Prospecting

1. The Most Important Thing!

2. How you do it

3. What you say

4. What you give

 

1. The most important thing!

Despite our best intentions, when we communicate with others it’s what we don’t say that says the most! We’re talking about non-verbal communication. It’s been shown that around 60% of all communication is via body language, 25% is how you say it (voice tone, speed of words, excitement, etc) and the remaining 15% is what you actually say.

This tells us much about what to focus on in building a successful business and why self development is of critical importance. For example, we will share some ideas on what to say to prospects, however as you can see, you’re only getting 15% of the puzzle, it’s up to you to be willing to learn the other 85% and it’s this that we strive to teach our team members.

To give you some background on non-verbal communication so it’s clear in your mind.

In 1939 Semyon Kirlian accidentally discovered what is now known as “Kirlian photography” or aura photography. He basically found a way to capture the electrical fields that vibrate around our bodies at various frequencies/strengths. You know this from the good or bad “vibes” or vibrations you get from different people. You also know that your thoughts and beliefs control the “vibes” or vibrations you send others. For example think back to a time when you were doing something you really didn’t what to be doing and someone picked up on it. It happens all the time.

Below are some examples closer to home that if believed, will be projected onto our prospects via ‘vibes’ or vibrations even without us saying so! In other words, people will pick up what we’re really saying without us actually saying it!

1. You believe selling is bad

2. You believe you have to ‘convince’ people to buy products or sign up

3. you believe products cost too much

4. you believe people don’t really need these products

Alternately, successful distributors typically have the following firmly entrenched beliefs!

1. You believe and understand we all sell all the time! From asking someone on an initial date to working hard to gain a promotion in a job, it’s all selling! It’s encouraged you sell yourself not by flashy sales techniques but by the vision you have for your life, they way in which you are creating that vision for yourself, the beliefs you have and the integrity in which you live by.

2. You believe and understand that we’re not here to convince anyone of anything! We’re simply sharing an amazing opportunity and products with those with similar values/beliefs or those keen to develop similar ones via education

3. You understand the difference between cost and value! People that are ‘cost’ conscious make decisions based solely on the price of something. Pay peanuts and you get monkeys. People that are ‘value’ conscious purchase based on the value that the products provide them with and typically this works out far more affordable. For example, a ‘cost’ conscious person buys a pair of work shoes for $100 that last one year. A ‘value’ conscious person purchases a pair of similar shoes for $200 that last 5 years. After 5 years 1 person has spend $500 and the other has spent $200. These situations happen often because of the perception, beliefs and values held by the ‘cost’ conscious. In order to share true value with others you must first be able to see it and live it yourself

4. You understand that we are living too short and dying to long and that we are killing ourselves via our poor food choices and lack of essential nutrients. In 2002, after many years of ‘proving’ nutritional supplements aren’t necessary, even the American Medical Association in their journal (JAMA) finally ‘conceded’ and recommend that all adults should use a balanced nutritional supplement! That’s mainstream progress! In reality, those in the know have shared the value of high quality nutritional supplements for decades. Check out the quotes below:

• “A wise man should consider that health is the greatest of all blessings” – Hippocrates (470-410 BC) 

• “Vitamins, if properly understood and applied, will help us to reduce human suffering to an extent which the most fantastic human mind would fail to imagine” – Albert Szent-Gyoryi (1893-1986) Nobel Laureate in Physiology and Medicine 

• “Optimal nutrition is the medicine of the future” – Dr Linus Pauling (1901-1994) Nobel Laureate in Chemistry (for his work on Vitamin C) and Peace

So the question remains, how do we improve our non-verbal communication?

Continually ensuring we don’t confuse intention for accomplishment! Take action everyday and learn by doing!!!

Self development and continually improving our belief systems, values, thoughts, habits, self worth, etc

Attending all business building events promoted by the company and your sponsor!

Learning from our sponsors/up line team members as much as possible during presentations, training calls, emails, etc

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2. How You Do It

Most successful distributors look at prospecting simply as sharing. Sharing either business opportunity or sharing the benefits of the products with those interested. We are simply matching people with opportunity or products and we get paid for brokering that match or any match that occurs on our business with or without us!

We share via education with those interested in learning more about increasing their wealth and/or health.

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3. What You Say

‘Less is more’ when it come to what to say when prospecting. When asking a potential life partner out on a first date, you don’t tell them “we can live in X house, have 3 kids, holiday in Europe twice a year, send our kids to school X and retire in Hawaii”. That far too much information nine out of ten times and will probably scare them off! Instead you usually go with something simple “would you be interested in going for a coffee?” It’s the same with sharing this business opportunity! Instead of telling our prospects everything, be brief sharing only enough to have your sponsor present to them. How brief is brief? Anything more than 5 lines is generally too much!

Your Business Development System (BDS you received in your initial pack and available on your online business manager under the ‘training’ link) is excellent for this! Study it and listen to the CD’s and online presentations/training!

Here are some specifics - when sharing information with product users or potential preferred customers (which everyone you know should be!) there are 3 kinds of people:

1. Those that use nutritional supplements – “use these supplements, they’re the best around” or “look at this book, the comparative guide; you’ll see not all products are made equal! As you value your health I can get you distributor prices on the best products available”

2. Those that don’t know to use them and are keen to – “use these, they’re the best available and they flat out work!”

3. Those that are against the use of nutritional supplements, don’t work, expensive urine, etc – “I’ve come across information that suggests otherwise, when you want to learn more, you’ll let me know”

When sharing information about the business opportunity and creating wealth, a great method is to ask the question when ever anyone you know complains about health, time or money “are you interested in doing something about it?” If yes, set a time to sit down with your sponsor and show them what you are doing about it. If they are just winging, don’t say anything as you not here to convince anyone of anything, simply move on!

Another option is to ask your prospect “Do you know why people join network marketing/our businesses?” No “I’ll show you” – go on to show the value in leveraging time and income via the pay plan and training/support!

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4. What You Give

“Two a day and follow up will pay!”

...is saying developed by the most successful distributors in the business! Meaning, share two tools everyday with people you either know or meet and follow within 48 hours “do you see value inn this business?”, “would you like to have this kind of business income?”, “when would be the best time to get started?”

Use tools for leverage! Your time is very valuable don’t just give it to everyone who asks! When you get good vibes from the person, spend some time; if you’re not sure pre-qualify them using any of the available tools relevant to your prospect! If they pass the pre-qualification (the want more information) set them up to hear the bigger picture with your sponsor ASAP!

Simply do this twice a day with genuine urgency and excitement working towards your dreams and goals…

“There are two requirements – and only two – to build a big business. They are a dream and the willingness to trade seven to ten hours a week for that dream… The best place to start is knowing your dream. And, making sure it is a big one… When you have a big enough why, the how comes easy… To turn fantasies into dreams, and dreams into commitment – your dream must be stronger than your fears!” – Randy Gage in ‘How to Build a Multi-level Money Machine’. Prima Publishing

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