A Critical Prospecting Mistake That Will Torpedo Your Home Based Business

One of the keys to being successful in network marketing is having the ability to quickly and accurately qualify your prospects. People have different criteria in making these important decisions, but it really comes down to one important question:

"Is your opportunity one that will help solve the problems of your prospect?"

Too many people in network marketing make the critical mistake of qualifying people based on how the prospect will add to their OWN business. For example, if Mary comes to me willing to spend thousands of dollars in capital to gain entry in to my home business opportunity, this would mean a huge commission in my pocket. But before I can in good conscience add Mary to my team, I need to assess her needs and wants to be sure that they are consistent with the ability of my opportunity to satisfy them.

Under what possible circumstances would I disqualify a prospect?

Here's another example. Let's say that John comes to me inquiring about my home business opportunity. John tells me he has looked over the business briefly, has the few hundred dollars to enter the opportunity at the lowest level, and is eager to get started. Before I accept John's money, I have a conversation with him regarding his needs and wants. It turns out that these few hundred dollars is all John has left in the world, he is unemployed, no immediate prospects of finding work, has no prior experience in network marketing, and needs $3000 in the next 20 days to make his mortgage payment or he will lose his home. There is no way that I can recommend this opportunity to John, nor any network marketing opportunity that I know of, because I understand how unlikely it would be for John to meet these critical needs.

This is an example of putting your prospects needs in front of your own. It is critical to get this right.

Putting your own needs and wants ahead of your prospects will almost certainly result in the ultimate failure of your home business. I make this statement with no hesitation because I firmly believe that the intention of your business will ultimately decide its fate. If your intention is solely to make a lot of money for yourself as quickly as possible to satisfy your OWN desires, your prospects will quickly realize this and move away from you as a leader who can help them. However, if your true intention is to help others solve THEIR problems and meet THEIR goals, and your opportunity can help them realize these goals, then you have the perfect opportunity for adding them to your team and helping them succeed in their business.

Making this important shift from your own needs to those of your prospects will set you up as a leader to be followed and a person of great integrity. You will undoubtedly make more money in the long run and thus, meet your own personal income and life goals in the process. And there is one more advantage:
 

You'll be able to sleep at night.

It is critically important to ask the proper questions when qualifying prospects for a network marketing home based business. Dr. Bob Clarke is a global entrepreneur and business and marketing coach who mentors his team in forming strong foundations on which to build successful business empires. To see more of Dr. Clarke's Free Business and Marketing Tips, go to his Truth and Nothing But The Truth in Network Marketing blog at http://blog.drbobclarke.com