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Prospecting
This business
is about sharing our products and our opportunity with people. They
themselves will decide if they want to try the product or join our
program; our job is to inform them about it and give them the choice
to decide. So with that said, pretty much everyone over the age of
16 we meet is a prospect for our business.
Personally,
when I am asking people to evaluate our business opportunity I look for
certain values in people. I look for people with drive, with vision,
people who are self employed, go-getters, people who have an
entrepreneurial spirit.
I always
approach this type of person first as they are the people I want to be
in business with. When I am looking for players then pretty much anyone
over 16 is a prospect – that’s what makes this opportunity so exciting.
It truly does appeal to the masses.
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| 2. Different types
of prospects |
There are two
types of prospect which you will hear people mention on our conference
calls.
Warm Market
– your warm market is all the people that you know. People you have an
existing relationship with.
Cold Market
– this is all the people that you don’t know. People you meet in the
street or who respond to an advert. Online leads that you purchase or
people who respond to a flyer or prospecting card.
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| 3. Where do we find
prospects |
First we start with your Everyone You Know
List. (If you haven't already, please download these 2 documents by
right clicking on the name or image and select "Save target as" Then
print them)
This list is so
important; we all know at least 200 people. I like to call it your never
ending list as you are always meeting new people - so add them to your
list.
Statistics show that
people who build lists generally succeed and statistics also show that
those who don't build lists generally fail. That's not me saying this -
it's statistical evidence, which group do you want to be in?
FROGS
F = Friends
R= Relatives
O= Organisations
G= Geography
S= Same
Make a list of your Friends names first, then Relatives
then Organisations you know
(societies, clubs, etc) then Geography (people you know
in other parts of the country or other countries). When you've done all four go round each list again
(Same) who do you know who is a friend of a relative, relative of a
friend, has friends in organisations etc etc and keep adding names. Use the memory jogger
to remind you of people you DO know!
Look in the back of
the Yellow Pages and go through each occupation asking yourself - Who do
I know or do I know who knows a... "Actor, Arborist, Baker,
Butcher," - go through the whole list...
Never be afraid
to ask for referrals. When speaking to people about e-lottery always ask
if they know anyone who would be interested. You will be surprised at
how many people you can introduce this way.
In the next 12
months imagine how many new people you will meet. Chances are you will
meet hundreds of new people. Always put yourself in a position where you
will meet new people. Seek opportunities, be creative.
When meeting
new people you have to be prepared and ready to share e-lottery with
them. Always collect people’s business cards or contact information so
you can follow up at a more suitable time.
In trying to
find people to talk to about our business you have to become creative.
You can place
personal adverts in your local paper, buy internet leads, use banner
ad’s, hand out flyers and prospecting cards, meet people online and in
chat rooms, attend business seminars and trade shows – the possibilities
are endless. However bear in mind that with this cold market
prospecting there is often a cost so you need to plan accordingly.
Step 4 covers how we build our
business and walks you through our 4 step prospecting system but here I
want to touch upon some other aspects of prospecting.
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| 4. The speed at
which you prospect |
The speed at
which you do all of this is the most important part. If you do it
quickly and introduce some people then you start to build
momentum.
If you just
plod along and bring someone in every now and then; your business will
grow, but very slowly.
Momentum is the key, for you and people
you introduce. Take all out massive action for your first 90 days and
you will create a lot of momentum in your business.
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| 5. Your prospecting
pipeline |
The people you
have going through the 4-Step Sponsoring System
in Step 3 we call the pipeline. It
is your pipeline of prospects who are currently reviewing our
opportunity.
You should have
a minimum of 15 people in your pipeline at any one time.
You should be
speaking with a minimum of 3 people per day. More if you want to do this
FULL TIME.
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This is a
business that most people can do. To put someone through our
4-Step Sponsoring System is not hard, we
just invite them to listen to a call, watch a movie, look at our website
and then let an upline leader answer their questions and enrol them – so
the skill of enrolling someone is not hard.
So, what sets
the successful people in this business apart is their attitude.
You have to
consciously make a decision and commitment to yourself that you are
serious.
Then make a
plan of what you want to build.
Expect lots of
people to say no. You will get more no’s than you get yes's but don’t
worry, if you expect them it’s not a problem.
Remember this:
SW SW SW SW - Some
Will, Some
Won't, So
What - Someone's
Waiting...
Be
professional, follow up and always be on the look out to speak to new
prospects.
Conduct your
business like a business. Organise your time, and be on time. Always
follow up with people (on time).
No is not no
forever, diary people and ask permission to ask them again in a few
months. And do so.
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Now move on
to step 3 |
