Do you avoid talking to your friends and family about your new business opportunity? I could write about how to get over that, which I will in another post, but fortunately there is another way to share your business opportunity. It is called Professional Prospecting.
Professional Prospecting is taking the business approach to people you don’t know, i.e. cold market. There is nothing wrong with starting your business this way and then going back to your friends and family afterwards. In fact, this approach is probably recommended for new network marketers. Better to practice on people you don’t know and don’t know you. Obviously if you live in a small town, you will have to go outside of your town to approach the cold market.
This method involves simply 2 steps. 1) Sell yourself and 2) Prequalify your prospect.
How do you sell yourself?
Know, Like and Trust. People will do business with people they know, like and trust.
First step is to have a great attitude and smile. Have you heard the saying, “attitude is latitude”? Think of how you would feel if someone approached you with a bad attitude. You have to have the attitude that you are already making a lot of money and not of a desperate person asking for money. People can sense this. You need to have the frame of mind that you are doing them a favor and whether they take advantage of your opportunity or not will not impact you in any way. The more people you try this on, the easier it becomes. Practice, practice, practice! Oh, and don’t forget to smile! 🙂
The next important step is to build rapport. Use the word FORM – Family, Occupation, Recreation and Motivation. When asking the following questions, listen intently and try not to interrogate them. Again, keyword here is to LISTEN. You should share things about yourself too and have a natural conversation. Here are some examples to get you started.
FAMILY – If you know of someone who also lives in the same city then let them know.
Did you grow up around here? If not, where?
Do you have family here?
Do you have siblings that live here too?
OCCUPATION – This is great to know because you can relate it to someone in your organization that has the same occupation which lets them know they too can be successful in this business.
What do you do for a living?
Where do you work?
How long have you been doing that?
RECREATION – See if you have the same interests with this person so you can connect with some of the fun things you do. Great friendships get started this way. Suggest a wonderful site called meetup.com to connect with other people who share the same fun interests.
What do you like to do for fun?
How did they get into that?
What did you do for fun as a kid?
MOTIVATION – Ask questions to determine what is important to that person; their hot buttons. These questions will lead you to prequalifying your prospect so pay close attention to what they say. Listen.
Aside from work and recreation, what is really important to you?
If you didn’t have to work, what would you do with your time?
If time and money was no object, what would you do?
What in the past has made you the happiest?
When you were a kid, what did you want to be?
When they answer you, ask them why. Asking as many probing questions as you are comfortable with can will give you a better idea of their motivation. Only when you understand their problem, can you offer a solution. Amateurs sell, professionals advise. The difference between the two is that when amateurs sell, people feel like they have just been sold whereas professionals who advise make people feel it is their choice to buy from them.
After prequalifying this person, you need to ask yourself a question – Does this person demonstrate the qualities I am looking for? If yes, then great and proceed to set up a time to show them the presentation. If not, then politely ask for referrals. Don’t be surprised though if that take-away close has them coming back to you. Remember, amateurs convince, professionals sort.
The next step is how to show the presentation that sells itself and saves you time. Showing A Business Opportunity The Professional Way