Joined: 13 Dec 2006
Location: Cleveland, OH
|Posted: Dec Sun 17, 2006 2:21 pm Post subject: Fundamentals of Prospecting
|Fundamentals of Prospecting
"There are no shortcuts to building something good or special"
No. 1 – Two ways to prospect:
Recruiting first and then selling the recruit if he/she needs or wants our products. (Remember almost everyone wants to LOOK and FEEL better) OR Getting a customer and then recruiting the customer. (Either way is right)
No. 2 – Best Market
Employed with $20,000 income
Health and Wellness conscious
No.3 – Recruit the "Natural Market"
This is important. Theoretically, you can recruit one person with 25 referrals in their natural market and never have to prospect, cold call or talk to a stranger again. Remember this is a home based business where there is a definite need for our products.
Example: 1 Recruit = 25 Referrals (natural market)= 12 - 15 Presentations = 8 - 10 Sales
No.4 – Where to recruit
Always across the kitchen table with prospect where they are most relaxed Product presentation should not last more than 30 minutes. The objective is for each client to have a product experience Spend the last 5 minutes exploring the possibility of them being interested in a business opportunity. Invite them to a Business Orientation Presentation (BOP)
No.5- Steps for working with referrals
Meet referrals face to face across the kitchen table with your new recruit present close the referrals personal sale Recruit the referral Plan next Party Plan Presentation for them
Invite them to a BOP
The Night Army One of the mistakes of the Vietnam War was believing we had "secured" villages because they were free from enemy contact during the day. They finally decided to check this out, so they traveled for months from village to village, spending the night. In this process they experienced some of the most intense fire fights of their military careers. The enemy was very obviously there, they just weren't living by our time schedule!
The problem was, we were a "DAY ARMY". Even at war, we had a 9 to 5 mentality. We failed to realize that, in that world, the activity took place at night. TO WIN WE MUST BECOME A NIGHT ARMY! Lacking that insight, we missed many crucial opportunities to achieve our objectives.
It's easy to make that same mistake in judgment. Most of us come from 9 to 5 worlds. It's easy to accept the mind set that the day time is ‘WHERE THE ACTION IS." Not in our world. Success depends on NIGHT TIME ACTIVITY. Most people are at jobs during the day. Family members go their separate ways. It's RUSH, RUSH, RUSH. At night, the home is where the action is. At night - across the kitchen table- is where you build your business.
(MAKING PRESENTATIONS ALWAYS; Across the KITCHEN TABLE with BOTH husband AND wife
(PRODUCT EXPERIENCE; Don't leave home without one!!
(GETTING REFERRALS; The biggest "BUSINESS BUILDER" of all.
(RECRUITING THE CLIENT; The Best recruit is a satisfied client.
(TAKING PROSPECTS TO AN BOP MEETING; NEVER GO ALONE.
Think about YOUR business. Are you living your life backward? Are you focusing too much on the daytime activity and not spending enough energy "Where the ACTION is?"
Remember, the good things that happen in your business, happen at night - AT THE KITCHEN TABLE.
(HOME is where the NEED is ...
(HOME is where the SPOUSE is ...
(HOME is where the CHECKBOOK is.
(HOME is where YOUR FUTURE is!
(AND THEY'RE ALL THERE EVERY NIGHT
(BUILD A WINNING TEAM! BUILD A NIGHT ARMY!.
See You At The Top!! Roy Insco, E-mail: MPDirect@concentric.net