warm market prospecting
One Little Question That Will Immediately Qualify A Prospect
We as marketers have to know the fine art of conversation. Not just how to have one, but also how to spin one to go the way we want it to go so that the end result is positive for us and our business. And we have to know how to do all this without being insensitive or pushy to the person on the other end of the exchange.
Now we know that we will never know if a person is really a good prospect until we qualify them. That means we have to find out if that person has a use for our product or is looking to make a change in their life that may include our business opportunity. We need to uncover as much information as possible about the person to answer this question. So we start out by building a rapport with that person and asking general questions about their lives. “So, what do you do?” “How long have you done that?” “Do you like it?”
But to uncover their hidden motivations or needs, we have to stop the chit chat and ask the question that allows us to turn the conversation toward a solution for them and a sale for us. After you find out what they do and whether or not they like it. The next question sets you up to uncover their dreams and gives them a chance to explain why you should approach them.
Here’s what you say: “Have you ever thought of doing anything else?”
If they say no, then they are no longer a prospect. They must love what they do and that’s great.
If they say yes, allow them to expand on that thought to include what else they really wanted to do. Then introduce them to your industry and ask them if they have any experience in network marketing. Be very upfront. This will go a long way with your credibility and positive experience. This is not the time to be secretive and invite them to an undercover meeting with half-truths and decoys.
The same sentence can hold true with a potential product-only customer. Ask them what their experience has been with certain products and if they mention anything negative, ask them if they have ever thought of using anything else. Then introduce your product if they answer in the affirmative.
Let them tell you they are looking for something else before you approach them with a solution and your results will be proof positive that this approach works.
Use these questions on people you meet as you’re out and about, on social media friends and connections, and people you haven’t spoken to since high school. As long as you first build the relationship and then find out if there is a need, the conversation will not be not be met with rejection. They may even thank you for being so helpful.
I’d love to hear your thoughts and even your own qualifying questions that you use. Please share this content if you like it and remember to sign up on the right for more free marketing training for network marketers.
Gretchen
P.S. Here’s what I highly recommend if you are you still not sure what to say or need more quality prospects? http://bit.ly/EndlessFreeLeads
Mike Dillard’s 6 Steps to Success in Network Marketing
These days Mike offers lots of products to show you how to successfully build a network marketing business, but boil all that down and what do you suppose he actually did to be so successful? There had to be a time when he didn’t know what to do either; when he was trying to figure it all out and he developed his leadership skills in the same way we all have to. He started in the same place we have all been. But then he cracked the nut and figured out a plan to change his level of success.
Here are the six steps he followed right from the horse’s mouth:
1. He started treating it like a real business, not a hobby. He got committed. In other words, you have to do it every single day. Sporadic doesn’t cut it in the world of network marketing.
2. He increased his value to others by buying products and training courses on marketing and personal development. He used what he learned to turn around and give value to his downline and followers by sharing his knowledge.
3. He started selling himself and his other leaders, not his opportunity, which generated attraction. Then he marketed and sold his system to his prospects.
4. He led with this funded proposal in the cold market which targeted other network marketers and generated endless free leads of people attracted to a successful system.
5. He promoted his company’s product in his warm market which built a sizable customer base.
6. He developed an awareness for finding leaders in his downline’s warm market.
To me, this clarifies a distinction between the way a marketer should treat their warm and cold markets. He used his warm market to sell his products and the cold market to sell a marketing system that would increase their (and his) lead-flow and cashflow.
These steps also show the evolution we all can follow to increase the size of our own businesses. When we first begin, we must concentrate on increasing our value to others by learning everything we can about marketing and personal development. Then as we market our knowledge and our marketing system, we will grow a fan base of our own through which we can make upfront cash through the sales of the system, affiliate products, and ultimately our primary network marketing company.
Introducing our company to our family and friends just through a product-style approach removes the rejection and can increase our customer base while we sift through people they may know for people looking to make a change.
Mike placed the highest value on number three, which follows the general rule of thumb in business which is that the fastest way to get rich is to solve other people’s problems. I challenge you to commit to this 6-step plan and watch your business take off in the next 90 days. If you’d like to brainstorm ways to do this, please feel free to contact me.
The Top 3 Ways to Lighten Your Phone Before Calling Leads!
I remember the days when I called people I knew and I even called leads from purchased lists and the phone was like a hundred pound dead weight because I had no idea what was going to happen if someone answered the phone and I wasn’t sure I was prepared to deal with their questions or their objections. I would literally write down what I was going to say ahead of time even if I already knew them so I wouldn’t fumble my words when I was on the phone and I could sound confident. I even had written my answers to common objections so I was ready for them. Talk about planning to fail!
I knew then that I was talking to the wrong people, but I didn’t know how to fix the problem until years later. Fast forward to my business now and the phone has never felt lighter. Why? Well, three good reasons:
- I am part of a marketing system I feel 100% confident about so there is no longer trepidation about trying to talk someone into trying something that hadn’t yet worked for me. I don’t even need to write down what to say anymore because I know that I use a system that works and more than ever I know that if they are not willing to make a commitment to at least try something new, then that says a lot more about them than it does me.
- People already know me before I pick up the phone to call them even if I have never met them or spoken to them before. I called a guy one time who had just spent three hours online looking at all my stuff. He had seen all my videos and been over my websites and read all my articles. How can you not get confident real quick talking to this guy! The point is, though, that he felt like he knew me already and so he already trusted what I said and was willing to abide by my recommendation.
- I only call HOT leads. That means I call people who have signed into my website and requested a phone call by leaving their number. By doing that, then I know they are already interested in the concept of network marketing (either because they are already involved or they are considering it) and they want more information on marketing and the system I use. How fast would you follow up if all your leads were smokin’ HOT?
I almost can’t believe I didn’t quit before I found out the right way to market, but I am sure glad I didn’t because I would never have been here to see how much easier it is doing things the right way.
If you’ve ever struggled calling leads or even your warm market to promote your business, then you know exactly what I am talking about. If no one has ever shown you the right way to attract qualified people to call instead, then contact me for a quick tutorial.
Subscribe to My Free Marketing Training Here:
Must Have Tools & Resources:
Theme By Rankerz SEO Company
