Last week, we talked about finding prospects organically; you’ll naturally come across people who are interested in your product/service or business. This week we’re going to talk about how to make the transition from a personal conversation to talking about your offers and opportunities.
When you’re having a conversation with someone, the goal is to build a relationship. If you’ve had a good rapport with them and want to transition the conversation, keep this question in mind:
“How can my product/service or business opportunity help this person?”
That means that you have to ask that person questions in order to know the answer to that question. Once I understood the answer and could see how my business opportunity could help them, I was able to move us to the next step in the prospecting process – an invitation to learn more about something that might solve the problem they have
For example, maybe someone told me that they’re unhappy at their job. They aren’t making enough money, or they feel like they’re spending too much time at work and not enough time with their children.
After hearing that, I know there’s a good chance they’ll want to know about a business where they can work from home and set their own hours. I might say something like:
“You said that you’d really like to spend more time with your family. If I could show you a way where you could potentially make the same money, but be at home and in control of your schedule, would you be interested?”
Either they’ll say yes and want to know more, or they’ll say no. The choice is theirs.
By having that question in mind and guiding the conversation, I’ve given them the ability to make a decision about whether or not they’re interested in my business.
Next week we’ll talk about how to follow up with them, get them to look into it, and potentially recruit them into your business.
What Did You Think of Do You Think About This While Engaging Your Prospect??
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