Prospecting is the single most important skill a marketer can develop in the sales process. Successful marketers are masters at prospecting. You must commit yourself to becoming a Master Prospector or you will never be successful in your business.
Prospecting is about finding people with wants, needs or problems for which your product, service or opportunity offers a solution. It is about planting seeds to let prospects know who you are and what you do. Prospecting is sifting and sorting to find quality people who have an interest in your solutions for their problems. Prospecting is not about presenting your offering to everyone. It is about effectively communicating your solutions to targeted prospects.
Network marketing is a distribution business which corporations use to market products and services. Marketing is about filling a need, solving a problem or providing more benefits. As a network marketing home business owner, you are an independent marketer. You are in marketing. You are promoting a product, service or opportunity that offers a solution, fills a need or offers better benefits for people’s problems.
Many marketers were taught “closing the sale” is the most important skill in the sales process. They spent endless hours on how to overcome objections and closing the sale. They don’t understand closing and objections are part of the prospecting process. They don’t know that getting everything right up to the closing is the key to becoming an effective closer.
Most marketers do not understand the most important part of the sales conversation is “the first 15 to 20 seconds of the first contact” with the prospect. It determines whether or not a relationship will be build with that prospective customer. It is at this point where the marketer will either open the prospect’s mind or cause it to remain close.
When you call your prospects, each of them will receive your call with a closed mind even if they responded to your advertisement. It is the marketer’s job to open up the prospect’s mind in the first 15 to 20 seconds of the first approach. You will not open up the prospect’s mind by using manipulative techniques or magical formulas.
You will only open your prospect’s mind when you understand that the prospecting phase is not about trying to sell the prospect. So don’t try to sell in the prospecting phase. Your objective is to get the right information from your prospects to identify if they qualify for your product, service, or opportunity in order to move them into the Selling phase.
Studies show over 90% of marketers often ignored or mess-up the qualifying and data gathering phase of the prospecting call. They do not focus on getting information or gather ineffective information. As a result, marketers don’t know the prospect’s wants or needs to offer an effective solution. They try to “fit square pegs into round holes” by forcing the wrong solutions down prospects’ throats with manipulative tricks. The truth is, when approached with the right posture and with a focus on the prospect’s primary wants, your prospects will tell you what you need to know to help them buy your solution, if it matches their wants and needs.
It will take time to master your information gathering skill. Always remember, it is the information you don’t get that will cost you the sale or relationship after the sale. It will require effort, patience and an understanding of human nature to become a master prospector.
You must master the consultative approach and apply tested and proven principles, strategies and techniques to improve your prospecting skills. You must always focus on your prospects’ primary wants. You must take consistent daily actions with “a positive optimistic attitude” to make prospecting calls whether or not you feel like prospecting. You must develop your “internal sustainable motivation” to keep you going against the obstacles and disappointments you will encounter.
Prospecting is the only activity that will build your business and help you develop the expertise to become a leader in your industry. You have to get into action and make your daily prospecting calls to build your confidence and improve your skills to achieve little successes that will incrementally compound into bigger successes with time.
Prospecting is the most important skill you must master to build your business. You must become a master prospector. You must master the basic prospecting skills and the basic fundamentals of your business to become a master marketer and competent high-paid sales professional. Businesses are always looking for good salespeople. Salespeople are among the highest paid professionals, because they drive the economic machine in every country.
Thursday, October 16, 2008
Wednesday, October 15, 2008
Conquer Your Phone Fear And Move Forward
Many people are not taking the necessary actions to build their network marketing home based business because of fear. This fear may find its roots in either the fear of failure or the fear of success.
In order to build any business and achieve your dreams, you must be in alignment with what you are doing -- morally, ethically, mentally and physically. Some people are wrapped up in the fear of failure of not achieving their goals. Others suffer from the fear of success and achieving more than they ever expected.
The fear of success is the fear of the unknown and what it is going to be like if we succeed in our objectives. The fear of success lies under the surface that is deep within each of us. It works against us to sabotage our success, because it blocks the mind.
Most times we are unable to get to the next level of success, because there is a mental blockage in our minds. This blockage makes us complacent. It keeps us from taking more risk. We avoid thinking through things logically and making sound, informed and good decisions. We become afraid of loosing what we already have. So we settle for the path of least resistance and that which is comfortable and secured.
You will need to develop a crystal clear vision of your success as you build your business. You will have to visualize your future as clearly as possible to figure what it is you really want from life. You can become successful in your network marketing home business in spite of who you are without hiding your flaws and past disappointments. You can grow and become stronger by making a commitment to improve your prospecting skills and by having realistic goals to become an outstanding success with consistent daily actions.
You must always remember “practice makes improvement”, but you will only improve when you consciously decide to take positive actions to practice and master the basics of your business to change your current situation. You have to believe in your business and act on your beliefs to improve your skills and change your life.
There are four steps you must take if you intend to move forward with your business:
Assess: You have to assess your fear and become aware of your problem.
Accept: You must come acknowledge your feelings without expecting an immediate solution.
Decide: You must have faith that your awareness of your feelings will help you to solve the problems of your fear and anxiety. You must take bold courageous decisive actions to whip and overcome this fearful behavior.
Action Plan: You must start to track your daily actions. You must become accountable and responsible by developing new skills and new success conscious attitudes and habits.
You will not move forward until you decide to consistently do something positive in your business every day. You have to overcome the mental block in your mind that is keeping you back from performing the basic tasks you need to do to achieve the success you want from life. The difference between the successful person and unsuccessful business person is “a positive optimistic attitude” -- “I can and I will build this business whatever it takes.”
In order to build any business and achieve your dreams, you must be in alignment with what you are doing -- morally, ethically, mentally and physically. Some people are wrapped up in the fear of failure of not achieving their goals. Others suffer from the fear of success and achieving more than they ever expected.
The fear of success is the fear of the unknown and what it is going to be like if we succeed in our objectives. The fear of success lies under the surface that is deep within each of us. It works against us to sabotage our success, because it blocks the mind.
Most times we are unable to get to the next level of success, because there is a mental blockage in our minds. This blockage makes us complacent. It keeps us from taking more risk. We avoid thinking through things logically and making sound, informed and good decisions. We become afraid of loosing what we already have. So we settle for the path of least resistance and that which is comfortable and secured.
You will need to develop a crystal clear vision of your success as you build your business. You will have to visualize your future as clearly as possible to figure what it is you really want from life. You can become successful in your network marketing home business in spite of who you are without hiding your flaws and past disappointments. You can grow and become stronger by making a commitment to improve your prospecting skills and by having realistic goals to become an outstanding success with consistent daily actions.
You must always remember “practice makes improvement”, but you will only improve when you consciously decide to take positive actions to practice and master the basics of your business to change your current situation. You have to believe in your business and act on your beliefs to improve your skills and change your life.
There are four steps you must take if you intend to move forward with your business:
Assess: You have to assess your fear and become aware of your problem.
Accept: You must come acknowledge your feelings without expecting an immediate solution.
Decide: You must have faith that your awareness of your feelings will help you to solve the problems of your fear and anxiety. You must take bold courageous decisive actions to whip and overcome this fearful behavior.
Action Plan: You must start to track your daily actions. You must become accountable and responsible by developing new skills and new success conscious attitudes and habits.
You will not move forward until you decide to consistently do something positive in your business every day. You have to overcome the mental block in your mind that is keeping you back from performing the basic tasks you need to do to achieve the success you want from life. The difference between the successful person and unsuccessful business person is “a positive optimistic attitude” -- “I can and I will build this business whatever it takes.”
Tuesday, October 14, 2008
How To Conquer Your Phone Fear -- Part II
As a network marketing home business builder, you don’t need to become paralyzed and stressed out by phone fear. You have to learn through daily prospecting with live prospects and apply what you learn to become effective and improve your skills. You will have to master three strategies to conquer your phone and prospecting fear:
Acknowledge Your Fears: You have to be aware you suffer from phone fear and accept you have this problem. You will have to track your calls to find out if you are making your required daily calls. If you keep putting off making those calls, then you are suffering from phone fear. You will have to take action by making your daily calls to build your business. You will need to equip yourself with the right training to focus on your prospects wants and needs to effectively communicate your business opportunity or products and services.
You have to make the calls to find prospects who will listen to your offering. You will mess up when calling, but you will learn, improve and become stronger and more effective with each call as you build your business.
When you make your prospecting calls don’t strive to be perfect. Focus on practicing with your live prospects to improve your telephone skills and to overcome your fears. You have to practice, practice, and practice to get good at anything you do. At first you will be bad at what you are doing, but you will get better by consistently practicing and mastering the basics techniques.
Plan Your Actions: You will have to find out what you need to learn and what skills you need to acquire to build your business. You will need training in telephone prospecting. You will need to track and understand your recruiting process and how much dials it takes to sponsor one recruit into your business. Also, you will need to know your sales cycle.
Take Decisive Action: When you make your telephone call you don’t have to do it right. You just have to do it, and your skills, knowledge, and confidence will improve with experience. Do not allow your self-doubt and negative self-talk to cloud your subconscious mind with fears that undermine and sabotage your success. You may have failed in your prospecting in the past, but you can learn from your past experience. You need to start having fun making your daily calls and conistently work to improve your prospecting skills with each prospect.
You must focus your attention on your prospects primary wants and needs to help solve their problems. It will help you to concentrate and improve your telephone skills. You will be learning how to connect with people and helping to fill their needs while building quality relationships. You have to believe in yourself that you have the skills, confidence, resources and knowledge required to help your business partners to build the business.
Your prospecting objective is not to become perfect but to work towards consistent imporvement in your phone calls. Always remember practice does not necessarily makes perfect, but consistent “practice makes improvement.”
Acknowledge Your Fears: You have to be aware you suffer from phone fear and accept you have this problem. You will have to track your calls to find out if you are making your required daily calls. If you keep putting off making those calls, then you are suffering from phone fear. You will have to take action by making your daily calls to build your business. You will need to equip yourself with the right training to focus on your prospects wants and needs to effectively communicate your business opportunity or products and services.
You have to make the calls to find prospects who will listen to your offering. You will mess up when calling, but you will learn, improve and become stronger and more effective with each call as you build your business.
When you make your prospecting calls don’t strive to be perfect. Focus on practicing with your live prospects to improve your telephone skills and to overcome your fears. You have to practice, practice, and practice to get good at anything you do. At first you will be bad at what you are doing, but you will get better by consistently practicing and mastering the basics techniques.
Plan Your Actions: You will have to find out what you need to learn and what skills you need to acquire to build your business. You will need training in telephone prospecting. You will need to track and understand your recruiting process and how much dials it takes to sponsor one recruit into your business. Also, you will need to know your sales cycle.
Take Decisive Action: When you make your telephone call you don’t have to do it right. You just have to do it, and your skills, knowledge, and confidence will improve with experience. Do not allow your self-doubt and negative self-talk to cloud your subconscious mind with fears that undermine and sabotage your success. You may have failed in your prospecting in the past, but you can learn from your past experience. You need to start having fun making your daily calls and conistently work to improve your prospecting skills with each prospect.
You must focus your attention on your prospects primary wants and needs to help solve their problems. It will help you to concentrate and improve your telephone skills. You will be learning how to connect with people and helping to fill their needs while building quality relationships. You have to believe in yourself that you have the skills, confidence, resources and knowledge required to help your business partners to build the business.
Your prospecting objective is not to become perfect but to work towards consistent imporvement in your phone calls. Always remember practice does not necessarily makes perfect, but consistent “practice makes improvement.”
Thursday, September 18, 2008
How To Conquer Your Phone Fear -- Part I
The number on killer of action for the network marketing home based business owner is the fear of the telephone. This fear starts and finds its roots in our minds, attitudes and emotions.
Fear is an anxiety about something that you think will happen. The way to deal with any fear is to stop procrastinating about what you know you must do and do it now. The best way to deal with your telephone prospecting fear is to pick up the phone and start calling your prospects in order to find quality business builders and customers.
When prospecting most marketers feel afraid, because they lack confidence which is the result of no training and a lack of knowledge of the network marketing industry. If you want to succeed in your business, you will need the right training, and you will need to master the fundamentals to build your business. You will have to lead by example by first acquiring the knowledge, training, skills and expertise to demonstrate your leadership abilities to your organization.
The hardest thing is to get started in your prospecting to promote your business, to sponsor people into your business, and to sell your products and services. By starting to make the calls, it will help you to conquer your phone fear.
As you keep prospecting, it will help to short-cut your learning curve in building your business. If you are suffering from fear of the phone, it means you are not picking up the phone and making your daily calls. You have to make your prospecting calls if you intend to build your business. You have to begin making calls, and you will learn and improve with daily consistent practice.
When you call on prospects you have to see yourself as offering solutions to help them solve problems and achieve their goals. You have to become passionate about what you are offering your prospects. You have to practice with live prospects to improve your telephone and prospecting skills to find quality people. You have to take consistent daily actions to overcome your fear of the phone. You have to develop a strong belief that you care and have solutions for their problems. And you have to constantly visualize and see yourself achieving success and getting an appointment in each and every call you make.
Most of all, you have to believe that you are the biggest asset in your business, and your organization is looking to you to lead by examples. You can overcome your telephone and prospecting fear. You can develop effective telephone skills and learn how to build effective relationships with other people. You can learn how to focus on your prospect’s primary wants and offer effective solutions. By mastering the basic skills, you too can build a successful network marketing home business.
Fear is an anxiety about something that you think will happen. The way to deal with any fear is to stop procrastinating about what you know you must do and do it now. The best way to deal with your telephone prospecting fear is to pick up the phone and start calling your prospects in order to find quality business builders and customers.
When prospecting most marketers feel afraid, because they lack confidence which is the result of no training and a lack of knowledge of the network marketing industry. If you want to succeed in your business, you will need the right training, and you will need to master the fundamentals to build your business. You will have to lead by example by first acquiring the knowledge, training, skills and expertise to demonstrate your leadership abilities to your organization.
The hardest thing is to get started in your prospecting to promote your business, to sponsor people into your business, and to sell your products and services. By starting to make the calls, it will help you to conquer your phone fear.
As you keep prospecting, it will help to short-cut your learning curve in building your business. If you are suffering from fear of the phone, it means you are not picking up the phone and making your daily calls. You have to make your prospecting calls if you intend to build your business. You have to begin making calls, and you will learn and improve with daily consistent practice.
When you call on prospects you have to see yourself as offering solutions to help them solve problems and achieve their goals. You have to become passionate about what you are offering your prospects. You have to practice with live prospects to improve your telephone and prospecting skills to find quality people. You have to take consistent daily actions to overcome your fear of the phone. You have to develop a strong belief that you care and have solutions for their problems. And you have to constantly visualize and see yourself achieving success and getting an appointment in each and every call you make.
Most of all, you have to believe that you are the biggest asset in your business, and your organization is looking to you to lead by examples. You can overcome your telephone and prospecting fear. You can develop effective telephone skills and learn how to build effective relationships with other people. You can learn how to focus on your prospect’s primary wants and offer effective solutions. By mastering the basic skills, you too can build a successful network marketing home business.
Tuesday, August 19, 2008
Five Key Elements For Building Your Home Business
Most people don’t know that building a business begins with a plan. They don’t know what action to take and in what order to take those actions to build their network marketing home based business.
You must have an open mind to make these ideas work. You must be willing to change your perspective and consistently do the things it take to build a profitable business. You have to make a decision to become a professional marketer in order to promote your business, sell your products and services, and to sponsor quality business partners.
You have to start from a plan to create a long-term stable income and actively build effective leadership for your business to become successful. You have to be open-minded, willing and flexible as you build your business. You will need to understand and consistently apply the following Five Key Elements for Planning Your Business:
Expectations: You have to start with your expectations. Successful people have deep seated beliefs that they will achieve the things they set out to do. Successful people choose their own beliefs while unsuccessful people settle for the beliefs of their parents, friends, teachers and jobs that encourage them to accept the status quo.
Successful people work hard, long hours and constantly prepare for their success. They believe the economy in both good and bad times offer great opportunities. They are patient. They believe in themselves. They are no afraid to exercise their beliefs and choices, and they expect to win and achieve their objectives.
Beliefs: You have to be willing to figure out which beliefs are beneficial to you and to change your beliefs in order to design the course of your own future success. You have to take those good beliefs and affirm and reinforce them to build your self-confidence. If you don’t have self-confidence, you will have a problem building a business.
You can build our self-confidence by affirming our own confidence. You can build self-confidence by developing your skills and learning more about the field and industry you want to pursue. You can develop a belief that you too can learn how to effectively use the required tools to promote your business, to build relationships with people, to sell your products and services, and to find quality business partners to join your business.
Visualize: After changing your beliefs, you have to visualize your future. You have to focus on what you want to change and what that change will look like. The more concrete and real your visualization is the more you become motivated. The more motivated you become the more what you want is ingrained upon your mind. The more passionate you become that what you visualize you can achieve and will take the actions and do whatever it cost to turn your dreams into realities.
Visualization is seeing your future in concrete terms. You first start with a small goal within your reach that you are confident you can accomplish then you grow your visualization and increase the size of your goals. You have to visualize the end results of your actions. Visualize and see yourself winning and accomplishing your goals with a lot of emotions in your visualization. See yourself through your own eyes achieving the goals you set for yourself. You need to focus on just three goals at once in details and see yourself achieving them.
Goals: Successful people have written goals. You must have concrete goals, and you must visualize achieving your goals. You will need to set goals that are measurable and realistic and break your goals into manageable steps which will help you to focus and visualize achieving those goals.
When you set your goals stretch your mind and visualize yourself achieving a major accomplishment in your lifetime. You should focus more on the actions to achieve your goals. For example, instead of saying “I want to make $100,000 this year.” It would be more realistic to say “I want to make 250 telephone calls this month and talk with 125 prospects this month.” That is a goal you can measure to see if you are taking the actions to achieve your desired results.
Once you understand where you are, your expectations, your willingness to change your beliefs, to visualize the end results you want to accomplish, and you are able to set realistic and measurable goals, you are now ready to start making a plan to build your business.
A Plan: Success is not an accident. You can’t build a business by guessing or by chance. The key to building your business is action. You must know specifically the actions you must take. So you will need to start with a 30 day plan of action, and it is critical you track your activities for 30 days. You must know your ratios or your numbers in the business, the number of dials to recruit one person into your business. By using the 30 day action plan and accurately tracking your actions would help you to shorten your learning curve, and help you achieve your sustainable motivation to achieve your goals.
By tracking your activities, it will give you the ratios you need to properly forecast and plan your business growth. Tracking will help to put you light years ahead in the growth and profitability of your business. Your 30 day action plan will give you the statistics you need to prepare a 90 day plan to find out what it will take you to achieve what you want. Your 90 day plan of action must be a written commitment. Since forecasting your business growth is difficult, it is better to work consistently from 90 day plans. The plans you make today and the actions you perform today will bring great benefits 6 to 12 months from today.
The key to success is writing down your goals and looking at them every day, but studies show that only 3% of the people have written goals and plans. Your subconscious mind will focus on your goals and work to make them come true, because only what you can confidently commit to writing can you confidently achieve. “Any person can achieve any given aim if he believes strongly enough. Any intelligent person who is sincere with himself can reach any heights he desires.”
As you build your business with the belief and confidence, you will experience many challenges and obstacles. You must take on these challenges with patience to achieve your long term goals in your business. And remember, you will have to consistently work your 90 day plans and be flexible to make changes.
You must have an open mind to make these ideas work. You must be willing to change your perspective and consistently do the things it take to build a profitable business. You have to make a decision to become a professional marketer in order to promote your business, sell your products and services, and to sponsor quality business partners.
You have to start from a plan to create a long-term stable income and actively build effective leadership for your business to become successful. You have to be open-minded, willing and flexible as you build your business. You will need to understand and consistently apply the following Five Key Elements for Planning Your Business:
Expectations: You have to start with your expectations. Successful people have deep seated beliefs that they will achieve the things they set out to do. Successful people choose their own beliefs while unsuccessful people settle for the beliefs of their parents, friends, teachers and jobs that encourage them to accept the status quo.
Successful people work hard, long hours and constantly prepare for their success. They believe the economy in both good and bad times offer great opportunities. They are patient. They believe in themselves. They are no afraid to exercise their beliefs and choices, and they expect to win and achieve their objectives.
Beliefs: You have to be willing to figure out which beliefs are beneficial to you and to change your beliefs in order to design the course of your own future success. You have to take those good beliefs and affirm and reinforce them to build your self-confidence. If you don’t have self-confidence, you will have a problem building a business.
You can build our self-confidence by affirming our own confidence. You can build self-confidence by developing your skills and learning more about the field and industry you want to pursue. You can develop a belief that you too can learn how to effectively use the required tools to promote your business, to build relationships with people, to sell your products and services, and to find quality business partners to join your business.
Visualize: After changing your beliefs, you have to visualize your future. You have to focus on what you want to change and what that change will look like. The more concrete and real your visualization is the more you become motivated. The more motivated you become the more what you want is ingrained upon your mind. The more passionate you become that what you visualize you can achieve and will take the actions and do whatever it cost to turn your dreams into realities.
Visualization is seeing your future in concrete terms. You first start with a small goal within your reach that you are confident you can accomplish then you grow your visualization and increase the size of your goals. You have to visualize the end results of your actions. Visualize and see yourself winning and accomplishing your goals with a lot of emotions in your visualization. See yourself through your own eyes achieving the goals you set for yourself. You need to focus on just three goals at once in details and see yourself achieving them.
Goals: Successful people have written goals. You must have concrete goals, and you must visualize achieving your goals. You will need to set goals that are measurable and realistic and break your goals into manageable steps which will help you to focus and visualize achieving those goals.
When you set your goals stretch your mind and visualize yourself achieving a major accomplishment in your lifetime. You should focus more on the actions to achieve your goals. For example, instead of saying “I want to make $100,000 this year.” It would be more realistic to say “I want to make 250 telephone calls this month and talk with 125 prospects this month.” That is a goal you can measure to see if you are taking the actions to achieve your desired results.
Once you understand where you are, your expectations, your willingness to change your beliefs, to visualize the end results you want to accomplish, and you are able to set realistic and measurable goals, you are now ready to start making a plan to build your business.
A Plan: Success is not an accident. You can’t build a business by guessing or by chance. The key to building your business is action. You must know specifically the actions you must take. So you will need to start with a 30 day plan of action, and it is critical you track your activities for 30 days. You must know your ratios or your numbers in the business, the number of dials to recruit one person into your business. By using the 30 day action plan and accurately tracking your actions would help you to shorten your learning curve, and help you achieve your sustainable motivation to achieve your goals.
By tracking your activities, it will give you the ratios you need to properly forecast and plan your business growth. Tracking will help to put you light years ahead in the growth and profitability of your business. Your 30 day action plan will give you the statistics you need to prepare a 90 day plan to find out what it will take you to achieve what you want. Your 90 day plan of action must be a written commitment. Since forecasting your business growth is difficult, it is better to work consistently from 90 day plans. The plans you make today and the actions you perform today will bring great benefits 6 to 12 months from today.
The key to success is writing down your goals and looking at them every day, but studies show that only 3% of the people have written goals and plans. Your subconscious mind will focus on your goals and work to make them come true, because only what you can confidently commit to writing can you confidently achieve. “Any person can achieve any given aim if he believes strongly enough. Any intelligent person who is sincere with himself can reach any heights he desires.”
As you build your business with the belief and confidence, you will experience many challenges and obstacles. You must take on these challenges with patience to achieve your long term goals in your business. And remember, you will have to consistently work your 90 day plans and be flexible to make changes.
Wednesday, July 23, 2008
Basic Tools To Build Your Network Marketing Home Business
You will need to lay a solid foundation of your business with four essential tools before you start building to avoid becoming frustrated and quitting the business.
1. Training: You will need the right network marketing home business training to become a successful marketer. You need to learn market tested and proven strategies and techniques that will equip you with the knowledge, skills and expertise to effectively market your business, sell your products or services, and sponsor quality business partners so you can beat the odds and become a truly independent marketer and successful business leader in the company of your choice. We recommend Leaders Club training. What this company teaches is not taught in colleges or at company sales meetings.
2. Organize Desktop or Laptop Outlook: You need to set up your Email System in preparation for success in your business. An organized email system will improve your efficiency. You want to keep your email information easily accessible instead of on the web to use with a professional contact management program.
3. Contact Management System: You will need a good professional contact management program to keep your prospects from falling through the cracks as your business takes off. We recommend ACT! 2006 or an earlier version
4. Quality Leads: After you go through your warm market – friends and family, you will need to find quality targeted prospects who are interested in your business opportunity, products or services if you intend to build a profitable business.
As you master the basics and you start making more money with your network marketing home business, you can develop your own website and generate your own targeted leads.
1. Training: You will need the right network marketing home business training to become a successful marketer. You need to learn market tested and proven strategies and techniques that will equip you with the knowledge, skills and expertise to effectively market your business, sell your products or services, and sponsor quality business partners so you can beat the odds and become a truly independent marketer and successful business leader in the company of your choice. We recommend Leaders Club training. What this company teaches is not taught in colleges or at company sales meetings.
2. Organize Desktop or Laptop Outlook: You need to set up your Email System in preparation for success in your business. An organized email system will improve your efficiency. You want to keep your email information easily accessible instead of on the web to use with a professional contact management program.
3. Contact Management System: You will need a good professional contact management program to keep your prospects from falling through the cracks as your business takes off. We recommend ACT! 2006 or an earlier version
4. Quality Leads: After you go through your warm market – friends and family, you will need to find quality targeted prospects who are interested in your business opportunity, products or services if you intend to build a profitable business.
As you master the basics and you start making more money with your network marketing home business, you can develop your own website and generate your own targeted leads.
Sunday, June 29, 2008
When One Is Worth More Than 100
A common mistake marketers make when they invite prospects to their meetings is that they believe everyone is a prospect. When we invite people to our local opportunity meetings, telephone conference calls or one-on-one presentations, we will end up with ‘no-shows.’ The key element is to get qualified prospects to your meetings. To reduce “no-show rate”, we want to make sure that we talk to prospects and have our plan in front of them. If our prospects don’t show up, we miss the opportunity to show our business and consequently our business will not grow.
You need to know that people will not magically join your business because you invite them to an opportunity meeting, because they call a sizzle line or call a teleconference line. We need to have proper expectations about the business, and the fact that people are not gong to join just because you show them your opportunity.
In order to get more qualified prospects to your meetings, this is where your knowledge, skills, experience and actions all come into play. With proper training, you can be helped to determine what is missing for you to build a successful business. You have to develop you skills and master the basics in network marketing. The key is for you to gain the fundamental training to understand the basics.
If you don’t know the basics, if you don’t know how to connect with people, if you are afraid to telephone people, if you are not sure what to say to people when you invite them to a meeting, you are in the water and you need to plug into the right training. Until you are equipped with the foundational training and you first lay the proper foundation, you can’t start building the business.
We need to build the foundation based on consistent action, to learn step by step, and to grow incrementally. Taking consistent action is the secret to finding more quality prospects for your local opportunity meetings, conference calls, and one-on-one meetings, and getting more qualified business partners to join your business.
Many uplines tell new people to show 10 people the opportunity every week and they will sponsor 2, but this strategy does not work. By learning the basics, you will understand what it will actually take, and the level of action you will need to take to build the business. The right effective training will help you build a solid part-time business. It will help you to get more qualified people to your opportunity meetings, and to sponsor more qualified business partners into your business.
You will need to have a certain number of properly qualified people at these events, and you will have to track the outcome. By consistently tracking your activities, it will help you to know what it will take to sponsor one person into your business. You have to properly track your daily activities to get a good understanding why you are sponsoring the number of people through your local opportunity meetings. Your tracking will, also, help you to understand why you are not getting enough qualified people to your opportunity meetings, conference calls, or one-on-one meetings.
Most marketers believe that anyone is a prospect. Not everyone is a prospect, because not everyone cares about your business. You don’t have credibility in everybody’s eyes, and credibility is a primary factor in marketing. You will learn that most of the people you know from school, work, church and through acquaintances are not prospects for your business.
Many people fail in the business because they aggressively tried to use the old “3-foot rule” by approaching people in grocery check out lines, airports, etc to tell them about their business opportunities. It is an unnatural way to do business because most people are uncomfortable with this kind of marketing approach. Some people may choose to attend your opportunity meetings, but they will not join the business just because you show them your business and compensation plan.
What you want is to get qualified people to your meetings. You need to target your market. Target marketing is important even in your local market. One targeted qualified prospect who is interested in building a business is worth 100 of your neighbors, friends and family with no interest.
How do you get prospects interested and excited about your business? You have to figure out why you are in a business. This is something a lot of people have not thought about in depth.
You have to find out why people want to build a business. That is what marketers do all the time when they target a market. They target by age, group, income, socioeconomic, and geographic regions. The more you know about your prospects the better you can target and fine tune your offer. Before approaching people about your business, ask yourself, is this someone I would even want to make this offer to?
In the local warm market, people are told to approach friends and family. But we approach them in the wrong way. We approach them in a way that is unnatural. We approach them in a way like somebody who is trying to scam them. As a result, we loose our credibility with our family and friends, and credibility is something hard to get back. It is at this point where a lot of people get blown out of the water and quit the business. But if you quit before you get started, you don’t have an opportunity to build your business and achieve success.
You have to learn and master the skills. You have to realize that not every person is your prospect. With target marketing, you go through your regular course of business talking only to those people who fit your target market. By using target marketing you get some upfront information about your prospects which helps you to build rapport easier with them. When you target your market it allows you to be open with your prospects.
One of the main reasons new marketers do “3-way calls”, the sizzle lines or conference calls to pitch the opportunity to prospects is because they are not trained to qualify their prospects. Many uplines feel that it is better for you to bring as many people to these events and to let a qualified person tell the story, talk about the product and get the prospect excited and then they will join. As a result, new marketers do not pre-qualify prospects before inviting them to meetings. They become dependent on their upline, and they in turn build a dependent downline which is tragic. You will save a lot of time and build your credibility by properly qualifying your prospects. We feel that everyone is our prospect, but not everyone is a prospect for our products or business opportunities.
Network Marketing is a relationship business. You as the marketer has the first contact in building rapport with your prospects. You have to make sure you are properly qualifying and properly interviewing your prospects before inviting them to your opportunity meetings or introduce them to your upline. This approach gives you leverage and competitive advantage with your prospects . You will build loyalty in your downline. You have to always promote yourself first instead of your company, business opportunity or upline. When you promote yourself first, you are building credibility and trust which is essential, and it begins with you in the initial steps while qualifying your prospects.
How do you qualify the prospects for your local opportunity meeting or conference calls? You have to qualify to find out if your prospects have interest in your business. You have to find out if your prospects have the time to build the business. You have to qualify to determine if your prospects have the money to build the business. These are the three things you must ask each prospect upfront. When you are inviting someone on a ‘3-way call’ with your upline, inviting them to a local opportunity meeting, or a teleconference call about your business opportunity, you have to qualify your prospects on interest, time, and money.
When you invite someone to take a look at your opportunity and you don’t qualify them on the money to get started, are you really being honest and ethical with your prospects? If you properly qualify your prospects, you will be able to find out if they have the interest, time and money to get started in building a business. Only then are they ready to go to your opportunity meetings, attend your conference calls, or one-on-one meetings to take a closer look at your business. By properly qualifying them it help you to leverage your time, and you are showing that you respect their time.
In the qualifying process, you are building on your trust and credibility. If they qualify and want to hear more, then you can invite them to your business opportunity meeting to reinforce their knowledge and understanding of what your business is about. You should not use your business opportunity meeting as the first presentation. It should be used to reinforce and supplement the other things you have done. You need to always remember that one targeted qualified prospect who is interest in your business is worth more than a list of 100 family and friends who have no interest becoming your business partners.
Make no mistake about this, your upline wants the same thing you want. He or she wants to see your business grow. Your upline wants you to bring more new people each meeting. But it is your job and responsibility to find more qualified prospects to attend your meetings to see your business opportunity. How you accomplish that task is up to you. You will need to plug into the right training to gain the knowledge, skills, tools and expertise to connect with qualified prospects to sponsor quality business builders into your organization.
You need to know that people will not magically join your business because you invite them to an opportunity meeting, because they call a sizzle line or call a teleconference line. We need to have proper expectations about the business, and the fact that people are not gong to join just because you show them your opportunity.
In order to get more qualified prospects to your meetings, this is where your knowledge, skills, experience and actions all come into play. With proper training, you can be helped to determine what is missing for you to build a successful business. You have to develop you skills and master the basics in network marketing. The key is for you to gain the fundamental training to understand the basics.
If you don’t know the basics, if you don’t know how to connect with people, if you are afraid to telephone people, if you are not sure what to say to people when you invite them to a meeting, you are in the water and you need to plug into the right training. Until you are equipped with the foundational training and you first lay the proper foundation, you can’t start building the business.
We need to build the foundation based on consistent action, to learn step by step, and to grow incrementally. Taking consistent action is the secret to finding more quality prospects for your local opportunity meetings, conference calls, and one-on-one meetings, and getting more qualified business partners to join your business.
Many uplines tell new people to show 10 people the opportunity every week and they will sponsor 2, but this strategy does not work. By learning the basics, you will understand what it will actually take, and the level of action you will need to take to build the business. The right effective training will help you build a solid part-time business. It will help you to get more qualified people to your opportunity meetings, and to sponsor more qualified business partners into your business.
You will need to have a certain number of properly qualified people at these events, and you will have to track the outcome. By consistently tracking your activities, it will help you to know what it will take to sponsor one person into your business. You have to properly track your daily activities to get a good understanding why you are sponsoring the number of people through your local opportunity meetings. Your tracking will, also, help you to understand why you are not getting enough qualified people to your opportunity meetings, conference calls, or one-on-one meetings.
Most marketers believe that anyone is a prospect. Not everyone is a prospect, because not everyone cares about your business. You don’t have credibility in everybody’s eyes, and credibility is a primary factor in marketing. You will learn that most of the people you know from school, work, church and through acquaintances are not prospects for your business.
Many people fail in the business because they aggressively tried to use the old “3-foot rule” by approaching people in grocery check out lines, airports, etc to tell them about their business opportunities. It is an unnatural way to do business because most people are uncomfortable with this kind of marketing approach. Some people may choose to attend your opportunity meetings, but they will not join the business just because you show them your business and compensation plan.
What you want is to get qualified people to your meetings. You need to target your market. Target marketing is important even in your local market. One targeted qualified prospect who is interested in building a business is worth 100 of your neighbors, friends and family with no interest.
How do you get prospects interested and excited about your business? You have to figure out why you are in a business. This is something a lot of people have not thought about in depth.
You have to find out why people want to build a business. That is what marketers do all the time when they target a market. They target by age, group, income, socioeconomic, and geographic regions. The more you know about your prospects the better you can target and fine tune your offer. Before approaching people about your business, ask yourself, is this someone I would even want to make this offer to?
In the local warm market, people are told to approach friends and family. But we approach them in the wrong way. We approach them in a way that is unnatural. We approach them in a way like somebody who is trying to scam them. As a result, we loose our credibility with our family and friends, and credibility is something hard to get back. It is at this point where a lot of people get blown out of the water and quit the business. But if you quit before you get started, you don’t have an opportunity to build your business and achieve success.
You have to learn and master the skills. You have to realize that not every person is your prospect. With target marketing, you go through your regular course of business talking only to those people who fit your target market. By using target marketing you get some upfront information about your prospects which helps you to build rapport easier with them. When you target your market it allows you to be open with your prospects.
One of the main reasons new marketers do “3-way calls”, the sizzle lines or conference calls to pitch the opportunity to prospects is because they are not trained to qualify their prospects. Many uplines feel that it is better for you to bring as many people to these events and to let a qualified person tell the story, talk about the product and get the prospect excited and then they will join. As a result, new marketers do not pre-qualify prospects before inviting them to meetings. They become dependent on their upline, and they in turn build a dependent downline which is tragic. You will save a lot of time and build your credibility by properly qualifying your prospects. We feel that everyone is our prospect, but not everyone is a prospect for our products or business opportunities.
Network Marketing is a relationship business. You as the marketer has the first contact in building rapport with your prospects. You have to make sure you are properly qualifying and properly interviewing your prospects before inviting them to your opportunity meetings or introduce them to your upline. This approach gives you leverage and competitive advantage with your prospects . You will build loyalty in your downline. You have to always promote yourself first instead of your company, business opportunity or upline. When you promote yourself first, you are building credibility and trust which is essential, and it begins with you in the initial steps while qualifying your prospects.
How do you qualify the prospects for your local opportunity meeting or conference calls? You have to qualify to find out if your prospects have interest in your business. You have to find out if your prospects have the time to build the business. You have to qualify to determine if your prospects have the money to build the business. These are the three things you must ask each prospect upfront. When you are inviting someone on a ‘3-way call’ with your upline, inviting them to a local opportunity meeting, or a teleconference call about your business opportunity, you have to qualify your prospects on interest, time, and money.
When you invite someone to take a look at your opportunity and you don’t qualify them on the money to get started, are you really being honest and ethical with your prospects? If you properly qualify your prospects, you will be able to find out if they have the interest, time and money to get started in building a business. Only then are they ready to go to your opportunity meetings, attend your conference calls, or one-on-one meetings to take a closer look at your business. By properly qualifying them it help you to leverage your time, and you are showing that you respect their time.
In the qualifying process, you are building on your trust and credibility. If they qualify and want to hear more, then you can invite them to your business opportunity meeting to reinforce their knowledge and understanding of what your business is about. You should not use your business opportunity meeting as the first presentation. It should be used to reinforce and supplement the other things you have done. You need to always remember that one targeted qualified prospect who is interest in your business is worth more than a list of 100 family and friends who have no interest becoming your business partners.
Make no mistake about this, your upline wants the same thing you want. He or she wants to see your business grow. Your upline wants you to bring more new people each meeting. But it is your job and responsibility to find more qualified prospects to attend your meetings to see your business opportunity. How you accomplish that task is up to you. You will need to plug into the right training to gain the knowledge, skills, tools and expertise to connect with qualified prospects to sponsor quality business builders into your organization.
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