Are You A Master Prospector In Your Business?

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.