As business people, we know that the key to success is to have customers / clients / prospects. Without people that require our product or service, we would be out of business, simple as that!
So you know where to find your prospects, and now you have them in front of you, or over the phone, success is at hand! …….Actually, no it isn’t. What happens next is VITALLY important to you turning this prospect into a consumer of what you are selling, or indeed a business partner, and networker.
I flexed my animation skills – not my forte, but I ventured nonetheless – and created this 3 minute scenario above to illustrate the very basic but important points to consider when we are dealing with prospects. I used the “dating” scene to add a little humor, as I know it is one that most will be familiar with….and also the issues to consider there are pretty similar. Please enjoy….
What a guy, right? Now, lets review the lessons!
1) Over-familiarity breeds contempt. I am sure you have heard that phrase before, and it is true. Yes you want to feel comfortable during the conversation and put the prospect at ease too. But you do need to maintain a certain level of professionalism if you want them to respect you and take you and your opportunity seriously, as most of the people you would be speaking to, outside your “warm list”, would be (near) strangers. This is a sign of a professional networker. For instance, the prospect’s name is Robert Smith. While you may not need to address him as Mr. Smith – a bit too formal – you certainly have no business shortening the name to “Bob” in the first phone call / meeting, unless you have permission to do so. And this stands, regardless the age of the prospect in relation to yours.
2) A word is enough for the wise. My mum says this a lot, and this lesson I learnt the hard way. Sometimes in our excitement, or nervousness, or eagerness to get that next sign up, we can say more than we need to, to the point where we talk the prospect OUT of the opportunity. Yes, knowing about your business opportunity is important, but we do not need to overwhelm the prospect with a tidal wave of information that would confuse them, leaving them glassy-eyed. Say just what you need to. And give them the “space” to digest the information you are feeding them, and the space to ask questions if they have any. Don’t “railroad” them, talk less, and ask more questions.
3) The person who asks questions, never gets lost. This is a common proverb in Nigeria. And I tell you, it makes so much sense, especially in this industry. Instead of telling the prospects your company history, ask them questions. this is something that separates the amateur networker from the seasoned. Find out why they are even giving you the time of day. Find out why this would benefit them – don’t tell them why! Figure out what they want. You will find that as you do that, they will likely sell the opportunity to themselves, and you wouldn’t need to do much! So ask questions, and give yourself the opportunity to listen.
4) Listen! Listening in these scenarios cannot be overemphasized! As a networker this is your most important skill! And you will only be able to do that if you don’t talk as much. Listen to them. Listen to the words they are using, the tone of their voice, their body language….take it all in. They will be telling you what they need from you in many different forms when you listen. Whether they need to ask you something, or they have heard enough, you will hear it from them. Also listen to their “WHY”, the answers to the questions you ask. That’s your key to getting them to sign up with you.
5) Don’t judge. Many a time we prejudge the prospect before we talk to them, and many a time we are wrong! I have been guilty of that. The person we think would never go for our opportunity ends up signing up under someone else! On the other hand, we can presume we know what they need, and how they need it, and why they need it. We certainly would not appreciate it if someone insisted on telling us why we needed what they were trying to sell. And they wouldn’t either! So approach every prospect as a fresh slate, where you both write the story as you go along.
This list is by no means exhaustive, but it is certainly an excellent place to start. For more Expert training on prospecting, NO MATTER WHAT BUSINESS OPPORTUNITY you represent, please click here and follow through on the prompts. Mike Dillard also gives some special training this too.
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