column · January 2018
Three Steps To Effective Prospecting
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Three Steps To Effective Prospecting. By George Madiou
I've often said that, here at TheNetworkMarketingMagazine, by far the most popular subject that we've ever covered was prospecting.
As a matter of fact it's not only the number one subject that the magazine has ever covered, the number 2 topic is the next 9 subjects put together, and that number 2 is a distant second!
There are many skilled leaders in network marketing that have the ability to prospect effectively. Some of these people, you can drop into a town of 300 in the middle of a desert and at the end of the month they'll be driving out of that town with the pink Cadillac!
For most networkers that's not the case.
Most networkers, both new to the business and networkers who have been around awhile, have both the fear of talking to people and the inability to really understand what it is that they should be talking about.
Over the years that I've studied this phenomenon, I realized that there are a handful of things that take prospecting to an effective level.
These three things are......
- The questions that you would ask someone and where do you ask it
- What is an effective way to get someone's attention.
- What is the system to track the people (in your pipeline) that are listening to you and the ability to continue to answer the questions of concern to them and follow up with them.
Number one, asking the right questions, just requires listening to what the other person is saying or has a concern over. The where part of this is, the appropriateness of entering into a conversation. Sometimes having a lengthy conversation is not appropriate at the time so this is the reason why it's important to get their attention and to say something that possibly addresses what they have a concern over and to allow them to know that there is a solution to there situation.
The opportunity to go into more detail at the appropriate time can then satisfy your prospects curiosity by getting them onto a pathway where they understand that there is a solution and maybe a great solution. Most of the time, for someone to understand that there is a great solution to their situation, they have to hear it more than once and hear it in a number of different ways. The big companies have learned to solve this problem and if you recognize how they do it it's through repetition. That's because a person doesn't make a decision just with the first time exposed to an idea. Statistically, it takes a person 5, 6 or 7 impressions to understand that what they're listening to really has value to them.
Over the years I've been successful in answering a question and giving information through the use of Technology specifically that technology is the use of sales funnels.
The first part of the sales funnel is an opening. That opening might be a short video that addresses a particular problem and a solution to that problem. That video usually is less than a minute but it's enough to get the attention of the person watching it, to a point where they want to know more in the second step.
The second part of the sales funnel is the end of that initial impression. Making that initial part, of what we call the lead capture page, Moves your prospect down a pathway of getting more information. This will satisfy your prospect's curiosity.
The lead capture page consist of asking for just a first name and email address to get "the rest of the story." While we're moving our prospect down a pathway of the rest of the story, from the first video, it also allows us to start a autoresponder email campaign (adding to the number short impressions the prospect is exposed to.) This campaign should be between 6 to 8, two to three line informative emails and it could could be as much as 12 or 15 short short emails over a period of time.
These emails just add to the verification that there is a solution to the problem that will be solved with an effective, personalized "call to action" with each problem solving email.
Additional pathways in the sales funnel is the ability for the prospect to go down different informative paths. One direction may consist of information or additional videos of what could solve their problem based on your product or service or it could move them down a pathway if their problem revolves around money and could address that by showing your prospect haw your opportunity addresses that.
The sales funnel has the ability to be used whether or not you are passing that information on through a link on a business card or sending it in an email or a text message or utilizing it with some of the new technologies that are out there.
They are prompted to get the rest of the story by putting their first name and email address and as soon as they do that it opens up to the rest of the story of the initial 1-minute video simultaneously it moves them to a auto responder email that may start an email campaign talking about specific products and how it overcomes the problem we are solving for them.
It doesn't matter what systems you use, what does matter is that you are getting your message in front of great prospects and you use a system that gets a complete and effective message to that prospect.
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