PROSPECTING The lifeblood of your business. Prospecting is EXPLORING not making, creating, convincing, persuading or selling. HAVE YOU HEARD THE STORY OF “ACRES OF DIAMONDS?”
STEP 1 One hundred names or more. WORKSHOP WHY??? • First, you are prospecting. • Second, SW, SW, SW-NEXT • ( SOME WILL, SOME WON’T , SO WHAT-NEXT!) Get your ballpen and paper. Write down as many prospects as you can!
STEP 2 Priorities THE ABC GROUPS GROUP A Are the people-people. They are the high-energy types; they attract people to them by virtue of their happy, friendly personalities. When they get excited, they tell the whole world! GROUP B Are the positive people. The easiest way to identify them is to go over your list and put a check by the names of the people who are negative. GROUP C Are the successful people. People who are doing really well In their lives and their work. Make them a high priority. .Remember that successful people have a successful circle of influence.
STEP 3 PICK UP THE PHONE ! The phone should be used primarily for scheduling appointments- not for making presentations. FIVE FACTORS FOR EFFECTIVE USE OF TELEPHONE • Is this a good time? • Transfer enthusiasm. • Compliment your prospect. • Offer a disclaimer. • Close your objective.
IS THIS A GOOD TIME? Type of People Best Time to Call 4:00-5:00 pm Anytime after Tuesday Before 9 am or after 5 pm Before 9:30 am 1:00-3:00 pm After 10:30 am 11:00-12:00 pm 11:00 am- 2:00 pm 9:00-11:00 am; 1:00-3:00 pm; 700-9:00 pm At home 7:00-9:00 pm Anytime except between January 15 and April 15 After 3:00 pm Before 9:00 am; between 1:00-2:30 pm Engineers, chemists Clergymen Contractors,builders Dentists Druggists Executives/Business Owners Housewives Attorneys Physicians Professors,teachers CPAs Publishers,printers Butchers, Grocers
TRANSFER ENTHUSIASM Networking business is DUPLICATION business. I How you feel about what you say is the most important thing of all… Am I A S M Sold Myself
Compliment your prospect. 2 ACCOMPLISHMENTS You have set clearly why it is so important for you to contact them! You really have their attention!
Offer a Disclaimer WARNING ! ! ! The The More More You You push, will Be Shut Down. DO NOT MAKE THEM FEEL OBLIGED
Close your objective Always come from the assumption that they want what you have to offer. When you do that, more often than not, they will.
A SAMPLE SCRIPT “ Hi, Victor, this is Carolyn Gutierrez. Is this a convenient time for us to talk for a couple of minutes? It is? Great! “Victor, the reason I’m calling is that I’m so excited about something I just got involved with. I thought of you because of the way people feel about you and respect you. I know you can do extremely well with this. “ Now I can’t make any guarantees, Victor. I’m not completely sure this is something that’s right for you. What I would like to do is just sit down together for a few minutes and share some ideas. I think you’ll see a fantastic opportunity here. I believe you’ll see ways we can have a lot of fun with this and how we can make a lot of money together. “ So, I’m buying lunch this week, Victor. Which day is best for you, Tuesday or Thursday?” 1 2 3 4 5
HANDLING OBJECTIONS "I'm Busy" CASE STUDY NUMBER ONE Well, I don’t know Carolyn, I’m very busy… I don’t think I’d be interested in this.” SAY “Victor, /I can definitely appreciate that. I know you’re busy. That’s one reason why I called you. You’re the kind of woman who gets things done. Look, Victor, if you don’t see within a matter of twenty or twenty-five minutes something that really excites you, I promise I won’t bring it up to you again. So, I’m still buying lunch. Which day is best for you, Tuesday or Thursday?”
HANDLING OBJECTIONS CASE STUDY NUMBER TWO “ You know what Carolyn, I really am not interested.” " I"m not interested." SAY Victor, I can appreciate that, Just for my benefit, would you tell me what part Of this it is that you’re not interested in? Is it the products and the benefits It offers? Is it the business opportunity? BUT If they are flat out not interested at all-fine. Give them room to be that way. Do not pressure them! And always leave an opening to get back in touch.
KEEPING IN TOUCH SAY “ Well, Victor, I understand that you’re not interested now. But I really value your opinion, so I’d like to keep in touch with you. Would you be open to me calling you again and letting you know how I’m doing maybe a month or so down the road?” Most of the time, a “ not interested” response simply means that the timing is not right for them. Nothing succeeds like success- and as you become more successful, they may be more open. JUST DO IT !
MAKE THE WORLD YOUR OYSTER Be a walking billboard for your products and opportunity. WINNING INTRODUCTION “ I’m in the health and wealth business . Which one would you like to hear first?” In creating a first correct impression, remember: People don’t care how much you know until they know how much you care.
LET’S HAVE A BALL GAME! GO DOWN TO THE HARDWARE STORE AND BUY TEN LITTLE BALLS STICK THEM IN YOUR POCKET OR PURSE EVERY TIME YOU TALK TO STRANGER FOR ANY REASON TAKE OUT ONE BALL AND TRANSFER IT TO ANOTHER POCKET AND DON’T GO TO BED THAT NIGHT UNTIL YOUR FIRST POCKET IS EMPTY A Master Prospector is a Master Game Player
You are in a sorting business. SW SW SW NEXT!