How to Go After a Prospect

How To Go After A New Prospect

The Bible is the best guide, it teaches you: (1) Seek and ye shall find. (2) Knock and the door shall be opened, and (3) Ask and it shall be given. And remember, you have to take a lot of shots ... not all shots will make it, but you will be cheered for the ones that do! Take your BEST shot!

Here are some guidelines:

1. Start by collecting what you know in your brain. How old is this prospect (company, man, woman, or couple)? What do you know about his family? Does his spouse provide income? What do you know about your prospect's personality? Is he a risk-taker? Is he a thinker? Is he an entrepreneur? What market or markets will be natural for him? Whom does he know? How well liked is he? You won't know all of these things to a certainty, but you will have some general ideas. Where has he lived and gone to school? Where does he have relatives? What do you know about his debts and financial stresses? What are his hot buttons? Does he like to speak and motivate people? Does he like to write? Does he like to lead? Does he like to travel? Does he have obvious needs for indoor air purification, water purification, or supplements? Should you approach him first with the business, with the products, or with both? How strong is your referral or connection? Will he be eager to hear from you?

Don't take a week to collect this data. Do it in the next 10 minutes and then make your plan! There will be gaps in what you know. But this is a pretty good list of questions. Have you thought about prospects in this way before?

2. Don't work with only one prospect at a time. Present your opportunity based on what it can do for the prospect, not because you want to make money off each guy. No one guy will make or break you. Build up enthusiasm for each prospect, but start thinking about at least 29 more prospects at the same time.

If you go after 1 person at a time and are rejected, you feel like a loser. Your box score is 0 wins and 1 loss. If you go after 10 people at a time, each time one of them says no you will immediately have hopeful thoughts about the others. Okay, I still might get 29. Okay, 2 down, I'm bound to score soon. Okay, if I only get half of them, I'll still get 10 or 16 See how it works?

3. Don't sell yourself on the idea that there might be a "better way" to recruit this guy. No one really knows. Some people are great recruiters. They can bat 5 for 5, but it's not because they have memorized a technique. It's because they BELIEVE in their technique. I could use their technique and bat 0 for 5.

YOUR TECHNIQUE may come natural or it may have to be developed. Every prospect is a great one to practice on.

4. The first step is called The Approach or Breaking The Ice. When your enthusiasm and sense of urgency are high, this step is easy. When you are broke, scared, or uncertain, this step is hard. Either way, you have to do it. Sometimes you can make an Icebreaking Approach (in person or by phone) with the help of your sponsor or Manager. Sometimes your sponsor or Manager will send an Icebreaking Mailing for you.

As a rule, however, a new dealer should do his own Icebreaking. If everyone breaks his own ice, the uplines can save their time for helping with the really good prospects. A newcomer who breaks ice with 20 friends might expect to find 3 or 4 who are good enough to warrant help from the upline Manager.

5. Next comes the Presentation. This can be done in person, by phone, at a meeting, or in conjunction with a Website. Always remember, God gave us two ears and one mouth, use them in that proportion! However, certain topics should be touched upon:

The Company - Strengths, Unique Qualities, a little History, the Present, the Future, and the ownership/management.

The Product Lines - What we have available, IE. nutritional supplements, skin care, air purifiers, water purifiers, gas additives etcetera.

The Opportunity - Casual participation, selling, or networking. Come in under the company umbrella in whatever area and capacity fits you. Recruit others and allow them the same freedom of choice. You benefit from the whole interactive system. Give examples of what is possible.

How To Get Started - The distributor kit,

Start With Planning, Icebreaking, Selling, Recruiting, and a Meeting - The recruiter might ask: "What level of participation do you think is right for you?" The sponsor and/or Manager should offer support: "I'd like to help you (the new person) sponsor one person per day, each day for a week. Then you'll be ready to continue on your own, and I will try to 'Reach Over Your Shoulder' and help a couple of your best people. This is the overlapping support system we teach, and our goal is to build you a perpetual group that will take on a life of its own." Another important offer: "Lee, I'd like to do a meeting in your home one week from now. I want you to invite 30 people, and we'll also try to get your first few dealers working on bringing guests. Are you ready to commit to a meeting date?"

Let's Get Started Tomorrow! - Planning, Ordering Your Materials, Listening to Conference Calls, Starting Your Prospect List, Making Your First Icebreaking Calls, Making Some Sales Approaches.

Our Next Events To Support You - Announce YOUR next local event, give out the company conference call number and times, offer a planning session, agree on a time for a follow-up call. Before we leave, would you like to take supply of basic products home with you?

Thanks for coming.

6. The Follow-up is probably ten time more important than the first call or first appointment that you were so worried about. Call back exactly when you say you will. Meanwhile, send your prospect something by snail mail. As soon as your first call or appointment is over, put something in an envelope and hit him by mail. Email, email, email is not enough. I don't care if he lives next door or across the country.

Save your big guns for the time when your prospect is really ready. You don't know how good a prospect is until you break the ice and feel him out. If you have a powerful upline who is willing to do a 3-way call, it might be best for you to make the first call, maybe the first and second call. Wait until your hot prospect is EAGER to talk to an upline.

Good Luck,
Denny Kessler
(209) 835-8452
denny@tracy-online.com