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In this issue...
----------------------------------------- "What You Need To Know About Prospecting (Part II)" Here’s something you already know: The engine that drives a successful network marketing business is prospecting. There’s really no way to get around that fact. It’s the highest income producing activity you can do. If you’re not willing to do it, forgetaboutit. Oh yeah, a few folks have gotten lucky and recruited a couple of people who made them rich. But, that was like winning the lottery. For the rest of us, we’re stuck with grinding out a large and profitable organization by making prospecting calls over and over. So, if we have to prospect to build a successful business, we might as well get good at it. Right? In this issue, I’m going to attempt to drive home some important points you need to know in order for you to get really, really good at the business of prospecting. Note: In the last newsletter we covered Part I of "What You Need To Know About Prospecting." To view this article, CLICK HERE. Here ya go:
An important part of any good prospecting system is to know exactly what you are going to say to your prospect. You need a script. Go to the most successful network marketers in your organization and find out what they say when prospecting. Successful leaders usually have a script and/or a formula for making effective calls. (You will easily recognize the power of this script when you hear it because you will see how bad your "winging it" script sounds in comparison.) If you can't find a successful person with your company that will help you with this, locate a training program that teaches specific language for making qualified prospecting calls and learn those scripts backwards and forwards. Believe me, you’ll be glad you did.
There is no such thing as a bad prospecting call. Every call has monetary value in the long run. You can prove this by crunching your numbers. Insurance companies can tell you how many people are going to die next year. They can tell you how many will be men and how many will be women. They can even tell you what they will die of. There is only one thing they cannot tell you, and that is, who is going to die. They base their premiums and their profits on these numbers...and you too can benefit from knowing your own numbers. You need to have a chart system for keeping perfect track of your calling activity. When you make a call, you make a mark. When you make contact with a prospect, you make a mark. When you get an appointment, you make a mark. And when you make a sale or get an enrollment, you make a mark. Keeping track of your prospecting efforts will allow you to look at your daily, weekly and monthly numbers, see what's working and what's not and make adjustments. A simple tracking system is the health chart of your business. It will allow you to calculate the long-range monetary value of a single prospecting call...whether that person says yes to your proposal or not. That's the professional way to build a successful network marketing business.
Do you remember the joke about the guy who stood on a busy street corner and every time a pretty girl walked by he would ask her for sex? One fellow observing this went up to the guy and asked if he didn't get a lot of slaps asking a question like that. The guy responded with, "Yeah, but I get a lot of sex too." That's the image most people have about prospecting...you have to get lots of slaps before you can achieve success. That’s not true...if you know what you’re doing. We fear the unknown. We assume that because we don't like to receive prospecting calls ourselves, everybody will reject us. Again, not true. Most people are relatively nice to network marketers when they call even if they are not interested in their offer. This of course, is provided that the person making the call gets right to the point and doesn't try to shove something down the prospect's throat. (Remind you of anybody you know?) Rejection is almost never as often or as bad as people imagine. If you don't already know this, you probably are not calling the right people or using the right scripts.
One of the really neat things about making prospecting calls is that you don't have to do it forever. You can eventually hire someone to do it for you. Yes, you really can. There are many talented people who would love to work out of their homes making appointments for you. You can pay these people a fraction of what your time is worth and they will keep you busy doing the highest income producing activity of all... giving qualified presentations. However, here’s the caveat: Before you can teach someone to set appointments for you, you must first know how to do it yourself. You cannot expect someone else to do something reasonably well that you can't do extremely well. Take the time and learn to be a prospecting machine and then teach someone else to do it for you. I believe it’s the network marketing prospecting system of the future.
Finally, suppose you were blindfolded and taken to a foreign country and left there with no money, no credit cards and no knowledge of the language, could you survive? Of course you could if you knew how to sell and would be willing to prospect. You could persuade someone to translate your presentation and make the calls for you. By the evening of your first day in the strange land, you would have money in your pocket and have a comfortable place to sleep. No problem. Can you do that with any other business? No. Knowing how to sell and how to make prospecting calls is the greatest business asset you can have whether you’re in network marketing or not. If you do not have the success in your network marketing business that you really want, learning how to make prospecting calls and actually making them will take you and keep you at the top level of your company. Don’t take my word for it, ask the president of your company. If you would like to become a Network Marketing Prospecting Machine™ and learn to deliver professional presentations, join me for a free sample TeleClass that introduces the program that made MLM University famous, Selling By Attraction.™ In this 55-minute sample, I promise that you will be educated, entertained and enriched beyond anything you’ve ever experienced regarding how to attract and enroll people in your business. See the information below to register for this FREE teleconference training session. ----------------------------------------------- FREE Training Class You can learn (for free) some simple language formulas that are so powerful, they will actually cause your prospects to sell themselves on your products and your network marketing business. This is a 55-minute teleconference program (TeleClass) that will introduce you to my 8-week "Selling By Attraction" Program. In this sample TeleClass, you will learn:
For date/time and to register for a sample training session, CLICK HERE. You will receive (by email) a confirmation message with the teleconference bridge number to call and a description of the program. ----------------------------------------------- Quote "You don’t have any problems in network marketing that prospecting won’t solve." ----------------------------------------------- The Coach's Corner It’s not enough to simply make a prospecting call and get a prospect to agree to look at your program. After he (she) has indicated an interest in your offer, you must probe deeper to see if he meets all of your requirements before you give him your presentation. You want to know that if your program meets his needs, he is ready to do business now; he can afford it; all of the decision makers are present and that he cannot think of anything else that would block him from going forward. If he meets all of those requirements, you have a 100% qualified prospect--the only kind to which you should give a presentation. ----------------------------------------------- New Cool Resources Announcing Our New "Cool Resources" Section Beginning with this issue, we are providing our readers with recommended network marketing training resources in addition to what we offer at MLM University. You can be sure that if the resources are listed in this newsletter, they are top-notch. Networking is easy...if you have lots of prospects.
----------------------------------------------- Bonus Announcement: To receive hundreds of FREE prospecting scripts customized just for you, CLICK HERE. ----------------------------------------------- Until the next issue... Hilton
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