Prospecting for your business is critical to your success. What do I mean? For business to grow, we need more customers. For our teams to grow, we need new team members (In our case: TSA’s). To get customers and distributors, we need to prospect.
Prospecting is simply us inviting people to look at what we do. We are not concerned with whether they say “yes” or “no”. We know some will say “yes” and some will say “no”. All we really are doing is giving them an opportunity to pick the option that makes sense for them.
I like to think of it as simply asking questions along the way. The key, for me, has been to ask them a question that can end in a “yes” or a “no”.
Here are some examples:
When I am talking to a traveler and want to show them how to save money, I will ask, “If I could show you how to take that same trip for less, would that be something you would want to learn more about?“.
When I am talking to someone about the business, I will ask something like, “If I could show you how to supplement or even replace your job income with our proven system, is that something you would want to learn more about?“.
Prospecting for your business isn’t about trying to sell, convince, overcome objections, etc… At this point, all we really want to know is, “would you be interested in learning more“?.
If they say, “No”, then the conversation is over, goes back to sports, or whatever else you were talking about. Simple stuff. No muss. No fuss.
If the answer is “Yes”, then we show them how to get the information. In my case, I keep a link to an online presentation saved on my iPhone. I offer to text the link to them and they can watch it.
After they view the presentation, we are back to questions that can be answered “yes” or “no”.
Examples you might use:
Did you find the presentation interesting?
Are you excited about the possibility of saving money?
Are you excited about the possibility of earning more income?
I get “no” quite a bit. This doesn’t bother me, at all. All this really means is that I may have the wrong person or this just may not be the right time.
When I get “yes”, I will follow up with something like, “What excited you the most?“.
Then, listen to them tell you what they are excited about. This is them showing you what is important to them. If you listen carefully, you are that much closer to helping them become a customer and/or a team member. Reaffirm that, yes… that is available to you and continue the conversation to the close.
Here are some real world examples of how I am currently prospecting:
I send a message out to my contacts via Facebook Messenger, Text, etc… My message is:
I am launching the biggest project I have ever done in more than 20 years of network marketing.
I am reaching out to you to find out one thing:
If I send you a link to a video presentation, will you sit down and watch it?
This is not polished and we are just getting things positioned for a massive launch.
So, at this point, all I need is a quick reply from you.
Yes, I will look
No, I will not look.
I get ignored. I get “yes”. I get “no”. I send a link to those who say “yes” and I let them know I am available to answer any questions the have after they view the presentation.
If you are not as experienced in the industry, you might send something like this:
I have found something that I believe is going to help a lot of people.
I am teaming up with a group of home based business professionals who are showing me how they have been able to make money from home.
I thought of you and wanted to see if you would be interested in looking at what we are doing.
For those who say “yes”, send them a link to our presentation.
When I’m at the bar/restaurant, I talk to people that travel. I talk to people that complain about their job or boss. It’s pretty easy to work a question in to that conversation.
If I could show you how to save money on your trip, would that be something you’d want to know more about?
If I could show you how to replace that job with a system I’m using, would that be something you would want to know more about?
When I’m riding with my Uber driver, it’s really simple. I ask them what else they do when they are not driving. They tell me about their job, or they are looking for a job, etc… They may ask me what I do. I say, “I’m working with a team of people that helps travelers save money on their hotels, cars, cruises, etc… “. They may ask how that works. They may ask if we are hiring. It really can be very simple.
Remember: Prospecting for your business is just about getting that “yes” or “no” to whether they are interested in learning more. When they are, we share the information. By doing that with big numbers and doing it quickly, you can build a solid business.
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