Let’s face it… Prospecting is the key to building a massive home based network marketing business. For that matter, prospecting is a key to any sales business and isn’t that what all businesses are; the goal is sales.
So while today’s post is geared toward network marketers, nearly anyone will be able to gain value from these 7 prospecting tips.
What exactly is prospecting?
Ask any leader in a MLM business, you will get various definitions of prospecting. And in most cases, all are right.
Prospecting is simply building a brief relationship with another human being. The goal is to attain that person’s contact information. A great example is the young guy who sees a pretty girl and develops “lines” to get the girl’s phone number. And, as we have watched and maybe even experienced, some of those lines will get a wide range of responses with some being negative and others positive.
I always have a penchant to respect that guy who gets shot down by 5, 10 or more girls, but he changes his line slightly until suddenly, he gets the girl’s number.
MLM prospecting works in a similar way:
- You use simple small talk to attain the person’s contact info by providing just a “teaser” of your opportunity.
- You set a time and date to make contact to give more information using 3rd party tools.
- Lastly, you close the prospect and make them a recruit that you then train.
Keep in mind that everyone is a prospect, but you have to put those prospects into a qualifying funnel to determine which ones can actually manage running a business.
Everyone is a potential prospect but not all are potential recruits. Your job is sifting and sorting.
Prospecting Tip #1: Detach Yourself
We often talk about having rejection free recruiting. A huge part of making your recruitment process rejection free is through your prospecting methods.
This may sound odd but you want people to say no in the prospecting process. That is how you sift and sort and remember, people are not saying no to you. They are saying no to themselves. They are saying no because of their own fears or employee mentality.
As long as you detach yourself from prospecting outcomes, you will be able to keep moving forward.
Prospecting Tip #2: Make A Prospecting Plan
When you make an action plan, you are setting yourself up for success. No matter if you work your network marketing business part time or full time, you need a prospecting plan.
Here is an example…
I will talk to 3 cold market and 1 warm market prospect each day. By doing this, you are talking with 28 people per week and if you recruit just 2 of these 28 people, that is 8 recruits per month.
When you consider the possibilities in following a plan like that, you can have a massive MLM business fast!
Prospecting Tip #3: Be You!
You must always remember that those people are meeting you, not your sponsor, not Eric Tippetts and not Ray Higdon.
While we love to help you with tips and grow you in the knowledge of MLM recruiting, we also want you to know that if you try to clone anyone other than yourself, your prospecting attempts will suffer.
Be yourself. Use your own smile, facial and body movements. Those prospects want to know you and not a clone.
Prospecting Tip #4: Wear The Brand
This technique can help you prospect immensely. Many network marketing companies offer their distributors shirts, hats and buttons. And when that person asks you about your apparel, you suddenly have an “easy in” to gain the person’s contact information to start the recruiting process.
Some people even put a simple text ad in their car window with a “sizzle number” that works the same way.
Prospecting Tip #5: Be Professional
I personally believe that network marketing sponsors need to train their recruits more in this area.
I know that some people have turned prospects off because of unprofessional words or actions. It is wise to stay clear of offering political or religious opinions with prospects.
Dress professionally when possible and use good grooming techniques and prospects will take you more seriously.
Prospecting Tip #6: Ask And Listen
One key to prospecting is keeping control of conversations. The best way to do this is by asking questions and listening to the answers.
Not only are you in control, you are qualifying the prospect and finding their “hot and cold” buttons.
Prospecting Tip #7: Look For Sure Signs
While everyone is a potential prospect, when you are in an area with several people, you have to choose which one would be the best bet.
Let’s say you are at a train stop. There are 4 people:
- A young man with his skateboard and backpack
- A possible nanny with 1 baby and 2 children
- An elderly gentleman with a walker and a rather large hearing aid
- What looks to be a business woman sitting on the bench reading a John Maxwell book
Which person will you approach?
While any of these people could be your next leader, I am going to make light conversation with the business woman. Just the book alone tells me she has a desire to personally grow and probably has an entrepreneur spirit.
How many will you approach today?
Just get out and be yourself and talk with people. Get their business card. Just converse and learn more about the person. Allow them to know you a little more.
And, just pretend you are that young man trying to get the girl’s number. Be persistent and lovable.
You will gain prospects.
You know, the whole process of prospecting and recruiting can be even easier using Rocket Recruiting. I suggest you join the webinar to learn how this software can send your network marketing business into overdrive.
Keep checking our new blog here at Rocket Recruiting. We will be sharing valuable information that you and your team can use.