Prospecting

All of your marketing skills and techniques are going to be used to bring in the leads that your business will feed upon. Your prospecting skills, that you develop, will turn those leads into cash in your pocket. This is going to be a well oiled machine once you get it going.

Becoming proficient at prospecting is going to take some education. Prospecting always starts on a physiological level. This is where most people, including myself, fall flat on our faces.

I was not born with an A-type personality. I was more of the, sit in the back of the room kind of guy, and just listen to people. I learned that listening skills are very important when it comes to prospecting, but it is only part of the equation. You still have to know when to listen and when to talk and what to say when you do talk.

This might sound harder then it really is. We always tend to make things more complex then they really are, like when it comes to prospecting.

When I was employed as a loan officer at a mortgage company, we did a lot of cold calling. I was told that if I got fifty NO’s I could go home. I thought this would be easy. At first I got some NO’s. Then I got some “Not interested”. Then I would hook an application. Applications took a little time. Then I would start again, and before I realized it was time to go home and I didn’t get my fifty No’s. My fears of rejection were unfounded. I was fearful for no reason.

As I educated myself on our products, and the prospecting techniques that I would use, I could relax and be myself. I could now use those listening skills that I had, and work on the others that didn’t come as easily.

All those calls and all those hang up’s were only a training exercise for the development of my prospecting skills. All those negatives were bringing me closer to all the applications and all those people that would say yes. My fears were all physiological. Prospecting is fun. Your phone is a friend. Those people that said no brought me closer to those that would say yes.

Remember, this series is about attraction marketing. We have already talked about zeroing in on your target market, which is other network marketers. We covered that in the first article of this series. When other network marketers are your target, the return on your investment will be significant.

Embrace the art of prospecting. Embrace all the no’s. Prospecting will become a fun daily routine that you will look forward too. Yes I said a daily routine. Because if your not prospecting, your bank account is not growing.

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