In the home based business industry, the art of prospecting is the key to your success. Its not hard to advertise your opportunity, but how do you handle your prospect once they contact you to inquire about what you have to offer! Here are 8 keys to mastering the art of prospecting.
1. Smile with enthusiasm:
Are you aware that 93% of all communication is non verbal! If you are smiling while speaking with your prospect on the phone, they can sense that. Wouldnt you much rather speak to someone who is upbeat, happy and enthusiastic? I think we all run the other way when a telemarketer calls with that flat voice and unenthusiastic manner. Dont let that be you, smile.&
2. Do not put words in the prospects mouth:
When talking with a prospect, listen to what they have to say. Just because they respond to something about a question that you have asked doesnt mean that you automatically know what they are talking about. For instance, if they say they are a mechanic, dont just assume that you know all about mechanics. Remember, people love to talk about themselves so let them talk.
3. You must ask questions:
The person that asks the questions is the one that controls the conversation. Never ask questions that require a yes or no answer. Keep them talking about themselves and delve into who they really are and what they are looking for. This is the only way you will find out for sure if this person is serious and someone you want to work with. Are they dependable, are they a team player and are they self-motivated?
4. You need to be yourself:
Dont try to be someone that you arent when talking with a prospect. Just be yourself and speak to them like they are an old friend. Remember, you are looking for someone to join you in your business opportunity so you are seeking out good quality people. Dont be afraid to ask questions and have control of the conversation. Never come off as someone you are not. Just relax and be yourself.
5. Identify needs, interests, strengths and goals:
When talking to your prospect you need to identify their needs, their interests, their strengths and their goals. When identifying your prospects needs, ask them what type of income they want to generate in the next 12 months? Are they thinking of replacing their current income or just supplementing it? When identifying your prospects interests, ask them what they enjoy doing for fun? When identifying your prospects strengths, ask them what they do for a living? What do they like about it? When identifying your prospects goals, find out why they are serious about starting a home based business. They will answer that question with a list of their goals.
6. There needs to be urgency:
When talking to prospects, make sure that you tell them that you are making a decision within 48 hours. When there isnt any urgency in making a decision, people put that information on the back burner or just forget about it. They dont see the importance in the opportunity. If you have to make a decision within a short amount of time and they are truly interested, they will make the time to review your information and be there for that follow up appointment. Remember, you only want motivated and serious people anyway.
7. Always have enough leads:
In order to be successful in a home based business, you need to have an ongoing supply of fresh quality leads. If you are marketing your product on the internet, make sure that you have at least 20 people a day opting into your site so that you can contact them. If you prefer to purchase leads that are interested in a home based business, you need to call at least 200 leads each week. If you are making money with your business, always be sure to put money back into your business. This is how you will remain profitable.
8. Follow up:
The way to be successful in this industry is to always follow up. Talk to your prospect and find out what type of person they are, send them information on your opportunity for them to review and then follow up. The closing is in the follow up.
I hope these tips have been helpful. Remember that the art of prospecting is the key to your success.
Adrienne Smith is an internet marketing consultant and work at home business owner. She enjoys helping others succeed in all areas of their life. To read more about her, please visit her website at adriennesmith.net.
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