how to make professional prospecting in network marketing

professional prospecting in network marketing

Professional prospecting is all about learning to take a professional approach to your prospecting. This method, if done correctly, will significantly improve your rate of success and therefore we strongly recommend all network marketers to invest some time into developing their prospecting technique.

how to Pre-Qualify your Prospects

One of the most proven methods of establishing a network marketing business is to focus not so much on the selling of your products to your prospects, but instead to concentrate on the pre-selling of yourself and the pre-qualifying of your prospects such that you can identify how to let your products or business model sell themselves.

The Professional Prospecting approach involves 2 steps:

1. Building a relationship with your prospects so you understand their needs and wants whilst earning their trust and respect (pre-selling yourself)
2. Prequalifying your prospect to see if they have the qualities you are looking for to join your business or the desire to purchase your type of products.

The advantage of this approach is that you are holding all the cards. You have complete control over whether your prospects are worthy of hearing the opportunity you have to offer. Essentially if your prospects don’t meet your selection criteria then you don’t have to try and proceed with the sale.

One of the best pieces of advice we can offer anybody who is starting out in a network marketing business is to take a professional prospecting approach. A good distinction to remember is that-

Professionals sort, amateurs convince.

Amateur network marketers treat every lead as a customer and try to convince them why they should become a customer / or business owner and as a result are rejected more times than not. Professional networkers sort their prospects and only target those who have the qualities they are looking for and as a result have a much greater success rate. Pre-qualifying your prospects is a very important step of the professional prospecting process and should not be overlooked.

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How to Pre-sell your Prospects?

One of the most important concepts to remember when developing your professional prospecting technique is that the main reason people join a network marketing company is to improve their quality of life. Therefore to successfully make a sale you have to offer something that is of value to others or have something that people want.

Having the Right Attitude

To start with, let us focus on some basic psychology. In particular a quality in someone’s personality that appeals to everyone - happiness. Everyone wants to enjoy life and people are quick to pick up positive energy. If you present yourself as a positive person that is happy and appears to be enjoying life, people will admire your personal qualities and they will be willing to do what you do in order to have what you have. Prospects will always buy into your persona first and therefore professional prospecting requires you to get the basics right and have the right attitude.

Let’s look at an example: If you have just listened to somebody’s sob story for the last 30mins and then they try to tell you about this “fantastic” opportunity. What are your initial thoughts?

Probably something along the lines of -- if it’s so fantastic, why are they so miserable? It does not matter how good the opportunity is, most prospects will have already made up their mind before they even get a chance to review it.

The good news is that the opposite is also true. If you present yourself to be happy and enjoying life your prospects will be more open to review what you have to offer. Essentially the point we are trying to make is that presenting yourself with a positive attitude and the right approach can significantly improve your rate of prospecting success as it helps to pre-sell your prospect.

“When you posses light within, you see it externally” – Anais Nin

Personal Appearance

When prospecting, you want to leave the person with a good impression and so we encourage you to take pride in your personal appearance. Stand tall and be proud of who you are and what you do. Additionally, it is important that you smile and be excited to meet your prospects. This becomes even more important if you are working in the health and wellness industry, or with fashion or beauty products. This is not to say that you need to look like a supermodel, but if you are trying to convince someone that you have the keys to a multi million dollar business and/or the best products available, we recommend that you take a professional approach and dress appropriately.

An easy way to set yourself up for professional prospecting success is to dress smart, take pride in your appearance and become a product of your product. A basic sales tip to remember is that while facts tell, stories sell. If your prospects can see that you look and feel great as a result of your products they won’t be able to get their hands on your products quick enough.

build a relationship (friends first!)

Successful network marketers often refer to the industry as “relationship marketing” because one of the key principles to professional prospecting is in the relationships you build with your prospects. If your prospects know, like and trust you, they will be more willing to listen to what you have to share. Essentially if you are asking a prospect to join your downline, you first have to establish a relationship where this prospect would feel comfortable working with you. Taking the time to build a relationship with your prospects can definitely help you to convert them into customers or downline distributors. An easy guideline to remember when talking with your prospects is that you should always aim to create friends first.

Identify your Prospects Hot Buttons

Getting to know your prospects, more specifically their wants, needs and problems can help you to tailor your business solution towards the individual. Ultimately you need to learn how your business opportunity or products could improve your prospects quality of life. These factors are more commonly known in the industry as “hot buttons”. They are the motivating incentives that will promote a prospect to take action. Getting to know and understand a prospect’s hot buttons gives you an opportunity to offer a solution. Remember, not everyone is in it for the money.

Only when you understand the problem, you can offer a solution.

this is a very important section that makes you know how to solve any rejection or attacks from any prospect

When speaking to a fresh prospect or lead, remember your initial goal should always be to build a relationship first. A good way to do this is to ask questions and listen to what they have to say. Taking an interest in your prospect’s lives will not only assist you to establish your relationship, but it will also help to identify their hot buttons. This will eventually create an opening for you to present your opportunity.

In summary, professional prospecting requires you to give the impression that you are a positive person and your life is full of fun and enjoyment and motivation. Be interested in what your prospects have to say, show that you care and that you are supportive of your fellow colleagues. Ask questions of your prospects and listen to what they have to say, devoting 100% of your attention toward your prospects.

Even if you’re meeting with people that you have known for years, or if you’re talking to people on the 

phone, smile, be positive and present yourself to be happy and to be enjoying life. These people will 

notice your behavior and want to know the secret to your recent happiness.

Additionally your professional prospecting goal is n'’t just to build a relationship with your prospects, but also

 to pre-qualify them. An easy way to begin the pre-qualifying process is that once you have established a relationship, you should then be asking yourself the following questions:

Could I improve this prospect’s quality of life with my products?

If yes, how? What hot buttons have they provided?

Does this person have the qualities I’m looking for to join my business?

If yes, how can I present my opportunity such that it offers a solution to their problems, or improves their quality of life?

In particular, when it comes to finding downline distributors your goal is to find the right people, not just the willing. Essentially you are looking for motivated, teachable people who will actively work your business for you.

At this point it is probably important to emphasize hat not everyone you know or speak to will have the qualities that you are looking for. In this situation you are best to cut your losses, enjoy the fact that you have just made a new friend and be willing to walk away with . Don’t feel that you have to sell to everyone you speak with that's absolutely wrong, as before too long, people will see you coming and walk the other way. Remember professionals sort, amateurs convince. As a professional your goal is simply to build relationships and then identify (pre-qualify) those who may benefit from what you have to offer. If your prospects meet the criteria you are looking for, great, the next step is to continue to build the relationship and look for the most ideal opening to present your opportunity and by this way you are doing the best method for prospecting.

Once you have pre-qualified your prospects and identified their hot buttons, it is important that you don’t jump at the first chance to share what you have to offer. Be patient and continue to build your relationship as good things come to those who wait. Jumping in too early can easily undo your groundwork and weaken the trust that you have created in your relationship.

Professional Prospecting conclusion

Focus more towards pre-selling than selling.

Take a positive approach.

Take a professional approach.

Build a trusting relationship.

Identify a prospect’s hot buttons.

Pre-qualify each prospect into business opportunity, products, or just friends.

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