The Art of Prospecting in Network Marketing.

Posted on 11. Dec, 2008 by Willie Plasencia in MLM Training

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Simple prospecting tips for the

network marketer.

When I first decided to write this post, I was going to write about some solutions on how to prospect effectively and without rejection. As I was beginning to type, I realized how wrong and unethical I would have been in expecting you to try my techniques and get results.

So I decided to change it up a bit and  just give you some pointers that are pretty much universal to the art of prospecting. I hope these simple techniques help.

When is it a good time to prospect.

When to prospect and when not to. That is the $64,000 question. Everybody is a potential prospect for your network marketing company and prospecting is the name of the game.

If you are new to network marketing, then the answer is to never turn off the prospecting switch . Learning to prospect requires practice and focus, which  may take months and years to learn.

In order to be a successful network marketer…you must know how to prospect

So to shorten your  learning curve, I suggest that in your conversation with a friend or an acquaintance try to take control. When prospecting, the person who is asking the questions is the one who is in control of the conversation.

The toughest part while prospecting is to learn how to LISTEN. Even if there is dead silence, allowing the other person to talk will only strengthen your prospecting skills.

Ice breakers are important in prospecting. When you run out of your warm market, you will have to move on to prospecting people that you have never seen or talked to before.

Below I have included a popular way to break the ice with someone new and how you are able to prospect in disguise. Try this method and you will be surprised how much people love to talk about themselves.

Utilizing the F.O.R.M. technique.

In the F.O.R.M. technique you are looking for a need. Read on to understand further.

The F.O.R.M. technique is a simple and easy way to get to know a perfect stranger or in this case your prospect. It can be done anywhere and can be done in any order you like.

The objective is to start a conversation and feel out your prospect for any clues that they may be in need of an opportunity or a need of your product or services.

F-Family.

A great ice breaker and a great way to get to know someone. Have your prospect tell you about their family. Tons of information can come from just this step alone.

If you are on the phone with the prospect I suggest you record the information in a prospect log. Since it takes more than one call to close a prospect, referencing  your last conversation will help you pick up where you left off.

O – Occupation.

Allow the prospect to tell you about his or her occupation. Most likely he or she will tell you that they are unhappy with some or all parts of their job. This part of  the mnemonic is the easiest to find a need.

After they have told you how much they hate their boss and wish that their lives could be better, you better be ready to tell them the message.  They may be interested… they may be not. Be gentle with your words. At most, you  planted a seed.

R- Recreation.

This is the part where they may say that they love golf, tennis, football etc , but are unable to really spend more time doing it because they either can’t afford to or they don’t have the time. Do I need to say more?

M- Message (for me, MONEY)

This is where you tell them your message of a way out. Tell them in a way so that they never knew that they were being prospected. This, my friend, takes some skill.

If you get to excited, your dead in the water. So just create enough interest to where they may be willing to go the next step. Remember, PATIENCE is the game. The more you do this the better you will get.

Prospecting leads using this technique should help you develop you own prospecting script over time.  Always have a positive attitude and keep a smile on your face.

Remember, people will join your network marketing company because of you, not because of your product or services.

Start prospecting and build your business!

Dedicated to your success!

Willie Plasencia

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