subject: Building The Futures Of Others Today Should Be Our Mission [print this page] We build our business one individual at a time; each individual has just as much importance as the next. You have got to relate with your lead or prospect and discover what his or her needs and or wants are, then decide what products or services you have that can fulfill their needs or wants.
Prospects have many opportunities out there in today's world, the internet is full of them, probably more that you and I can imagine; they make a choice on whether they are going to invest their time and money with you. When you have to go out and attract new prospects it requires advertising, time and money.
Many times I see people spend way too much time trying to attract new members then to spend time working closely with their current members, to enhance their abilities. Think of the residual income you could obtain if you mentored a few more "Super Stars" and getting them to the position they are teaching you new things. Having a few more Super Stars could be more beneficial than having 20 mediocre team members. Don't look at your prospects as dollar signs, look at them as your possible next best friend, and build a meaningful long lasting relationship. Mentor them as how they want to be mentored, not how you want to be mentored.
The Occasional Tire Kicker
You are undoubtfully going to come across prospects or leads that are casually looking at your solution to an opportunity that they may have. They may be interested but don't want to be "pitched" to or want to investigate the solution further, but don't give up. Think about it though, would they have signed up for your Blog feed, whatever free offer you have at that time or input their information if they had no interest at all? Give them a little time; give some more information on your product or service that intrigues them to ask another question, this could trigger an investment in you now or later.
The Savvy Shopper
This type of prospect or lead is the type of individual that compares multiple like products or services and leans towards a lower priced option. They normally require just enough information around the "basics" of your solution to their opportunity, they want to know what is the best option in your mind and why. This is your opportunity to really educate your prospect or lead on the benefits of your product or service, remember, Features Tell, Benefits Sell. Saying "You can work from Home" is a "feature" but educating the lead or prospect on " being able to spend more time at home with the family, no babysitter costs, no more long commutes that waste gas, being able to carpool the entire hockey team to every practice" are the benefits.
Then there are the "Let's Do it" prospects or leads
These are the individuals that are ready to take action, their boss just yelled at them for the last time. They just missed another one of little Suzie's gymnastic meets that she won first place. They just lost their job of 25 years, the company they worked for filed bankruptcy and their spouse gambled away their life savings. They want a solution to their opportunity right now; they only need someone to show them a reasonable solution. Someone that can guide them through the process and be there for them if they have questions or need guidance, we all need a go-to person.
Here are a few points to consider moving forward
Are you ready and prepared for your lead or prospect?
Be knowledgeable about your business, know the solutions you can offer your prospect for their opportunity
Enhance your skills, read some relevant books on your subject, network with other successful business leaders, what is working for them could help you in your business
Be aware of any type of promotions you or your business can offer to enhance the leads or prospects experience
Research what your competitors are doing, how are they marketing, what are they offering to new leads or prospects, how are their services or products compared to yours, what are their strengths and weaknesses
Professional Appearance - always carry yourself in a professional manner, always take the high road, never "sling mud" about a competitor. You are you, don't ever try to be something or someone you aren't, people will be able to see right through this
The First Point of Contact
With new leads or prospects, contact them within 24-48 hours, show them you are a real person and that you are responsive to inquiries and questions
If you can converse with a lead or prospect by phone or email, introduce yourself and use their name throughout the conversation, people love to hear their name
Find out about them, who they are, people love to talk about their family and or pets. You will be able to pick up the reason for the inquiry of what you do and how it can help them by the conversation you have with them. You will be able to relate your solutions to their opportunities very quickly when you have this conversation but don't start "pitching" your solution just yet.
Listen and Learn from your Lead or Prospect
Listen to the prospects needs and or wants by asking open ended questions like "John, what has happened recently in your life that has got you wanting to work from home?" A closed ended question would be one like "John do you want to work from home?"
Ask you lead or prospect about what are their expectations or types of returns they are looking to acquire and how soon are they looking to acquire those returns. This is the well known term known as "ROI" or Return on Investment, you need to know their expectations before you can offer them a solution.
While this may seem silly, it's a good idea to restate the leads or prospects needs and or wants back to them, this shows you were listening and that you understand their "unique" needs. Trust me these needs are "unique" to your lead or prospect.
It's Now Time to Offer the Solution
Now that you know the opportunity that the lead or prospect has, offer your solution but emphasize on the benefits, remember Features Tell, Benefits Sell.
If you or your company also has affiliate options here is another opportunity to educate your lead or prospect on one of the two top concerns in anyone's life, Time and Money.
If you or your company has the ability to automate any process in your solution to their opportunity, this can have a positive impact on their Time concern. Recommend programs, seminars, training or anything you are using that saves you time and or money
An Objection - Now what do you do?
While you never want to beg, push, persuade or manipulate someone into your business solution, many times prospects just need more information
Is there a "free" training webinar or call that can help educate this lead or prospect on the solution you are offering for their opportunity. While we all may say the same words it can come across differently to different people just based on relation.
Use your story and how it relates to them and how you are not only offering a "one day" solution but building a relationship.
When you are asked a question, don't only answer with the answer but follow up with additional supporting information for your solution.
Just Ask For It
Offer solutions and then invite the lead or prospect to invest - many times people just don't ask
Reinforce the leads or prospects decision with positive feedback like "Joe, this opportunity of working from home will make sure you never miss another one of your daughters gymnastic meets!" Again, this is reinforcing his opportunity and the benefit in one statement.
Building Relationships One at a Time
Provide your newest member with contact information for you and in case of an emergency a couple business partners of you are not available and provide them with all information and data that will allow them to become successful
Spend a time day or two up front to go through any systems, programs or set up questions they may have
Provide them with business cards if applicable
Be a mentor, not a myth. Touch base with your new partner/member weekly and provide them with honest feedback and any updated information that will make them successful
In closing I would just like to reiterate what you do has an impact on others, how you impact others has an impact on you and your business. Have goals that help others achieve theirs and one of your many rewards you will reap is knowing you helped someone else.
