Essential Elements for Effective Prospecting in Your Work from Home Business
Prospecting is the lifeblood of your work from home business opportunity. That's nothing new but what about the fact that the quality of your prospects can be decided by you not them.
Crazy? Not at all and here's why.
First and foremost it makes no sense working with people you don't care to spend time with. Prospecting people who will make your life miserable makes no sense; and you'll likely never really satisfy them anyway.
Once you find suitable prospects find a way to provide them something of genuine value right upfront. Be of service.
Honor their time by asking only pertinent questions in order to determine whether you can really met their needs. If you can't, refer them to someone who can. You'll earn their respect and trust which may serve you down the road.?
If they decide to buy act as a consultant and see to it they only buy what they need; no more and certainly no less. Explain why and the pros and cons.
Try and remember that 80% of your grief will come from 20% of your customers and 80% of your profits will come from just 20% of your customers or team members. If you are offering a work from home business opportunity you also will find these numbers accurate.
Invest your time in servicing the 20% at an even higher level and find additional products/services they need in conjunction with what they have already purchased.?
These days you can't afford to treat people like customers only like clients. A client type relationship is much deeper relationship.
When prospecting, you actually want people to see you in a light far above a marketer or salesman. That's because as soon as some body else approaches them with a similar product or service at a lower price point you've lost them. You've allowed yourself to become a commodity that is bought and sold according to price.
Consider the difference between competing on price and becoming your clients 'trusted advisor'. As we stated, when you compete on price you can easily be undersold so there's no reason for loyalty.
If instead you are their 'go to' person when they need advice, information, or product they will willingly come to you. Fall in love with your clients and they will sense they are more than a dollar earned to you.
It's all about building that trust. Trust cuts down on the time it normally takes to do business, it also reduces the time between purchases, and finally - it reduces the cost of doing business (advertising etc).
That's why building your business through referrals is so powerful. Whether you have a traditional business or you are with a work from home business opportunity you'll want to work referrals. In fact, if you are not aggressively building a system for referrals and consistently testing ways to improve those numbers you are truly working harder than smarter.
A mentor of mine related a story about an Australian dentist who complexly changed the way he did business by using referrals. First he got rid of his bad clients. Next he improved his quality of service to his good clients. Lastly he told his patients that if they wanted to continue to use him they would have to actively refer his services to others.
The dentist was able to cut his working hours in half and his income tripled.
Aside from having integrity with your clients how do you build trust? Several elements help build trust. Providing an ongoing education as to how or why you and the product/service continues to serve their needs in a superior manner; referring new clients to them, offering genuine contribution to the success of their business, etc..
People engaged with an online MLM business opportunity need to use a system to attract and sort thru lots of tire kickers to avoid wasting all their time. It is advisable to direct prospects to take some form of action like listening to a conference call, or going thru an automated web presentation before spending any significant time with them
After providing quality information to them you may choose to call them but whatever you do don't chase them. Think of it this way. You may have the best fishing pole and the tastiest bait but if the fish you're after isn't hungry you're not going to catch it.
Your job when prospecting is to sort thru people and work with the people who already want what you're offering - and preferably are hungry for it right now. If they like what you have but aren't ready move forward in the very near future put them in your sales funnel and gradually feed them more information. ?
In our work from home business opportunity we use an online prospecting system that produces quality results and keeps our time productive.
John T. Kelly
John T Kelley, Life Style Mentor and Successful Entrepreneur, is helping many become the next success story. Whether you're looking to create an extra few thousand dollars per month, be an ex-corporate executive, or the next millionaire Mom, John can assist you to create a second stream of income and greater peace of mind. visit : Entrepreneur
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