Why do I need to Prospect?

Written by wendy elwell on Jun 6, 2011 12:12 pm

http://www.youtube.com/watch?v=9ODe-gUGdkk

Prospecting is a huge piece in building a business. Prospecting is often referred to as a money making activity. An activity, like it or not, that will have a huge affect on your business. Many marketers forget how important it is in building and maintaining their business. So many of us internet marketers get caught up in generating leads, writing content, developing videos, using our systems, that we forget how important is it is to connect with our leads. Calling and reaching out to our leads will dramatically grow your business.

Prospecting is good at targeting people and getting to know if they are people you really want in your business. With professional marketers they use prospecting as a way to sort people, amateurs try to sell people. Professionals will ask targeted questions that qualify people for your business. Amateurs sell the product right out of the gate. Your goal should be to prospect and talk to at least two new people a day. Work on building a friendship first. Ask questions about their needs, their strength, and their goals. A common accronym used is FORM.

Family
Occupation
Recreation
Message

Start by asking questions about their family, are they married, do they have kids, etc. Then talk about what they do for a living, why do they like what they do, why don't they like it? Then ask what they like to do for fun? Then if it appears they are someone you would like to go into business with, then present the message about your business. You always want to provide value to all of your prospects. They want to feel they are going to be receiving something for taking the time to talk to you. Getting to know people and showing you are a friend first will go a long way in business. Truthfully, the business is not the products or opportunity you represent, you are selling yourself. People have more loyalty in people, not products