Hopefully you read my first article on PROSPECTING and you are familiar with the concept that PROSPECTING and RECRUITING are the two most important skills that any Network Marketer must absolutely master to build a multi-million dollar business online. In this second article, I will reveal the FORMULA TO BECOME A MASTER PROSPECTOR that you should apply to prospect like a PRO.
In my previous post, I explained that the Formula consists in following FOUR simple steps, which can be summarized into the acronym “FORM”. Let us analyze what it means:
F = FAMILY
“F” is the first letter of the FORMULA TO BECOME A MASTER PROSPECTOR. When you engage with a prospect, “Family” matters should be your first conversation subject. People like talking about their family. Don't open the conversation about yourself. Instead, let people speak about themselves. IT IS NOT ABOUT YOU BUT ABOUT THEM. Talk to them about their kids, ages, names, family life, wife, siblings… The conversation will tell you what direction to go. By talking about family matters, you will gather a lot of information. However, a basic rule is that IF YOU START TALKING ABOUT FAMILY BUT PEOPLE SHUT IT DOWN, LET IT GO AND WALK AWAY.
“O” is the second letter of the FORMULA TO BECOME A MASTER PROSPECTOR. Bringing the conversation to “Occupation” matters is highly interesting. Some questions that you could ask are: what is it that you do full time? How long have you been doing that? What did you do before that? How did you get started? What do you do like best? What would be ONE thing you do not like? By asking those questions, you will most likely start uncovering money issues, needs, time issue, goals etc…Quickly you will be able to connect their story with your business and IDENTIFY WAYS YOU COULD USE TO HELP THAT PERSON. Another basic rule: if people start asking about your business, try to deflect the question, especially if you do not have much time to talk about it. You will understand why later. Few more basic rules:
* Take mental notes of what you hear
* Do not speak only to “say things” but instead ask targeted questions, with the goal to gather more information about that person
* If you find that the environment is not appropriate, do not start the conversation
Once you identify people’s strength and needs, you can quickly and mentally ask yourself that important question: WOULD THAT PERSON BE AN ASSET IN MY TEAM? If the answer is yes, continue the conversation. If the answer is no cut off politely and move on. Do not waste your precious time.
R = RECREATION
“R” is the third letter of the FORMULA TO BECOME A MASTER PROSPECTOR. If you did not find anything wrong with that person when speaking about family and occupation, you will almost surely find something wrong within the “Recreation” subject. The best way to do that is to ask them to DREAM because as adults we forget to DREAM! You, as a Master Prospector, will bring DREAM to their life and you will start putting a smile on their face. Here are some examples of “recreational” questions: If you had all the money you need all the time, what would you like to do FIRST for recreation? What are you dreaming to do? What is the ONE thing that you have always been dreaming to do, all your life, without being able to achieve it so far? What is your dream car? What would be your dream location or vacation place? What is stopping you taking that trip to that destination? You will be surprise because people don't even think of it!
Using F, O and R you have identified the prospect’s strength, interests, goals, needs and dreams. You have gathered enough information and you have the necessary “ammunition” to present your MESSAGE, using “M”, which is the fourth letter of the FORMULA TO BECOME A MASTER PROSPECTOR.
On the basis of what you learned, you will package and present a KEY MESSAGE that will get you a YES out of that person’s mouth ALMOST ALL THE TIME. We call this message the PICK INTEREST QUESTION. In our example, Bob is the prospect and you determined that money was most important to his family. You realized that their yearly trip to Orlando is in jeopardy and that Bob’s wife is upset because their vacation will not happen. Here is the MESSAGE:
“BOB, IF THERE WERE WAYS TO GENERATE ADDITIONAL CASH, FEW $1000 EVERY MONTH, AND MAKE YOUR WIFE HAPPY, TAKE YOUR FAMILY ON VACATION, WITHOUT AFFECTING YOUR EXISTING JOB AND ALL THE OTHER THINGS THAT YOU HAVE GOING ON…WOULD YOU AT LEAST WANT TO KNOW ABOUT IT?
That is THE PICK INTEREST QUESTION! You are not asking to sign on something. Note that you have not even spoken about your business yet! Most of normal people will not answer NO to that question. If they say NO, it means that they are rejecting THEMSELVES, but you are still in a strong posture. You make them feel guilty. If they say YES, then he/she is a candidate to your business and your absolute next step is to SCHEDULE AN APPOINTMENT as soon as possible. Here is how to do that:
AGREE ON A PRECISE TIMING when you will call them, if possible THE SAME DAY. Exchange information with them. Write their name and
telephone on a piece of paper. Give them your name and telephone on a separate piece of paper. DO NOT GIVE THEM YOUR BUSINESS CARD because they will go home, research about you, ask their family and friends and they will not answer your call.
To conclude this post about the FORMULA TO BECOME A MASTER PROSPECTOR, if you follow the FOUR simple steps which can be summarized into the acronym “FORM” when you prospect, you will absolutely become a Master Prospector!
Stay tuned for my next post, where I will give you the recipe to become a Master Closer.
TO YOUR FREEDOM AND SUCCESS!
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