myEmpirePROProspecting is where the money is.
But I struggled with this one.
This was the case in spite of the fact that I would consider myself talented when it comes to talking to people. Soon enough, I found out how vicious prospects could be. I got humbled real fast.
I have always been the type to take on a new skill or endeavor like a bull. Prospecting when I joined my first network marketing was no different.
However, I’ve heard some horror stories from people who LITERALLY froze the first time they were told to prospect–even on the phone.
I would think prospecting by phone is supposed to be easier. After all, I could make funny faces while I am talking to the prospect. I could make myself feel better and simply not take anything personal.
I wish…
That’s not the case for many of my students. Many of them were intimidated before even picking up the the phone. It was already not about the person on the other side.
It’s about the prospectors’ fear.
It’s a fear of rejection.
“What if they don’t like me?”
It comes from deep within. Just like anything else success related, it’s never about anything on the outside.
This problem has existed since the beginning of mankind. The fear of rejection comes from our past failures. This leads to further destruction of your chances of ever sponsoring anyone or acquiring customers.
I remember vividly back in the year 2000, I was going to school at NJIT Newark. Shola my brother just came back to the states. He started off at the Essex County Community College just like I did at the Middlesex.
Anyway, one of his first jobs was a telemarketing job at a brand new bank called WBNA in downtown Newark. Shola lasted only a few weeks on that job because he could not stand the phone abuse from the prospects.
I think I’ve established that an average person is NOT born a natural prospector or closer. I’ve just been always a little different. It’s whatever it takes to get the job done, I’m ready…. and weird.
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How do you overcome the fear of prospecting?
I have one word answer for that. It’s SYSTEMS.
There are lots of old school systems that FRANKLY, still works that can help you deal with the fear of prospecting and rejection. The most popular that I am familiar with is “going for the NOS”.
Attaching expectation to the YESes often leads to disappointment. Most of the response you will get when prospecting are NOs. But the YESes are hidden inside of the numbers.
Like every thing performance related in life, success prospecting is a numbers game. The one sure response you know that you will get are a bunch of NOs.
So the best thing you can do to create a system that guarantee success in your prospecting is to remove all emotions. Hence a system that literally narrows the goal down to collect NO’s.
Some called it collecting decisions.
By having an expectation for NOs with an assurance that YESes are hiding in there, you stay excited. The average response of NOs become the norm. By default, you will blaze… way past the point that an average network marketer quits.
There is a difference between creating a system to “go for NOs” and throwing mud at the wall hoping something will stick. It won’t. There is a method to the madness. There is a strategy behind it.
But there is still a problem.
People have an incredible amount of choices today and so do you. The decision to go for NOs does not produce leads on its own.
It also does not monitor efficiency for you.
Just blindly going for NOs in the digital age is amateur. Instead of going NOs in person, we can take it further in the digital age.
With technology, everything is smaller and faster and more efficient. Prospecting is no different.
This is what I mean. Prospecting is the skill you require to talk to people in a way that compels them to do business with you.
In the pre-digital age, you have the time to sit down on the phone and manually educate people on your product and opportunity.
It’s a different time and age and you have to account for that. If you don’t, your competitors will leave screeching dust all over you. Time as an asset is more important than ever before.
Today, a prospecting system needs a mechanism that can accept new leads automatically and pre-sell them.
Like a said, your prospects have a humongous amount of choice today. Therefore standing in their face and trying to hard-sell them simply doesn’t work any more.
With a digital age network marketing prospecting system, all you need to do is be available by phone to receive pre-qualified phone calls. In the old school, it involved you cold calling. Most numbers are now on the DNC (do not call) list today.
But wait… It’s worse…
Cold calling is not the best use of your time anyway. Because of the power of choice, your prospects are on search engines searching for the solution you have to offer them. Can they find you?
Trust me a digital age network marketing prospecting system is the simplest thing to setup.
With the power of word and content at your finger tip, all you need is:
- a lead capture system and
- an automated follow up system
and watch this… This is the only prospecting part.
…pre-qualified prospects chasing you, trying to catch up with you and trying to close you on working with them.
Imagine prospecting from a consulting stand point. Imagine not having enough time to answer calls flooding your phone.
Can you visualize yourself sponsoring 20 – 30 new members every month without cold calling now?
https://www.youtube.com/watch?v=aTWSLZjADX8
