Network Marketing 101- Prospecting For Success

NETWORK  MARKETING 101- PROSPECTING FOR SUCCESS

The importance of prospecting is crucial to any marketer as it actually sets up your whole deal and if it isn’t spot on can end your deal before it gets started…

Do you know how to prospect correctly? Be honest, most people don’t and can’t figure out why they aren’t getting customers or business reps into their business.

Let’s start from the beginning. You must first get inside of your prospects mind. Put yourself in a role reversal and imagine yourself being pitched to.

The first thing you must know is that your product is not really what you think and know it is. It is not an actual product; in fact it is a solution. Secondly people aren’t just sitting around waiting for you to call them and pitch something at them, so it shouldn’t surprise you when they say no or even hang up on you.

What prospect care about is a solution, a lack of something or something that makes life easier or brings them happiness. You must know this, you can’t sell something flat out based on the name of the product, it doesn’t matter to them because they have never heard of it.

You see people hate to be sold to under those circumstances. They also don’t know you; to them you are a complete stranger wanting only to make a buck. The real strategy is setting yourself up as the answer to their problems; you are the person with the solution that is what you lead with.

Let me give you some examples:

• If someone buys a hammer, what do they really want?  To drive or remove nails.
• If someone buys a bottle of aspirins, what did they want?  To get rid of a headache
• If someone buys a health & wellness product, why? Joint pain relief , more energy etc.
• If someone buys a travel package what do they want? To go on a nice vacation
• And so on, and so on. Always look at the end result or solution and that is what you lead with.

When you set yourself up as the problem solver or solution provider you give yourself leverage and position yourself as the expert. And people buy in the presence of expertise, not from a Pushy salesman that comes off like this is his or her first sale.

Never lead with your product or service or business opportunity. Start with a problem or an event. Then lead with your solution and finally invite them to a presentation about your product, service or business opportunity. If you don’t have a recorded presentation be prepared to present on the spot.

Here is an example prospecting script to get you started; we’ll use health and wellness for our topic:

Hello Mr. Smith, Yes. This is John Doe giving you a call today, how are you doing? Fine. The reason for my call today is that many people suffer from joint pain, arthritis or back pain; do you currently suffer from any of these? No. Well you must consider yourself blessed because those can be agonizing.  Mr. Smith the average person usually has 2 or 3 health issues that they would love to address, do you have any health issues that you would like addressed? Well as a matter of fact I do get a lot of colds and the flu each year. I see,

At that point you tell them that you have a solution to their problem and would that be worth an additional 15 minutes of their time to learn how to prevent those pesky colds and flu.

Prospecting is an acquired skill and the more you do it the better you become. I hope that you now have a better understanding of how to properly handle a lead like this either on the phone or in person. Stay tuned for Presenting which will be our next meeting.

Michael Clouser  is a successful Independent Business Owner and a Network Marketing Solution Consultant , that has helped countless network marketers in the United States and Canada achieve measurable growth and success in their businesses.