prospecting Archives - John Lowery

Have you ever joined a network marketing business and waited until you got your products and kept making excuses until you made your list or got to work? I know I have, I can remember times where I spent days or even weeks just working on my office or waiting until my business cards arrived or until I got my new products in the mail before I did anything with my business. Some people I have come across over the years spend 90% of their time just doing that and not much more. And you wonder why so many people are not successful with network marketing. Some people I have come across over the years spend 90% of their time just attending events or training calls. That’s valuable, but unless you get into action you will probably never see your business grow past an auto ship order and a tax write off. If you want to make income in MLM whether it be a few thousand or several thousand a month you must sponsor a lot of people and continue to do so over and over again until you get a decent sized team together. Once you get a good team going your activity will shift to get into the trenches and work with your people. 3-way calls, presentations, etc…

This article isn’t really written for the team leader with a large team, but more for the person just getting started in network marketing or the individual who is struggling. I want to give you some valuable tips to build your business fast without being an internet guru. Besides the internet rarely works building a large team if you don’t know how to connect with others offline.

So below I have given you some action tips that should really help you get up and running. But before I leave these tips keep in mind that you really only get paid to do two things in network marketing – recruit customers, and to recruit distributors. Once you realize that -you can spend 80% of your time on that activity and the other 20% working with your team and on-going training. I call it the 80/20 rule and you won’t move from that until you have a team of at least 50 or 60 people who are active and calling you for 3 ways or support.

Activity Tips to Explode your Network Marketing Business in 90 Days!

Make a list of 20 people who know you and like you and call them and tell them what you are up to. Don’t worry about the outcome just call them and announce to them that you are a distributor with this great company and wanted to share your products and opportunity with them. You might get a response like, isn’t this that pyramid thing? You’re going to answer, “I don’t know about that, but I plan on taking my family to go see the pyramids after I build this business.”
Once you go through your 20 then you will want to cold call. You need to make a goal of how many calls you can make per day. If you work full-time it may only be 5 or 10 calls per day. If you’re scared of the phone you will need to get over it eventually, but you can reach out to 5 or 10 people per day on Facebook via Facebook Messenger. If you need tips on how to do this you can fill out my form on this website and get my free E-book to help you get going.
Always be adding to your network and make sure you have business cards on you at all times. As you continue to expand your network there will be more and more opportunity to share your opportunity. If you don’t get out of the house much then you may want to look up professionals in your area and email them until you get good posture on the phone. You can do this through Facebook or LinkedIn by doing a search. Only do this a few times per day. I have an entire blog post on how to do this activity click here to read (read after you get through this post).
Set a day and time that you are going to do your business and stick to it. If you have a full-time job then you might only be able to work in the evenings (The best time to reach people anyways). You will do only prospecting from 6PM to 8PM Monday – Friday and attend 1 training call per week. That’s about 10 to 12 hours per week and very doable for most people. You can generally reach around 10 to 15 people per day if you put the blinders on.
Once you get someone who says they would like more information than you simply invite them to look at your opportunity – online, offline, wherever. Most presentations take around 30 minutes. Once they agree to watch your company presentation schedule a time to follow up and ask them one question, “What did you like best”? Then wait for their response (first person to speak always loses). Remember, you don’t care about the outcome. If they are interested then you simply call your upline immediately and get them on a 3-way call or schedule a time to do this (please make sure you know how to do a 3-way call on your phone). You’re off the hook at this point. Let your upline enroll your downline and breath.

There is more that you can do once you start making money like advertising and purchasing leads, but these tips should keep you busy for a few months and get you a decent sized downline in 90 days. The keyis to be busy every day and keep moving. When you run out of people to talk to turn to Facebook or LinkedIn and just keep going and you will be successful. If you feel like you need some coaching or just a mentor for a month or two to get you going feel free to email me at john@johnlowery.biz for a free 30-minute consultation. I have coached many successful networkers over the years and know what it takes to build a large team.

I remember years ago hearing that, The fortune was in the follow-up. At first thought, I wasn’t sure what that really meant, but now many years later, I can contest that if you are involved in sales or network marketing that your ability to follow up will be the difference between being a superstar or barely making a living.

Here is why you definitely want to follow up and why you will be ahead of most people if you do. First of all, following up takes time and good time management and you must be on your game. You see, most people simply need to have their hand held to make a decision even if they are super interested. It’s just human nature. There is a reason today that companies still rely on salespeople to introduce their products to the marketplace because they know that people typically will have a difficult time making a decision without someone there to help them make a decision.

Did you get the word help in the previous paragraph? I hope so because as professional networkers and salespeople our job isn’t to push people into something they don’t need or want – that’s very ignorant behavior. I call that “Bible Belt Selling” (Beating people over the head with a bible). The best way to follow-up is to uncover needs with your prospect initially and see if they even have a NEED for your product or service. If they don’t have a need and you keep following up you are an Ass. You must do your uncovering initially to see if your prospect even needs what you have to offer. I don’t care what you’re selling not everyone is going to need your product or service. The best salespeople I have ever met aren’t the pushiest, they are the best listeners and they know how to put their products in the marketplace by understanding their customer’s needs first and foremost.

Now to the follow up. It’s actually very simple, once you find out that a prospect needs your product or service your job is to make an appointment. Find out what they need prior to the meeting to help make their decision. Set a day and time for you to see them in person or on the phone and simply uncover their quesitons and help guide them along to make a decision to either buy or die. What you don’t want to do is spend days, weeks, or months following up to find that your prospect cannot make a decision. I personally, try and get prospects to tell me NO right away if they are not interested. In fact, in the past I have told people ahead of time exactly how the sales process is going to work and that its ok for them to tell me NO. I actually would much rather have a NO than someone stroking me along for weeks or months because they are afraid to tell me NO. You want to get to NO or YES as quickly as possible when you are dealing with prospects.

So there is truth to the saying, The fortune is in the follow-up, but more importantly you want to get really good at recognizing a buyer and a tire kicker. Most of your prospects will be tire kickers and that’s what you want to eliminate right away. Follow up with your best prospects and get your tire kickers to jump in or jump off quickly. So treat your prospecting or cold calling like you are simply hunting not so much for sales, but for qualified prospects,

So treat your prospecting or cold calling like you are simply hunting not so much for sales, but for qualified prospects, set appointments, and get your prospects to a Yes or No as quickly as you can. If you qualify on the front end before you even start the follow up you will save yourself a ton of time and energy. You may be following up with a lot less people, but you will ultimately find that if you get really good on your listening skills that you will have alot less work following up and your closing percentage will go way up as its much easier to persuade a qualified prospect to become a customer than it is an unqualified prospect. So unless you are selling watches, or meat door to door. Get good at qualifying your prospects and get to an appointment and follow up until your prospects buy or die.