The RIGHT Questions Can Turn A New Acquaintance Into A Prospect
If you’ve been around network marketing for any
length of time, you’ve no doubt been advised that
listening is critical to effective prospecting.
You know…that whole “two ears, one mouth” thing
Listening is easy IF the other person is talking,
but how do you get them to open up in the first place?
Like I said in my last post (check it out here if
you missed it), our primary goal in prospecting
should be to make new friends.
Imagine you’re at a social gathering of some kind…
What do you say/do to meet people and make friends?
Right. You ask questions.
Where are you from?
How long have you been living here?
What do you do?
Finding out if your new acquaintance is a potential
prospect is no different, however, knowing the
RIGHT questions to ask to keep the conversation
flowing naturally is KEY.
Practice Active Listening
Listening is a skill.
It can be learned, but I believe we already know
HOW to engage someone in conversation.
We do it all the time in our everyday lives.
When you’re prospecting, however, there are some
things you’ll want to keep in mind.
For instance, your questions need to be open-ended.
By that I mean, they need to be phrased in a way
that naturally causes your prospect to give you
Avoid “yes/no” questions as they can quickly bring
a conversation to a halt.
Rather than “Do you like living here?” ask
“Why did you move here?” or “What do you like about
Using why and why-type questions can uncover their
real motives and feelings.
“Why are you dissatisfied with…?”
“What’s happening in your life that’s causing…?”
These types of questions show that you’re interested
and will draw them out
And be sure to PAY ATTENTION to their answer and
RESPOND to what they said.
This is NOT about going down your “questions checklist”
These are a few questions I got in a training I
attended that you might consider using to take
your new friend from “hello” to “where do I sign up?”
They may seem like common sense, but ask yourself…
When was the last time you paid attention to simple
questions like these…
* Where are you from?
* What do you do?
* What does that entail?
* How long have you done that?
* What did you do before? (don’t ask this one if
they’ve been doing the same thing for a long time)
* How are you being affected by what’s happening
with the economy?
* How do you like what you’re doing?
* Have you ever thought about doing something else?
These questions will cause conversation to flow
naturally, and it’s likely the other person will
ask what you do.
As I mentioned in my last post, DON’T launch into
jargon and start spewing information on them!
Tell them BRIEFLY what you do, focusing on the
benefits of your product, NOT the features!
(more on that another time)
Then you could ask something like…
* Are you familiar with the Network Marketing
industry? If yes, then
*What experience did you have?
If they were previously involved with a network
marketing company, you could follow up with…
* Why do you think you weren’t successful?
* Would you be interested in looking at another
company if it didn’t have those obstacles?
I want to be clear
This is not about forcing your conversations through
some list of questions.
It’s about having a framework of questions to help
facilitate conversation with the people you meet
and possibly help you discover a potential team member.
Remember, really successful people have lots of
friends many of whom are not part of their business.
So go make friends…and have fun!
If you’ve found a question (or two) that has helped you
engage better with the folks you meet, leave a comment
below and tell us about it. And be sure to vote for and
share this post if you found it helpful.
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