Prospecting 4 Wealth

Setting the appointment  for any direct sales associate  should be the number one priority.  As stated in this NETWORKED BLOG  “If you don’t have anybody to tell your story too…Then nothing else matters!” 

One of the common mistakes I make and many seasoned associates will make whether it’s Retail, Direct Sales or MLM is forgetting the whole point of why your talking to this “Suspect”.  All you need to do is set the appointment. When it comes to a sales process where you have to develop your clients outside of building a list or having them walk through the door the first step has to be the appointment.

Let’s help define this a little more by breaking down what a prospect is from what a suspect may be. A “Suspect” is somebody you feel may be interested in yor information and you are going to approach them, call them , market to them to see if they respond in a positive manner.  A “Prospect” is somebody we have engaged and we now know they do not have our service or product (and this is key)  ..and are willing to listen to that information.  So a “Prospect” by definition is somebody you have already set an appointment with,  have presented too and or has told you they are interested and want more information. The “suspect” is the person we are engaging for the first time to set that appointment. 

Many, many people entering and even those already working in the field of marketing and sales get all “keyed up” over prospecting and setting that appointment.  I know I have tripped up many times including  just yesterday where I have let the possibility of a sale come before the importance of setting the appointment.  Once we grasp the idea of what we are doing everyday while chatting with friends, going to the store, making the calls and dealing with existing clients the appointments should come to you almost naturally. This is a mind set however…You have to go into the day with a goal of “I’m going to set X amount of appointments today. Yes, this includes the easy ones that call you directly wanting time with you or those that walk into your office or store front. They can just as easily walk out!  Engage them – Ask the open ended questions – Close the Appointment.  ” Sure, I can help you with that Bob. Let’s go over her and look into it”  Bazinga!  You just set an appointment!

When making those phone calls through the day keep your focus on why your making the call…is it to sell them something over the phone?  YES! Sell the appointment!!  Use a Script to keep things on track. Have a calendar ready with available time slots set aside. Give them an option to meet with you Thursday @ 3:00 or Friday @ 11:00.    – The phone will be a lot easier to manage when you focus on the one product “The Appointment” instead of worry about the “NO” you may get and never get the chance to present the actual product or service. Remember they are just a suspect at this point and your calling or engaging in conversation to see if they may be a prospect… Nothing more, nothing less.

Learn to Earn!

Jeff Beeman

Having excellent persuasion skills is one of the most important abilities to possess in today’s fast-paced world. We need the support and cooperation of other people to help us in reaching our goals. The saying “No man is an island” is an undeniable truth.
Here are some hot tips to effectively influence and persuade anyone you desire.

1) Enter their world:

You must understand the situation according to their point of view. Set aside your personal interests and concentrate on them. Just pretend that if you are them, what would you do? What would be your opinion? Then take the appropriate action that would be beneficial to them.

Copy them. Observe how they act, how they speak, and how they think. If they rub their forehead while they think, act like them. If they speak at a clear and slow pace, try to do the same thing. This is called mirroring.
In due time, the people you’re mirroring will subconsciously feel more comfortable with you. It’s as if they see themselves in you. However, you must proceed with caution. Do not let them be aware that you are copying them. They might interpret it as mockery and you’ll just get into trouble.

2) Be Friendly and Nice.

Smile to brighten up the day. Make a sincere compliment to raise their spirits. Little things like these count a lot.
Make them feel that whenever they need help or just someone to look up to, you\’ll always be there to lend a hand. They would tend to be more receptive to people that they trust. If you want to ask your boss a favor, do everything you can to please him. Overdeliver and exceed his expectations. Soon, he will notice your efforts and will be more than glad to grant your request.

3) Provide them with compelling evidence.

Explain to them how your ideas or suggestions could be the most effective techniques to implement. Show them undeniable proof that you have the best product by way of testimonials, before and after scenarios, and detailed comparisons against your competitors. Just make sure that all your claims are true and verifiable. Always maintain a good reputation.

4) Meet their existing needs and desires.

People are self-centered. They are initially concerned with their own well-being before others. If you can prove that your proposal will provide more advantageous benefits to them than to your own, then they will probably accept it.
If you could focus more on their interests, desires, needs, and expectations, then you would satisfy their cravings for attention. Moreover, it would show that you really care about them. Mutual trust and respect would be established.

This is the most important thing to remember when persuading anyone. No matter how close you are to becoming like them or how overwhelming your evidence is, if it does not satisfy the “What’s In It For Me?” test, your persuasion efforts will not produce satisfactory results. Always bear in mind how they will benefit from your actions.

leads, lead generation, listbuilding, list building

The recommended way to get leads in the past was to purchase them from a lead generating company.
This could be expensive to say the least. Often times the lead gave an angry response when called
saying they had no idea how you got their information and to not call them again! Personally,
I believe the only ones who come out ahead on purchased leads are the companies who sell them.
Thankfully, there are many other ways to acquire leads, such as list building, that are less expensive
and definitely less confrontational!

The term. “the power is in the list” is so very true. Since people have opted in to be on your list, you are
free to contact them with business opportunities, tips, tools, and resources. It’s important to understand
that if you think it is ok to blast your list with one thing after another, the only thing you will probably see is a
list where no one stays around long.

Take the time to build trust and rapport with the people on your list. Offer them value and relevant content and they
will not only be loyal followers but they will recommend you to others. They will also be more receptive to take a look
at the opportunities and resources that you have taken the time to send to them and that it is worthy of their consideration.
Unless you take the time to build relationships with the people on your list first, you will not see the
results you want.

There are several ways to build your list. One of the best ways is to offer a free report or e-book. People fill out your opt in form
and submit it, they are asked to confirm it and then they receive the requested download. You can include some wording
thanking them for their interest in receiving the free report or e-book and that you would like to send them some
information of value from time to time and to click here to confirm it

The form can be part of a splash page, squeeze page, on your blog or website, a link in your signature file,
use your imagination. Just don’t spam them that would defeat what you are trying to do.

Great List Building tools!

Prosperity Central

Networked Blog Systems

forums, leads, lead generation

Participating in forums is a good way to generate leads
and it is a source that is often overlooked. Forums are a productive place
to not only generate leads and to become know as an expert
in your niche.

First decide on the forums you would like
to participate with. I would suggest selecting no more than 4 or 5.
Find forums that are focused on either your niche, a related
area to that niche, and/or one that focuses on
resources or tools to market or promote your product or service.

Every forum has their rules and guidelines to follow so be sure to
take the time to become familiar with them. As long as you
follow the guidelines you will be fine, but you could
end up banned from the forum if you don\’t.

Most forums allow the members to create a signature file that will
be posted along with your comments. Include 1 or 2 urls
to your blog, product and/or service.

Make sure that you are making relevant comments or posts
that offer value to the other members. Remember, anytime you make a
post your signature file will be included. People will read
your comments and can then click on your link to find out more about you
and what you are doing.

As mentioned earlier, it is important to participate in forums that
focus on your niche or a related area, cause you will be with
like minded individuals who will be more receptive to what you
have to offer. If your niche is basket weaving,
you probably would not find much success
with a forum that focuses on auto mechanics.

Forums are a great place to generate leads. The more targeted
your audience is to your niche the greater your chances are
to make sales, grow your business, and build relationships that can
open many doors down the road.

There are just about as many ways to generate leads for your site as there
are articles that have been written about them.

Whatever means to generate leads that you are currently utilizing, there are TWO key aspect to keep in mind and follow to help you see the results you desire.

First, make sure that you are marketing to people who have a
genuine interest or need in what you are promoting. Make
sure that your ads, splash page, squeeze page, etc. are
finding as large of a receptive audience as possible. Say your product
is a marketing resource tool and you want to introduce it in a forum.
You could do a search on Google for business opportunity forums since
people who have a business online would be your most likely customers.

Select the forum or forums that you would be interested in participating with
and visit them. See how active they are. A forum that doesn’t get much
traffic on a daily basis may not be a good choice unless it is only part of your
marketing efforts.

Second, be consistent with your marketing efforts. Whatever marketing
strategy you have decided to use, determine a daily or weekly schedule
of marketing activity and track the results. It is a good way to hold yourself
accountable and keep track of how well your efforts are doing and to
make changes when needed.

Links that will help!

Prosperity Central!

Network Blogging!