Today I give you tips on Prospecting: How To Have A Conversation.
What Holds People Back
Probably the biggest road block to success most people experience when they start their home business is what to say to people when they want to share their business opportunity or products with others. The fear of not knowing what to say, rejection or what people might think of them is what stands between them and their vision, goals of success.
Prospecting Conversation Don’ts
The important thing to remember when you approach people about your business is to treat others like you would want to be treated.
Never meet their resistance with your resistance. You will never win here. If they aren’t interested in what you have to share that’s okay. You are just trying to find someone who is open to hearing your opportunity.
Your job is to listen. Do not cut them off or interrupt them, unless it’s time for you to do a redirect which is explained below.
Prospecting 101: How To Have A Conversation
Engage your prospect without fear or thought. You are having a conversation which is about speaking and connecting. You are in the people business. Your focus should be on them, not you.
It’s important that you establish and maintain your posture and keep control of the conversation. Posture is accomplished by your asking them questions and listening to their answers.
The most successful conversations on done by phone or in person. So if you have been chatting with someone online and it’s time to move the chat to a conversation, you can say something like, “Hey (name), I have to step out for a few minutes what number should I call you at?”. Then you get them on the phone.
Prospecting Conversation Questions
Once you are having a live prospecting conversation with your prospect to direct the flow of the conversation you will ask them questions to learn more about who they are, what is important to them, what their dreams are, identify their pain, relate to their pain then move toward the close.
Use “FORM” as a guide in asking questions of your prospect. Forms is explained as follows:
(F)amily: Ask about their spouse, kids, other loved ones. Do they get to spend the time they want to with family?
(O)ccupation: What is their profession? Do they like their job? What do they like the most about their job? What do they like the least? How many jobs to they work?
(R)recreation: How many vacations do they take a year? What do they like to do on weekends? If time and money were no issue where would they go for vacation? What hobbies or activities would they take on?
(M)oney: Do they think they are paid their worth at work? Do they have too much month after paying their bills? Are they living the lifestyle they dream of? When will they retire? Do they have a savings or retirement fund?
People usually feel uncomfortable talking to others about money and finances. But, this is usually where everyone’s pain hides.
Remember that your job is to ask questions and intently listen.
When and if you feel like you are losing posture or control of the conversation it is necessary for you to do a redirect. A redirect is when you interject a question to the other person. This question has nothing to do with what the other person is talking about but the question gets your conversation back on track to where you need it. For example, you could say something like: “Hey! What area code is (their cell number area code)?”. They provide their answer. Then you say something to the affect that you call so many people that you don’t know where you are calling. Then continue with your qualifying questions or start closing them.
It’s important to recognize that a question posed to the other person will shift the conversation in a second, allowing you to regain control of the conversation.
At some point in the conversation it’s time to move from relationship building toward the close. These are the steps you follow:
- 1. Start the close by asking them what is important to them.
- Ask them why this important to them.
- Ask them to visualize their life in 5 years having the time and money to do more of what is important to them.
- Now pull in their senses and emotions. Ask them what is it going to feel like when visualized dream is here (present)?
- When they are full of emotion tell them that you have a plan that can help them fulfill that dream life. Are they open to hearing a plan? Tell them that it may or may not be for them and either way it’s okay.
- Show them the video or plan.
- Enthusiastically emphasize how awesome the plan is and say, “Well, (Name), it looks like you’re ready to get started!”. As you start filling in their information online tell them that you are signing them up and it’s only going to cost $____ to start their home business that will lead to their dream life.
- If they have questions or concerns that’s okay. Get their questions answered. If they need to reschedule the sign up schedule the next follow-up before you hang up.
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