Prospecting – Prospecting – Prospecting
All of your marketing skills and techniques are going to be used to bring in the leads that your business will feed upon. Your prospecting skills, that you develop, will turn those leads into cash in your pocket. This is going to be a well oiled machine once you get it going.
There is going to be the need of some training to get you off and running in your prospecting endeavors. Prospecting is more of a physiological action of the mind then anything else. Many people trip up at this point, including me.
Only about 15% of the population has an A-type personality. I am in the other 85%. I am the quiet guy who does a lot of listening and watching. Listening is a very important part of prospecting, but there is more to it then that. Knowing when to listen and when to talk, and having the right words to say all go together when it comes to prospecting.
This might sound very complicated. I made it more complicated then it had to be, as most people do, when it comes to prospecting.
When I worked in the mortgage industry, we used to do cold calls to get leads. We were told we could go home after we got fifty No’s. Well that never happened. You see, after you would get a couple of hang-ups and some “not interested”, you would get an application. That would take some time. You would build a report with that person, and before you knew it, an hour or more has just gone by. You see my fears were all in my mind. I was paranoid for nothing.
As my knowledge grew of the products that we had, I continued to refine my prospecting skills. I was now more comfortable and relaxed talking to a client. I could now better use the strong listening techniques that I already possessed, and work harder at the ones that I didn’t.
You see, those No’s and hurdles that I had to jump over were just a training ground for me developing my prospecting techniques. All those fears are all in your mind. Prospecting can be fun. The phone is your friend. Those people saying no just brought me closer to all the ones that said yes.
Remember, this series is about attraction marketing. We have already talked about zeroing in on your target market, which is other network marketers. We covered that in the first article of this series. When other network marketers are your target, the return on your investment will be significant.
Embrace the art of prospecting. Embrace all the no’s. Prospecting will become a fun daily routine that you will look forward too. Yes I said a daily routine. Because if your not prospecting, your bank account is not growing.
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