Are you failing with prospecting? A Must Read...

Hello Friends;

We have talked about having the right mentality. You have taken the time to identify your "why" and write down your goals and post them some place where you can see them. You have now come up with an unbiased names list of those in your circle of influence. You have identified the top 25 people on your list that you want to approach first.

Now it's time to make initial contact! I know this is the scary part right?

Wrong!

If you clearly understand what your objective is upfront, it makes things so much easier.

So what is your objective?

How many of you think when making initial contact your objective is to try and get someone to partner with you in your business? If you said answered yes to yourself then you are probably getting use to rejection, and things are probably getting pretty frustrating for you.

Now, I'm not saying that there aren't fast talking superstars out there that can't get the job done on the first call, but the problem with that is it won't duplicate!

One thing you MUST remember...This is Network Marketing, Not Network Sales! Let me say that again, This is Network Marketing, Not Network Sales! This is one of the most important things you can learn if you want to be succesful in this industry.

Not everyone can sell, but anyone can share. Remember Duplication is the key to your success in the business. You have to have a system that anyone can follow, no matter what their age, experience or background might be.

So, if you’re not trying to get them to join you then what is your objective when you make initial contact?

The answer: Get someone to a third party tool - that's it!

Why: Because you are new. You don’t yet have the credibility (in this business) to sway others to take the dive into network marketing with you. You are not yet an expert in this field. As I said earlier, some of you may be highly influential , and may have the ability to sway your prospects just because you are who you are, but folks I promise that wont duplicate.

Some of you might be asking yourself, what is a third party tool?

A few examples would be a CD, DVD, Online Webinar, Sizzle Call or business opportunity meeting.

The Key: Take yourself out of the equation. Allow someone else that is more credible than you (in this industry) to introduce this business to your prospect.

So now that we have discussed your main objective, let's talk about your approach strategy.

Here are some suggestions for you when making the first contact;

Start with small talk - “How are you, how is the family”. This is an important question because their answer may be very telling to their current situation.

Remember your excitement and enthusiasm is the key. This business is built on 90 excitement and 10% content “I’ve recently gotten involved with a new business I am SOOOO excited about.”

Build the value. “John, let me tell ya - there is A LOT of money to be made with this business and I think you might want to check it out! (If this is a product person then you might want to say something like "John let me tell you - I have something that I want to share with you that has done some amazing things for my health and wellness".

Offer your prospect a compliment. There is no better way to get someone to do something than to offer them a compliment. “I have always looked up to you and respected your opinion in business; I haven't been able to find any holes in it this opportunity and I would really appreciate hearing what you think?

Third party tool invite. "With your permission, I’d like to send over a short 15 minute presentation. Or, I have a short CD I'd like you to listen to while you are driving to work tomorrow."

Always ask for the commitment. "Would you be willing to watch it and let me know what you think? Or, if I give you this would you be willing to listen to it on the way to work tomorrow?"

Now, I know what you are all thinking. What do you do when they ask the million dollar question..."What is it?"

Here is the best way to handle the million dollar question…“What is it”
"I’m excited to tell you all about the details, I’ve got a more time tomorrow evening, will that give you enough time to watch the presentation and then I’ll have a little more time to answer any questions you might have."

Remember guys, the objective is to simply get them in front of the third party tool. Let the tools introduce the business. They won’t sell the customer for you, but your leaders understand how to break down skepticism, and get them to start asking questions. They are credible! They have had success so your prospect is more likely to listen to them than you!

Remember, YOU are your worst enemy when it comes to making an initial contact. The solution: Take yourself out of the equation. Let the DVD player, or the CD player and your leaders do all the work. Whyt? Because that can easily be duplicated over and over again.

Duplication is the key to your success my friends!

*Stay tuned for how to approach the follow up.

In the spirit of success,

Travis A. Flaherty 

Exfuze Global Director and Mastermind Alliance Instructor

http://teamexfuze.blogspot.com/ or www.iexfuze.net/flahertys

*To reveiew more of Travis's teachings, join the group Network Marketing - Dream Big, Work Hard and Go Change Some Lives.