Make Prospecting Easy with Tracey Walker
Restored from the Empower Network archive (2011–2017), lightly edited to meet our current advertising standards. Views are the original author’s.
Make Prospecting Easy with Tracey Walker
Watch my video about the webinar on Making Prospecting Easy with Tracey Walker
If you think prospecting is a chore or scarey you won’t any more after listening to Tracey Walker! This week Tracey was our special guest on the 100 Day Champion Challenge webinar and she really rocked it!
I love listening to Tracey talk about prospecting! She makes it sound so easy and, believe or not, FUN!
The highlights from this top notch training on how to Make Prospecting Easy with Tracey Walker:
There are 6 areas you have to have covered when prospecting: Who, What, When, Where, How, and Why.
1) Who – In this business we are networkers and we need to realize “who” we are talking to about whatever we want to share. Contrary to what most network marketers think it is not every one you meet! You are looking for the people who not only are in need of what you have but are already buyers of what your niche product is. Focus on the people who have shown that they are willing to buy it, what age they are, how much money they make, etc. Until you know “who” you can’t craft a message for solving their problem.
2) What – Get clear about “what” you have. Then match what you have to who wants it.
3) When – This is about “when” you tell them what you have and present them with the information once you have their interest. It is either a live presentation (0ne on one or at an event, or on a conference call / webinar).
It’s also about when to prospect. The most important thing is not to pressure yourself with the feeling of, ” I have to get somebody!” Because then you won’t get somebody! Tracey suggests not to go out to prospect, but to prospect naturally while you are out. She also talked about creating relationships on facebook by joining groups and liking and commenting on things you are interested in.
You can also put a “work with me” tab on your website and devote the page lead people through your company information and sales funnel.
4) Where – They need to know “where” to get it! That would be either directly from you if you are with them, ordering it online, or stopping by your office.
5) How – This about “how” they pay (credit, debit, cash).
The other part of “how” is how to talk to people. You ask questions!! This a very crucial part of the process. It’s like you are a human resources manager and you are looking for the ideal person you want to work with. You gather information. You listen more than you talk!
The “how to ask questions system” Tracey uses to remember what to ask people she calls FORM, which stands for Family, Occupation, Recreation, Message. It doesn’t have to be in any order. Remember you are just gathering information!
For instance if you ask someone what they do and they really love their job or profession, chances are you are not going to interest them in being your business partner! But if they are unhappy with what they do then you have somewhere to go with the conversation.
Another example is when you ask them what they like to do for fun and you find out that they are a very social person then you learn from them that they like to talk to people which is very important in a network marketing business.
The bottom line is to talk to ideal people. It will make prospecting easier and you will get more people in less time!!
6) Why – “Why” would they want what you have. This is matched up with “what” you have and why it would work or not work for them.
Then there is “why” would they want to work with you?! Why is your business any better than all of the others out there? Well the first thing is your business has you to support them. You have already shown them that you listen to them so they have first hand experience of your skill in supporting people. You can share with them that most people will fail in this business if they don’t have any support and you will be committed to their success. Give them stories from your group to inspire them.
More points on how to Make Prospecting Easy
When you ask them if they are open to looking and they say yes then you give them a tool (a CD, a web site). After that it is crucial that you follow up with them within 48 hrs. after they have looked it over to ask them more questions.
1) What did they like best – product, business or both
2) How much money would they need to make to have this be worth their time?
3) How many hours are they willing to work to make the amount they want.
4) How many months are they willing to commit to the hours and amount they want. (If they say at least a year that’s great. If it’s just 30 days then they are not a fit for your time)
5)Then ask, “If I could show you how to make (the amount they want) in the (time they are willing to commit) is there anything else you would require today?” Nothing – sign them up. Questions: “I thought you might have questions so I lined someone up for that” – and do a 3 way.
Tracey Walker is such a great resource for how to make prospecting easy.
If you would like more information like this for your network marketing business click here to join my team or contact me directly from the contact information below.
You Can Live The Life of Your Design!
To Your Health, Happiness and Success,
Rosie O’Sullivan
email: rosie@workwithrosieosullivan.com
215-806-2907
skype: roserosellen
P.S. If your upline does not have a step by step blueprint for branding yourself to success, check this out (unless you already have too many leads) CLICK HERE FOR INSTANT ACCESS
P.P.S. Please leave your comments. I would love to hear from you!