6 Steps to successful Prospecting for Network Marketers

Last night I did a QLMHOMEBUSINESS TEAM teleconference call for some of our team members about some of the aspects of prospecting in Network Marketing. The definition of prospecting is “to seek” out or “to search for”, in our case potential new business partners.

So here we are talking about prospecting as it pertains to finding new reps for your network marketing business.

There are different kinds of prospecting styles but I am going to talk about prospecting using the telephone.

First, we have what I refer to as a first call. Before you make the first call there are four basic principles to apply when making the first call.

1. Be prepared – know what you are going to say to the prospect before you pick up the phone. If you have a script study it until you are fluent. So that you sound natural on the phone when you speak. You don’t want to sound like you are reading a script to the prospect, so be prepared
2. Be excited – this does not mean being over the top. Just sound positive and upbeat about what you are talking about. Don’t sound down or depressing otherwise you will repel people. But most importantly be yourself.
3. Be Brief - The first call should not be a long drawn out call. It should be a five minute call or less. A good first call should be like a mini skit –short enough to attract and retain attention, yet long enough to cover the bare essentials : )
4. Be In Control – You are making a call to the prospect for a specific reason. To get them to the information do not let them drag it out of you or have you doing a business presentation on the phone. Do not let them ask you question after question and take control of the conversation. Always remember that he/she that asks the question is in control. So manage the conversation, always remember that you have an agenda and still to the agenda.

So those are the four basic principles of making the first call. The phone call should really be in conversation mode (friendly) not interrogation mode. Essentially you are saying who you are, why you are calling, getting them to write your details down, finding out a little about them and why they are looking for a home business, how they are going to get the information and to arrange a time follow up with them. That’s it in a nut shell.

We have plenty of script examples in our QLMHOMEBUSINESS TEAM training website that our members have access to.

After they have looked at the information, video, or whatever the next step is the second call. Otherwise known as the follow up. This is important to establish a relationship, trust and credibility between yourself and the prospect and most importantly to get a conclusion, whether interested or not.

One very important principle to remember when prospecting or following up is that Amateurs SELL and Professionals SORT. You are not there to sell or drag them kicking and screaming into your business. You are there to test their temperature and see which way they are leaning so to speak. And then to lead them to the next step whether towards your business or away from it – letting them go.

After I have established whether they have gone through the information entirely, I like to ask them what did they liked most about the information in the presentation and let them talk. Here is when your listening skills should come into play. Are their answers positive, negative or neutral. Do only listen to what they say but listen to what they mean.

If they are absolutely negative I simply let them go. And there are many ways to do it. Some are contained in our QLMHOMEBUSINESS TEAM training website scripts. One example is to say that “this is obviously not the right time for you to start a home business for financial freedom right now so with that in mind I am going to go ahead and let you go, have a nice day”. Wait 5 seconds and then the hang up. Why wait 5 seconds because that may change their stance….sometimes!

If they are positive then I may ask them if them have any questions and after answering one or two I will move the section on our QLMHOMEBUSINESS TEAM training website scripts that has the closing with 3 powerful questions. And these 3 questions work 98% of the time.

However if they are still unsure or may want the partner to see the information then I would guide them to our addition information page to get more detailed information instead of trying to sell or persuade them on the phone. I would have them or their partner watch a different presentation. And for those of you in our QLMHOMEBUSINESS TEAM you know that we have a video training page designed to teach you to how to develop different additional presentation platforms.

In conclusion always remember that it takes lots of practices to become good at prospect. How do you get good at doing follows? Do a lot of them! Understand that success is a numbers game the more times you play the more you will win and the better you will play. For more tips and idea see you on the next training call also check our QLMHOMEBUSINESS TEAM training website.

Henry Smith has been a successful home based business entrepreneur for over 5 years. His mission is to help others achieve success working from home around their families. Learn more about Henry and his business.
Visit http://www.henrysmith.ws/blog?d=2010/08/04
and
http://www.henrysmith.ws/listbuilder

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