Understanding prospect psychology is the key to your Prospecting Secrets.
How does the thought of talking to your prospects on the phone make you feel? Do you practically break into a cold sweat worrying about the questions and how you are going to answer them when that phone rings, do you feel anxious and nervous at the thought of rejection. If this sounds familiar then read on to learn how to overcome these issues.
Your problem lies in your mindset, if the thought of talking to someone about your business opportunity scares the living daylights out of you then you either need to go and study up more on your business opportunity or you need to change the way you think about yourself and your relationship with your prospects.
I know all about this as I was once the person that would practically break into a cold sweat while my heart seemed to beat out a drum solo like the Motley Crew drummer (Tommy Lee) at a live concert. Then one day it hit me like a bolt of lightning out of the blue, not that I can take credit for what I call my arhaah moment, I had already received the best training available in this and I knew all of it but there was still one thing holding me back, It was me.
I still had to have that ever important moment where my mindset shifted. Before this, I was still scared of my prospects and terrified of rejection. If I had of sat back and not gone seeking help for these issues I would still be that same person today. I learned about prospecting and how to deal with difficult people that didn’t seem to be able to make a decision one way or the other, You see I would always end up being Mr. Polite “Yes Man” trying to develop friendships over getting down to business. Bending over backwards and jumping through hoops for people that were indecisive and just plain difficult…
Now before you start thinking of me as a rude ignorant pig, which I can assure you I AM NOT. Lets delve into the, you / prospect / phone scenario and see if this any of this sounds familiar.
You have been busy marketing your business opportunity, you have been adding your contact details and phone numbers to all your marketing efforts, you have studied your business opportunity and you are ready to answer all questions and explain why your prospect should join your opportunity.
Your phone rings and it’s a bloke by the name of Robbo on the line and he is interested in knowing more about your business opportunity.
The first question comes and it’s more than likely going to be something like: Tell me why I should join your company. You answer with something like: Our company is exploding we have the best product on the net and it practically sells itself, the compensation plan is awesome and this business is growing exponentially worldwide, you have the potential to be earning a corporate level income in 90 days or less. (Sound Familiar)
At this point it’s highly likely that Robbo is thinking: (Where…. have I heard this before!)
Now let’s look at this from a completely different angle and a much better approach. For the purpose of this article I have pulled a fictional character out of the hat and named him Robbo.
Robbo calls you to ask why he should join your business. You respond with: (Robbo, Im not sure you should join my business.) You pause for a few seconds then add, tell you what, let me ask you a few questions to see if you fit the mould of what we have going on here.
You have just instantly turned Robbo’s perception of how this conversation was going to go upside down and distinguished yourself on an entirely different level to just about every other marketer out there.
Here’s another scenario: You have Robbo on the phone for the 3rd time in as many days, you have been through all the information about your business opportunity and products and you have already answered all his questions. Robbo has everything he needs to make a decision, yet he is still saying something like: Thanks but I want to think it over some more and let you know.
Most marketers will respond with: Sure… go ahead take your time, how about I get back in touch in a couple of days, is that OK?
That’s not leaving you in a position of leadership.
Try This: Come from a position of strength and surety.
When Robbo tells you he wants to think about it some more and let you know. Respond with something like this: Sorry Robbo but… NO. You see I am only willing to invest my time with people that are serious, decisive, dedicated and able to take action. You have done your due diligence, asked some really good questions and shared with me some great reasons why you are looking for a business opportunity just like this. It really is time to make a decision Robbo would you like IN… or OUT?
Now don’t say anything and wait for an answer, if Robbo is still unable to make a decision you politely let him know that at this point in time he is OUT and finish the conversation, you could explain that he is welcome to call you back if he makes a clear decision to get IN, but until you hear from him your marking him as OUT, don’t call him back, move on and forget about Robbo. (He may come to realize that you had something great to offer and call you back, but if not, just remember that Robbo will be just as unable to make a decision tomorrow with a different business opportunity and a different rep as he was with you. You really only want to put your time and energy into people that have the ability to make decisions and take action.
We Have All Been There Asking Permission Being Overly Polite.
In my personal opinion, we as network marketers and online marketers are all so polite because of one primary reason: Mindset
We have all been there asking permission for this, would you mind if I sent you that, when you find the time…, would it be OK if…
Imagine you are on the phone with a prospect and you know they are seriously interested in your business opportunity. What do you do next?
Would it be OK if I sent you some more information to look over? This is a clear case of your mindset being in the WRONG place.
Don’t mess around, make it CLEAR AS CRYSTAL that you are doing THEM a favor by making this information available to them.
If at this point you are not thinking (I am doing THEM a favor) then it’s quite obvious that your mindset is all backwards and inside out. Speaking for myself, even after I had learned this it still took a few more months of marketing experience and training to fully comprehend and become at one with this state of mind. My lack of experience and confidence would always see me ending up back in the roll of Mr. Polite and I would find myself saying things like would you mind or would it be OK.
My point here is, you can read about mindset all you like but I believe it only comes with experience and knowledge, so if you are like me just stick at it because your ahaaah moment is only just around the corner, education and experience is the key.
Most Network Marketers live in hope that their products and compensation plan will get them across the line. But the reality is, people would rather join under someone that has the ability to teach and lead them where they want to go.
Let them know that along with YOU they will be joining a team of dedicated professionals that will help them achieve success. Be the leader they are looking for and always make the success of your downline your number one sincere priority. Do that and you are bound for success.
Imagine: You have a business proposal to put forward to some investors, it has the potential to make you all some really great money, you arrange a meeting so that you can go and put forward your proposal. Do you go to that meeting saying things like, would it be OK if I called you in a few days, is it OK with you if I give you some more information. How do you think that’s going to go?
If your still struggling to get your psychology in order and master the Prospecting Secrets just keep at it, continue learning and implementing what you learn, spend at least 2hrs a day working on the 2 primary things that bring income (Recruiting & Retailing) and Success is bound to follow.
If you are like I used to be and practically have an anxiety attack when you have to talk directly to prospects on the phone or even online using Skype or another service then you need to get a copy of this brilliant resource “Black Belt Recruiting” and learn how to deal with any issues that spring up when you are communicating with potential team members and company rep’s.
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