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Top Qualities To Look For In A Prospect

Top Qualities to Look for in a Prospect

As you begin to build your MLM business,  you will not be able to avoid the task of recruiting new prospects.  Sometimes you may want to, but it won’t work…:)  So how can you best maximize your time to focus on those that have the potential to be great MLM leaders?  Over the last ten years, I have figured out there are a few key traits that you should be aware of as you go through your recruiting techniques.

Entrepreneurs MLM Leaders

Previous Success: The chances of you being able to convince a fairly successful prospect to leave their current MLM network to join yours is highly unlikely.  However,  people who have success in another field are exactly the kind of prospect you should pursue.  I was that prospect.  10 years ago I was brand new to network marketing but I brought with me my previous success in business and real estate.  Any prospect who has some success in a previous field could be classified as a greater fit for MLM than someone who has dropped out of school and hasn’t had great employment history.  We aren’t looking for the couch potatoes…Working hard and the desire to obtain goals are traits your  MLM prospects must have.

Ambition: Successful people tend to share this common trait. We are hungry, driven, and are just plain looking for more out of life.  The status quo just won’t do and we tend to be visionaries, looking for the next steps to making a better life and how to achieve it.  The prospects that possess this trait are a hot commodity so try to add as many people with ambition as you can.  I have always been driven to succeed whether it was UC Berkeley, IBM, cooking school or investing in real estate.  Look for people who have that drive.  It will be so much more fun for you to work with them.  And if you aren’t that ambitious person yet, then really think about what your vision for your life is and make a decision to go for it.

Learning Training

Willingness to Learn: Regardless of where the prospect may be starting from, there’s a decent chance that there will be things that they’ll need to learn and be coached through so they have the tools to be successful.  The prospect’s willingness to be coached and taught is a crucial element.  As you discuss the opportunity with your prospect, are they cutting you off during the conversation?  Do they seem to know everything there is to know about MLM? Keep in the back of your mind “Are they coachable?”.  If they aren’t willing to learn anything or take your advice, then chances are they may not be the great prospect you were looking for.  Keep that in mind for yourself too – none of us have all the answers and the more open we are to learning, the faster we and our businesses will grow.

Entrepreneurial Mindset: As you first begin to interact with a prospect is when you should start to assess them and figure out what their motivations are.  The important part is determining their mindset about finances and money.  Do they think that making money is about having a job and getting paid or is it reflected more in an investment and profits sort of way? Don’t get me wrong.  Wage earners play an important role in society but the hourly earning approach may not necessarily make them into the MLM leaders of tomorrow.  It might but it might not.  A person who has knowledge about owning a business or investments may be more likely to possess entrepreneurial qualities and have a better understanding of the startup costs that are required to begin and know that building a business doesn’t happen overnight.  It takes time and the entrepreneur knows that and is willing to put the time in.  If you have limited time for prospecting, then focus on small business owners.  It is the best use of your time!

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Upbeat Attitude: You won’t like being around or be willing to coach prospects with a negative attitude.  It can be difficult to be around people that have a constant pessimistic outlook on life.  Our MLM business works so much better with people that are upbeat and positive.  Those negative people will need to have a huge change in their mindset in order to make it work.  Make sure to pursue the prospects that possess that positive outlook already because it’s those people that will potentially have an easier time prospecting themselves and won’t be discouraged at the first signs of difficulty.  And if you have a debbie downer attitude, get to work on seeing the cup is half full instead of half empty.  At least half full.

Self Starter: These are the type of people who will go out there and get things done.  Having people that are self-motivated as part of your team will prove to be a great asset as they are capable of identifying their own strengths and weaknesses.  Self-starters aren’t waiting to be told by anyone on what their next steps should be.  They recognize what paths are needed to be taken and take action.  These prospects will typically show the most enthusiasm.  I was a self-starter in this business 10 years ago.  I didn’t know what I was doing but I didn’t wait for someone else to tell me.  I figured it out.  If you have a great upline and training system to tap into, then by all means that is a great place to start but don’t tell yourself you won’t make it if you don’t.  It is amazing what we can achieve when we decide to.  I am so glad I decided!

Communication

Communication Skills: Prospects that have the ability to communicate clearly are a bonus to any downline.  Communication is more than being able to relay the messages they’re trying to convey but listening as well.  We want to listen twice as much as we talk.  Ask great questions.  Draw people out.  Show interest in what they are saying and being able to effectively express your own thoughts through verbal and non-verbal cues is a skill that can help grow any MLM business.  Look for people who are good at talking to people and care about communicating in a positive way.

These are what I consider the most important traits to look for during your prospecting time. Keeping them in mind as you speak with people will steer your efforts and time towards those who can help you get where you want to go faster and with more fun!

 

kathleen-deggelman-blog

NETWORK-MARKETING-ROCKSTAR

P.S. I hope you found my article useful on the Top Qualities to Look for in a Prospect. If you liked this blog post, I think you will love my blog post on How to be a Better Sponsor.

What To Do When Your Warm Market Ignores You

What to do when your warm market ignores you

Anybody have this issue?  There’s a chance that your warm market may have stopped responding to your e-mails and, possibly your calls.  This may make the building of your team seem difficult.  I have heard that the life you lead before network marketing is a critical factor in how quickly you succeed in network marketing.

 

Some people enter into network marketing with a vast network already established.  They’ve built rapport with a lot of people, have been leaders in their communities and are very connected from a social standpoint.  For these people, recruiting can be easier.   Now some of us may even know the scenario where one person will stand up at a meeting and claim “I used this script to recruit 50 people right off the bat!” leading people to be in awe of this feat.  How did this person do it?  What did they say?  I better write up a script!

 

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Honestly, it didn’t matter what the script said.  Those 50 people weren’t recruited by this “magic script”, it was the existing relationship and respect that those people had for them.  All the work was done BEFORE network marketing.  All the people in that room that listened to them, could have followed this script and it could have even been not that good; however, it worked because of the prior experience they had with this person.  This is a key concept to understand.  It is the relationship they already had with the presenter that made them say yes.  Or at least say yes, more quickly.

 

When I recruit someone with influence, I tell them that the most important thing is the relationships they have, not the exact script they need to say.   They need to get in front of a group of potential recruits and . say “This is what I’m doing.  It may OR may not work for you.  Take a look and if you are open to learning more, great.  If not, that’s fine, too.”  When they do that, they get sign ups.  This verbage helps people get past their biggest fear, which is just talking to people.  When it looks like it is going faster for someone, sometimes it’s about the respect and relationships they had before becoming a network marketer.  And remember, they have to get out in front of people too.

 

Talking to your network

 

Now, if you’ve been a part of 30 different network marketing companies, chances are you’ve made your pitch to just about every person you know.  The problem is that they are immune to your message.  They are a bit tired.  You could approach them and say “Give me $20, I’ll give you $40” and they’ll say “no, it’s okay.  I’m good.”  Now you could reply back with “You don’t understand.  You give me a single twenty dollar bill, I’ll give you back TWO twenty bills.” And your tired prospect will be “No, I’m good  It’s all good.”

 

Here is my suggestion: Go back to the ones that have become immune to your message and approach it from this angle “Hey, I know network marketing may not be for you.  You have no interest in it;I get it.   However, you may love the product.  Would you be willing to be one of the 10 customer testimonials that I need?”  This approach really works!

 

Warm Market Not Listening

 

The way you’re going to get that person to build your business or become a customer, is by getting them to see your presentation.  Chances are, you aren’t going to get them to see your presentation by using money as an incentive.  They’re already immune to that.  You’ll need to approach them a little differently.  By already declaring that they may not be a good fit for network marketing, but that they’ll like the product, you’re approaching them a way that may surprise them.  This is a fresh angle on it.  This will get them engaged by asking “what is the product?”  Now, you have an opening to show your presentation or video.  Send them a link to a website or video, ask them to check it out and if they’re interested or want more information, you would be happy to show them.

 

Everyone likes to buy cool products.  I know I do.  We all buy lots of cool products.  Some of us even buy from different network marketing companies.  The hesitation is adding new streams of income.  It is much easier to get a person interested in a product than to promote an opportunity.  If you’re going to your warm market once again and talking too much about money.  They’ve stopped listening.  Try telling them about the product and ask them to be a customer for you.  That is all you are asking.  Friends and Family can be the hardest market we approach for our business.  You want to ask them if “you can count on them to be a customer.”  That’s it.  Don’t worry if your friends and family are difficult prospects.  Most of them are.  Always ask for a referral too – something like ” I get this isn’t for you, but do you know someone that would be open to learning more about how to make some extra money/about how to share these products?”

 

Talking With Prospects

 

Some of you are reading this and thinking  “Wait.  Customers are nice but I still need recruits to build my business”.  Yes, that’s true.  For those thinking that, here’s what’s going to happen.  When the opportunity presents itself, you get them in front of your presentation.  Some of them, not all, will say “This seems pretty awesome.  Could I do this as a business?”   And you get to say,  “Sure, that is definitely possible.”  That opening wouldn’t have been possible if you didn’t get that chance for them to see your presentation and that probably wouldn’t have been possible if you had started off the conversation about money.  If your warm market is not responding to you, maybe this approach will help!  You do have to read people and make quick decisions if this person should hear about the product first or the opportunity first.  When you are just getting started, it is easier for most of us to lead with the products.  You do want to learn to present the opportunity too.  You need both tools  in your toolbox.  And bring out the right one for the right person.

 

Remember, make this about them.  Not you.  If you come from a place of genuinely wanting to help someone, they will feel that.  If you come from a place of wanting to help yourself, they will feel that too.  I hope this gives you an idea of how to handle some of the most difficult prospects you will talk to – your family and closest friends.   Don’t worry too much about it.  You are on track if you are finding that to be the case.  I could tell you stories!

 

If you think this blog could be useful to some of your peers, then please don’t hesitate to share it with them.

kathleen-deggelman-blog

NETWORK-MARKETING-ROCKSTAR

P.S. I hope my tips on connecting with your warm market are of value to you. If you liked this blog post, I think you will love my blog post on 8 Ways to Grow your Prospect List.

Warm Market Prospecting Tips – Network Marketing with Friends and Family

Warm Market Prospecting Tips

Warm market prospecting tips – Do you need a little boost when it comes to inviting your friends and family to join your network marketing opportunity?

The beauty of a warm market is that you already have an established relationship with your friends and family so, in theory, this is an easier group to approach. Of course, the fact that you know each other so well presents its own set of challenges, and the warm market prospecting tips in this article will help you through these.

 

Put these warm market prospecting tips into practice, and you will be set to build your dream team, complete with some BFFs and relatives, and plenty of space for new friends to come.

Warm Market Prospecting Tips

Warm Market Prospecting Tips:
RESPECT YOUR RELATIONSHIP

When your friends and family members join you in your network marketing business, it is a wonderful opportunity to spend more time with people you love, travel together, and achieve your dreams side-by-side. One of my best friends of 20 years, Jill, became a leader in my team and we had a blast traveling to places like Thailand and Hong Kong, building our business and making great money together.

One of the biggest warm market prospecting tips I can give you is to respect your relationship with the people in your life. This isn’t about strong-arming, guilt-tripping, begging, or otherwise “convincing” people to be in business with you.

What you don’t want is to make future holiday dinners awkward. You don’t want your friends to think the only time they hear from you is when you want something from them. You don’t want to hold grudges or resentment when your loved ones decide it’s not for them.

Warm Market Prospecting Tips

It really comes down to you supporting them in getting what they want in life. Most people need what you have more than they realize. The key? Simply find out if they are open. Rather than launch into a speech about your opportunity, just ask, “Are you open to hearing about a way to make some extra money working a side project with me that doesn’t interfere with what you are doing right now?”

Warm Market Prospecting Tips:
MASTER THE ART OF POSTURING

Want more scripts? You got it. Before you say anything, though, you want to posture yourself for success. “Posturing” is how you position yourself in relation to your opportunity and the person you are sharing it with. All the warm market prospecting tips in the world will fall flat if you come across as desperate or needy. Posturing is generating confidence within yourself. Yes, generating – it’s not something that happens TO you – YOU create your confidence.

Here are some warm market prospecting tips with posturing:

Posture #1 for Warm Market Prospecting Tips: With Or Without You

Posturing is making sure they understand YOU are doing this with or without them. Find your own words to get the message across.

“This is something I’m really excited about. I’m going to do it, and I would love to do it WITH you!”

Posture #2 for Warm Market Prospecting Tips: Let ’em off the Hook

Rather than defend your opportunity when you get pushback, simply take the pressure off. That shift in energy can give your friend space to reflect and reconsider on her own.

“I get this may not be for you, at least not right now. I’ll let you know how it goes!”

Posture #3 for Warm Market Prospecting Tips: The Big Never Mind

If your friend or relative says they are open at first, and then they come up with a bunch of excuses and objections, gently remind them you are here to build a business, not convince people.

“You know, it doesn’t seem like you really ARE open after all. I’m looking for people who actually are.”

Warm Market Prospecting Tips:
BE COMMITTED, NOT ATTACHED

No matter what words you use, the bottom line of warm market prospecting tips is your attitude underneath it all. I know, you really want your friends and family to see what you see. You want them to have the life they always dreamed about, and you are committed to this. Excellent. Be committed, just don’t be attached.

When I first got started in my network marketing career, my mom grilled me with questions for a couple of hours! Looking back, I wish I could have recorded our conversation because it would have made a great CD on warm market prospecting tips and handling objections.

Sometimes your close friends and family want to watch how you do first, before deciding to take action themselves. Sometimes they need to warm up to the idea, and they come around later.

Other times, it doesn’t matter what warm market prospecting tips you follow – the answer is simply no. Over the years, even though I have made millions of dollars in this industry, I still have lots of family members that really are not interested. Not a problem. We still have a great time at family dinners, and I still have a great career!

To more money, more freedom, a better life,
Kathleen

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