HBSA

You see, prospecting is the fuel that feeds a business. Turn off the prospecting, and you kill the lifeblood of your business.  Prospecting is what keeps your cash-flow steady and consistent, and it’s an absolute MUST if you hope to build a strong, stable business.

But how do you prospect?

What are you looking for when you prospect?

And what the heck is a “Prospecting system”?

Good questions.

A prospecting system is simply the components of your prospecting campaign.  It can be broken down into three individual parts:

1.  How do you find people?

2.  Once you find them, how do you qualify them?

3.  Once they are qualified, how do you present your product

and opportunity to them?

One of the most important keys you can understand is step # 2 – qualifying your prospect.

A lot of people in network marketing think they have to beg and convince everyone that their product is fantastic, that they opportunity is amazing, and that they need to “sell” people on what it can do for them.

RUNNING AWAY!

Because they obviously don’t know anything aboutgood recruiting and great prospecting.

Great, effective prospecting starts with leadingwith the benefits of your product FIRST, your opportunity SECOND.

This might seem very different than what you’ve been “taught”, but the reason that I do this (and that many other successful leaders do this) are many.

The biggest reasons are:

The problem is, because of all the hype, you start to blend in when you lead with your opportunity.  In order to sound halfway credible, you need to lead with the benefits of your product or service FIRST, opportunity SECOND.

So if you are building a residual income business, and you sign up a new distributor based on them making tons and tons of money in a residual income program, what is going to happen in 45 days when they aren’t making a zillion bucks?

Chances, they’re not going to keep using the product, because it was never about the product in the first place.  The only reason they got involved was to make money.  If they don’t make a lot of money quick, they will quit and move on to the next “big thing”.

If you are serious about building a solid foundation and a strong, long-lasting organization, you have to have business builders and product users that will use your product for the long term.  And that means, they have to be using the product for more than just a way of getting a paycheck.

3.  INTEGRITY

Look, there’s a lot of “noise” in the home business arena.  There’s some great people and great businesses, but there also some lousy businesses with some people that have “questionable” ethics.

If you are just starting out in your business, and you are trying to recruit a prospect based on your opportunity, what is the first question they will ask you?

I can guarantee it will be “So, how much money are YOU making?”

When you prospect, you are looking for 2 key things to determine if they would be a good fit for your program:

1.  Pain

Your prospect needs to already be aware of a need for something else.  For example, if you are marketing a health and wellness product, you need to target people who already care about their health, and are willing to spend money on that interest.  If you are marketing telecom, you want to prospect people who already want a way to get their telecom service for free (or even get paid to use their phone).

In other words, there needs to be a pre-disposition tousing your type of product or service.  Otherwise, you’re just spending your time convincing, when really, you should be sorting and qualifying.

2.  Desire

Your prospect needs to already have the desire to fix their pain.

I’ve met some people in my life (and I’m sure you have too) that actually seem to like being miserable.

We live in a world that is chock-full of pain.  If your product has benefits (and it almost certainly does) then go find the people that are in need of those benefits, and help them out.