) Language

If you're going to prospect 50% of the time you're working on your business, do you want to:

Enjoy doing it,

Talk to people in a way that is comfortable for you, and

Never experience rejection?

Sounds good, huh? It's possible if you learn the correct language. There is a language associated with network marketing that works. It's not that hype that you so often hear, such as, "I've got a program for you that you're going to love and it's completely changed my life!"

Learn what to say and how to say it. I have seen countless network marketers benefit both personally and financially by taking a little bit of time to learn the language of network marketing.

3) Qualify

Your time is valuable, correct? Then incorporate this fact into how you prospect. Find out if a person is right for your program before you spend time explaining it to them.

Most network marketers completely skip this. By qualifying your prospects you will distinguish yourself from most other network marketers. You will have a strong posture whereas most other network marketers will come across needy and unattractive.

How do you qualify your people? Here are some suggested questions:

Do you have at least 10 hours a week to spend on a home business?

Do you enjoy talking and working with people?

Are you good at following instructions - are you trainable?

When you own your own business you have what we call startup costs and with my company, to get started properly, the cost is $_____. If everything else meets your needs does that fit within your budget?

4) Present

Once you've qualified a person you need to present to that person your program and/or products. At this point you're actually recruiting.

When recruiting distributors or customers, most network marketers give a features and benefits presentation. It's the same presentation that the network marketer gives to every potential recruit. With this approach most network marketers are shooting in the dark, hoping that at least one of the features or benefits will spark an interest in the recruit.

Now, wouldn't it be great to give a custom presentation to every single recruit you encounter? Such an approach further sets you apart from all the other network marketers out there recruiting. In addition, you'll discover it's a much more enjoyable approach.

So, learn how to give a custom presentation to every single potential recruit you encounter.

5) Accountability

Those who are successful at prospecting hold themselves accountable to it.

There are two components to being accountable:

Track your numbers: keep track of how many hours you're prospecting each week, how many people you approach, how many presentations you give, and how many new distributors and customers you enroll.

Tell another human being what you plan on doing and then what you actually do. Pick a person who will not let you off the hook if you do not follow through with your plan. Worth noting here is to consider the benefits of coaching.

6) Repetition

Repeat basics 1 - 5 over and over. Continue to devote a sufficient amount of time. Continue to learn and master the language of network marketing. Continue qualifying every prospect. Continue to master giving a custom presentation to each qualified prospect. Continue to hold yourself accountable.

Then, when you've achieved the goals you set out to achieve with your network marketing business, spend time training, leading, and coaching the people in your organization.

If at this point if you want to speak with someone directly to get additional assistance or resources, contact me. I am here to help.

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