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Online Newsletter Going After Prospects 1. Know where you want to go and shoot in that direction. 2. Take a lot of shots...again and again, day after day. 3. Not all shots will make it into the net. 4. You'll be cheered for the ones that do!
1. As you think about a prospect (friend or stranger, doesn't matter), gather what you know in your brain. How old is this prospect (couple, man, woman)? What do you know about this prospect? What is his personality like? Is he a risk-taker? A thinker? An entrepreneur? An introvert or extrovert? How does he make his living? What products are most likely to interest him? Whom does he know? How well liked is he? You won't know all of these things to a certainty, but you will have some general ideas. Where has he lived and gone to school? Where does he have relatives? What do you know about his debts and financial stresses? What are his hot buttons? Does he like to speak publicly and motivate people? Does he like to write? Does he like to lead? Does he like to travel? Does he have obvious needs for indoor air purification, ionized water, LaundryPure, or supplements? Should you approach him first with the business, with the products, or with both? How strong is your referral or connection? Will he be eager to hear from you? Don't dwell on the reasons why a prospect won't be interested. Instead, think of reasons why he will be interested? If a prospect doesn't measure up to the standards you are targeting, move on to another prospect. Prospects are everywhere and they are free. See our Spiral Notebook Plan page Don't take a week to gather your thoughts about a prospect. Do it in a minute and then make your plan! There will be gaps in what you know, but this is good advice in any case. Have you thought about prospects in this way before? 2. Don't work with only one prospect at a time. Build up enthusiasm for each prospect, but start thinking about at least 29 others. If you go after one at a time and are rejected, you feel like a loser. Your box score is 0 wins, 1 loss and the season is over. If you go after 30 at a time, each time one says no you will immediately have hopeful thoughts about the others. Okay, I still have 29 more possibilities. Okay, 2 down, I'm bound to score soon. See how it works? 3. Show Vollara based on what it can do for the prospect, not because you want to make money off each guy.Approach possibility: "I have some information that might be very valuable to you and yet there's no one around to introduce us. Do I look like someone you might like to meet for one minute?" 4. No one prospect will make or break you. Even your favorite prospect (the one you thought would surely do it) may say no.5. Don't sell yourself on the idea that there might be a better way to recruit a particular prospect. No one really knows. Some people are great recruiters. They can bat 5 for 5, but it's not because of their specific technique. It's because they BELIEVE in their technique. You could use their exact technique and bat 0 for 5. Your technique may come natural or it may have to be developed. Every prospect is a great one to practice on. 6. The first step is called the Approach or Icebreaking. When your enthusiasm and sense of urgency are high, this step is easy. When you are broke, scared or uncertain, it is hard. Either way, you have to do it. Sometimes you can make an Icebreaking Approach (in person or by phone) with the help of your sponsor. In special cases your sponsor might send an Icebreaking mailing (sometimes called a Care Package) for you. As a rule, however, a new dealer should do his own Icebreaking. If everyone breaks his own ice, the uplines can save their time to help with the really good prospects. A newcomer who breaks ice with 20 friends might expect to find 3 or 4 who are good enough to warrant help from an upline leader. 7. Next comes the presentation. This can be done in person, by phone, at a meeting, or in conjunction with a web site. Certain topics should be touched upon: The Company - Strengths, Unique Qualities, a little History, the Present, the Future, the ownership/management. The Product Lines - The Vollara Business Opportunity is our #1 product. Under the company umbrella we have air purification, water ionization, LaundryPure, nutritional supplements, Shape Your Weight products, and SteadyPower. The Opportunity - Casual participation, selling, or building a network empire. Come in under Vollara's Umbrella in whatever area and capacity fits you. Recruit others and allow them the same freedom of choice. You benefit from the whole interactive system. Give examples of what is possible. How To Get Started - A Fast Start Pack can be selected based on the needs and ambitions of the person joining. Start With Planning, Icebreaking, Selling, Recruiting and a Meeting - The recruiter might have a planning discussion with his new distributor: "What level of participation is right for you? What is your rank goal?" Depending on circumstances, the sponsor and other uplines may be able to help: "I'd like to help you with 2 or 3 of your best prospects. Then you'll continue on your own. Later, I will try to Reach Over Your Shoulder and help a couple of your best people. This is called overlapping support. Our goal is to build a perpetual group that will take on a life of its own." Another important possibility: "Lee, I'd like to do a meeting in your home one week from now. I want you to invite 30 people. We'll also try to get your first few dealers working on bringing guests. Are you ready to commit to a meeting date?" Do A Lot In The First Five Days! - Planning, Studying the Compensation Plan, Ordering Your Products, Listening to Conference Calls, Starting Your Prospect List, Making Your First Icebreaking Calls. Upcoming Events - Announce YOUR next local event, give out the company conference call number and times, offer a planning session, agree on a time for a follow-up call. Before we leave, would you like to take a Fresh Air Surround home to evaluate and work with? Thanks for coming. 8. Follow- up is probably ten time more important than the first call or first appointment that you were so worried about. Call back exactly when you say you will. Meanwhile, send your prospect something by snail mail. As soon as your first call or appointment is over, put something in an envelope and hit him by mail. Email, email, email is not enough. I don't care if he lives next door or across the country.Save your big guns for the time when your prospect is really ready. You don't know how good a prospect is until you break the ice and feel him out. If you have a powerful upline who is willing to do a 3-way call, it still might be best for you to make the first call, maybe the first and second call. Wait until your hot prospect is EAGER to talk to your upline. Sincerely, Bob Giddens
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