Understanding Effective Prospecting © Brenda Pearce ~2006~
Understanding Effective Prospecting!
© Brenda Pearce ~2006~
Writing this article is designed to help you understand effective prospecting techniques, and assist you over the hurdles & challenges to move you forward to YOUR personal goals.
The world of marketing, whether it is MLM, direct sales marketing, commission sales, or even management positions in a J.O.B. (just over broke job), you need to understand these psychological techniques. Think of the following article like putting on a suit of armor, to protect you.
Rule #1… Understand that Prospecting is a numbers game, pure and simple. No matter what you use as a business building tool, online and off, you will eventually find your team members, but always remember that massive action over time will give you massive results. Also, the more activity you put into your business, the better you will get at running your business, and increasing your conversion rate of sales and sign ups.
Rule #2… To become a “Recruiting Machine”, you need to start with yourself. How you treat yourself, and how you talk to yourself, determines your attitude. Surround yourself with positives… Reading daily from positive, or motivational books. Turn off CNN. Start to look at meditative techniques, or even treat yourself to a spa treatment. Do whatever it takes to “love” yourself. It isn’t selfish in the least. You will attract onto you, prospects and team members, who resonate with your vibe.
Rule #3… Confidence will create “Posture”. Become confident with yourself, and your message, and you will start to communicate more effectively. It will come across naturally. Posture does not mean to become nasty, pushy, or abrasive. That is bullying. Posture, is being self assured, despite lack of results, or not “being there yet”. Posture is the development of who you are when you become who you want to be. If you start to portray to the world that you are successful, you will believe you are successful, then you are successful. The mind is a beautiful thing. It only knows what it is told.
Posture also means that you are VERY serious about your business. Your prospects will know you are serious, and you will become the leader to them. Posture leaves no room for failure. There is no other option then, but to succeed. New team members need you to be the leader, mentor, trainer. Prospect with posture, and you will succeed in attracting team members that will also succeed.
Rule #4… Never prospect to fill your needs. Reapeat.. Never prospect to fill YOUR needs! This is the key to business success. It is in helping others that you will in turn be rewarded. “Paying It Forward”, you will find is the way that the most successful business people succeed in creating long term strength and residual income. If you go into this business thinking that short term work without the desire to make a true difference in the lives of your team members, will make you long term results. You will be sadly mistaken as it will only give you short term results. Networking, in whatever form you call it is really relationship marketing. Your business is only as good as the strength of the relationships therein. Remember, your opportunity has the capability of changing lives, and so you need to look at speaking with others that “You’ve got the goods they need”. In sharing those “goods” you are giving them an pportunity to change their life. Whether they choose, or don’t choose to accept what you offer, it is their choice. Whether they accept an opportunity to change, or not change based on their needs, not yours!
Rule #5… Never chase your prospect. Chasing your prospect shows weakness on your part. If you do get a prospect to join based on being chased, then you will always chase this person, i.e. to attend conference calls, to follow up with prospects etc. It creates a very weak, and is definitely not duplicatable. Let this into your business and it will fall apart. Always remember that you can help thousands, but you cannot carry one! Duplication is the key.
Rule #6… Building your empire is not a race. It takes time, consistency, and continuous and never ending activity. If you are part time in this business it may take longer than someone who is in it full time. However, remember that our compensation plan is dynamite. There isn’t another one in the entire marketing world that pays so well, and to infinity, and if it takes you 2 years of hard work to reach your goal of sustainable ongoing residual income, then so be it! It will be the best two years of effort you ever put into anything. The key to this rule, is NEVER quit yourself on this. Be patient, but keep building. Always remember the fable about the tortoise and the hare.
Rule #7… Be a student! No matter what you bring to the plate, there is always more to learn. Be open and flexible in your thinking. Being confident in yourself gives you the maturity to be open as well.
Rule #8… Be a good listener. Recruiting and prospecting does not require selling, coercing or bullying. Listening allows you to understand the prospect better. Listening allows you to take notes. Understanding your prospect allows you to take charge of the interview. Remember you have two ears, and only one mouth and use them in that ratio.
Rule #9… Do not take “No’s” personally. Recruiting is definitely a numbers game. Every “No” gets you closer to a “Yes”. We simply are in the business of collecting those decisions. There are systems available now that make the sorting process easier than simply cold calling bought leads. However, calling prospects is still important in the process. In the beginning the conversion rate will be low. You will need to speak to a lot more people before you find the ones to join your team. Think of this as your training time, and you will definitely have on the job training. In time the conversion rate will increase and the “Yes’s” will start to come easier, and more frequently.
Rule #10.. We get paid based on productive activity, not being busy. It is easy to get caught up on organizing our office, or finding a 100 ways to not pick up the phone, but that will not get you closer to your goals. I run my office on a tiny desk which is piled high and very messy, but I know exactly where everything is. I know a multi millionaire in his 20’s who started his empire in his bedroom in his boxer shorts eating rice and ketchup. Be constant, persistent, and busy with business building activity, and you will get the results. Nothing builds confidence than results. Fear causes people to hide behind non business activity. Needless to say, there are things that just need to be done out of necessity, as long as it does not become the predominant activity of your business.
Rule #11.. Don’t allow politics and gossip to interfere in your business. As your team grows and grows, you will have people calling you and complaining in regards to upline and downline etc. These are non productive and simply unhealthy and will erode the strength of your business. Always confront issues head on and diffuse it. Never let issues smolder. Deal and get back on track, to productivity and results.
I hope that these points were helpful in helping you understand how to become a massive recruiter, successful entrepreneur, family hero, and all that I know you can be. I believe in you.
Your friend and mentor,
Brenda
© Brenda Pearce ~2006~
Writing this article is designed to help you understand effective prospecting techniques, and assist you over the hurdles & challenges to move you forward to YOUR personal goals.
The world of marketing, whether it is MLM, direct sales marketing, commission sales, or even management positions in a J.O.B. (just over broke job), you need to understand these psychological techniques. Think of the following article like putting on a suit of armor, to protect you.
Rule #1… Understand that Prospecting is a numbers game, pure and simple. No matter what you use as a business building tool, online and off, you will eventually find your team members, but always remember that massive action over time will give you massive results. Also, the more activity you put into your business, the better you will get at running your business, and increasing your conversion rate of sales and sign ups.
Rule #2… To become a “Recruiting Machine”, you need to start with yourself. How you treat yourself, and how you talk to yourself, determines your attitude. Surround yourself with positives… Reading daily from positive, or motivational books. Turn off CNN. Start to look at meditative techniques, or even treat yourself to a spa treatment. Do whatever it takes to “love” yourself. It isn’t selfish in the least. You will attract onto you, prospects and team members, who resonate with your vibe.
Rule #3… Confidence will create “Posture”. Become confident with yourself, and your message, and you will start to communicate more effectively. It will come across naturally. Posture does not mean to become nasty, pushy, or abrasive. That is bullying. Posture, is being self assured, despite lack of results, or not “being there yet”. Posture is the development of who you are when you become who you want to be. If you start to portray to the world that you are successful, you will believe you are successful, then you are successful. The mind is a beautiful thing. It only knows what it is told.
Posture also means that you are VERY serious about your business. Your prospects will know you are serious, and you will become the leader to them. Posture leaves no room for failure. There is no other option then, but to succeed. New team members need you to be the leader, mentor, trainer. Prospect with posture, and you will succeed in attracting team members that will also succeed.
Rule #4… Never prospect to fill your needs. Reapeat.. Never prospect to fill YOUR needs! This is the key to business success. It is in helping others that you will in turn be rewarded. “Paying It Forward”, you will find is the way that the most successful business people succeed in creating long term strength and residual income. If you go into this business thinking that short term work without the desire to make a true difference in the lives of your team members, will make you long term results. You will be sadly mistaken as it will only give you short term results. Networking, in whatever form you call it is really relationship marketing. Your business is only as good as the strength of the relationships therein. Remember, your opportunity has the capability of changing lives, and so you need to look at speaking with others that “You’ve got the goods they need”. In sharing those “goods” you are giving them an pportunity to change their life. Whether they choose, or don’t choose to accept what you offer, it is their choice. Whether they accept an opportunity to change, or not change based on their needs, not yours!
Rule #5… Never chase your prospect. Chasing your prospect shows weakness on your part. If you do get a prospect to join based on being chased, then you will always chase this person, i.e. to attend conference calls, to follow up with prospects etc. It creates a very weak, and is definitely not duplicatable. Let this into your business and it will fall apart. Always remember that you can help thousands, but you cannot carry one! Duplication is the key.
Rule #6… Building your empire is not a race. It takes time, consistency, and continuous and never ending activity. If you are part time in this business it may take longer than someone who is in it full time. However, remember that our compensation plan is dynamite. There isn’t another one in the entire marketing world that pays so well, and to infinity, and if it takes you 2 years of hard work to reach your goal of sustainable ongoing residual income, then so be it! It will be the best two years of effort you ever put into anything. The key to this rule, is NEVER quit yourself on this. Be patient, but keep building. Always remember the fable about the tortoise and the hare.
Rule #7… Be a student! No matter what you bring to the plate, there is always more to learn. Be open and flexible in your thinking. Being confident in yourself gives you the maturity to be open as well.
Rule #8… Be a good listener. Recruiting and prospecting does not require selling, coercing or bullying. Listening allows you to understand the prospect better. Listening allows you to take notes. Understanding your prospect allows you to take charge of the interview. Remember you have two ears, and only one mouth and use them in that ratio.
Rule #9… Do not take “No’s” personally. Recruiting is definitely a numbers game. Every “No” gets you closer to a “Yes”. We simply are in the business of collecting those decisions. There are systems available now that make the sorting process easier than simply cold calling bought leads. However, calling prospects is still important in the process. In the beginning the conversion rate will be low. You will need to speak to a lot more people before you find the ones to join your team. Think of this as your training time, and you will definitely have on the job training. In time the conversion rate will increase and the “Yes’s” will start to come easier, and more frequently.
Rule #10.. We get paid based on productive activity, not being busy. It is easy to get caught up on organizing our office, or finding a 100 ways to not pick up the phone, but that will not get you closer to your goals. I run my office on a tiny desk which is piled high and very messy, but I know exactly where everything is. I know a multi millionaire in his 20’s who started his empire in his bedroom in his boxer shorts eating rice and ketchup. Be constant, persistent, and busy with business building activity, and you will get the results. Nothing builds confidence than results. Fear causes people to hide behind non business activity. Needless to say, there are things that just need to be done out of necessity, as long as it does not become the predominant activity of your business.
Rule #11.. Don’t allow politics and gossip to interfere in your business. As your team grows and grows, you will have people calling you and complaining in regards to upline and downline etc. These are non productive and simply unhealthy and will erode the strength of your business. Always confront issues head on and diffuse it. Never let issues smolder. Deal and get back on track, to productivity and results.
I hope that these points were helpful in helping you understand how to become a massive recruiter, successful entrepreneur, family hero, and all that I know you can be. I believe in you.
Your friend and mentor,
Brenda
posted by Brenda Pearce at 2:48 PM
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