Is Your Prospect REALLY a Prospect?

Why is it so many prospects say no?  How many people

have you spoken with about your opportunity, felt great about,

only to have them “disappear” on you and never sign up?

What causes it?  WHY do prospects who seem so great suddenly

get cold feet or simply vanish?

The answer likely is:  they were never a great “prospect” to begin with.

They were simply posing as one.

Listen...

Our job is networkers is NOT to find someone who is “interested”.  It's

not to find someone willing to listen to what we have to say.  And it's

definitely not to convince anyone of anything.

Our job is simply to identify the right people, and give them access to

information so they can make an informed decision about our product

and/or opportunity.

Sounds simple, right?  But the reality is that many, many networkers

struggle and experience disappointment after disappointment with

prospects continually saying NO or simply disappearing on them.

Why?  Why does this happen?

The answer can usually be traced back to the beginning of the

prospecting cycle:  the qualification stage.

I talk about this a lot in my mlm sponsoring tips newsletter.  Far too many

networkers make the mistake of identifying someone who claims to

be “interested” as a good prospect.  The reality is, someone expressing

“interest” means very little. There has to be something MORE.

There has to be a REASON that's driving your prospect! 

Example: 

a) Joe tells you he might be interested in making some extra money 

b) Steve tells you he's been looking for a business opportunity for two years
and is very interested in learning more.
c) Michael tells you he's been investigating ways to generate additional
income because there are a lot layoffs happening at work, and he
needs a “plan b”.

Which of these is the REAL prospect?

Many beginning networkers (and sadly, many experienced ones too) identify either

a & b (or both) as prospects... they're not!  They are suspects.. not prospects.

In the case of “a” Joe expression of “interest” means very little ... hey MAY or MAY not be a prospect. You need to probe deeper.

As for “b” Steve is a suspect, at best.  Two years is the giveaway... it's the CLUE that Steve is likely a tire-kicker.  The perpetual “seeker” who never seems to get around to taking ACTION.

“c” on the other hand (Michael) has a defined “reason”  why he's looking for a business.  Steve is a prospect.  Yes, you'll want to probe deeper and ask Michael more questions, but so far, so good!

The lesson to be learned is this:  REAL prospects have something driving them.  Something that's going to KEEP driving them to do their homework, show-up for their follow-up appointment with you, and get them past any “FEAR” and cause them to make a decision.

That same “something” is going to keep driving them to “stick with it” after the initial “excitement” wears off, and the going gets a little tough.  Those who don't have that “something” get easily discouraged after talking with a few of their “friends” who say things like:  “you're doing what” or “don't tell me you fell for one of those...” or “you're kidding, right?”

That “something” once again is a REASON.  A reason to do a business with you (or use your product).

Reasons like:  “I want to make more money” or “I'm into health (or whatever class your product falls under) are not enough.  So DON'T let your prospect (suspect) off so easy.  Probe deeper and get more than that.

Example:  You ask your prospect why they're looking for a business and he or she says:  “I'm want to make some extra money.”   What does that mean?  Doesn't everyone?  ASK your prospect more questions and find out if they're simply giving you a “pat answer” or if there's something more substantial underneath.  I like to say:  “Great Dave – but who doesn't, right?  Other than money Dave, what's driving you to look for a business opportunity like ours?”

Now here's an interesting fact.  When you ask a follow-up question like this, many prospects simply “draw a blank.”  They literally don't have an answer for you (or not much of one anyway).

Why do you suppose?

The simple answer is:  they don't have a reason.  They're simply casual, curiosity seekers... nothing more.  Try to sponsor them, and suddenly they “can't afford it” or are simply “not there” when you try to follow-up.  If you do sponsor them, they do nothing.

These are the people you NEVER should be wasting time with.  They're the ones you want to disqualify within the first 2 minutes of your conversation.  NEVER try and turn someone like this into a good prospect. You can't.  Sure, you might get them on board, but they'll never do anything.  Instead, send them on their way... and keep sorting.  Find people who are HUNGRY for what you have.  Not people who need it... look for people who WANT IT!

They're out there... but they're fewer of them.  So don't waste even one extra minute of your valuable time people who don't deserve it.  Instead, ask questions and sponsor the right people into your business.  Then, watch what happens to your business.

Until Next Time..

Mark Wieser

Mark is a full-time network marketer and a leading industry trainer.  You can get your hands on his insider sponsoring secrets (for free) at:

http://www.mlmsponsoringtips.com/