Great article from Christian Net The World Wide Christian Market place.

The wise individual considering network marketing prospecting as a profession weighs the benefits of mining for recruits who will expand business and increase wealth against some possible drawbacks, which include the risks of a pyramid system.

Another term for network marketing prospecting is MLM: multi-level marketing. Specifically, this means marketing goods and services through individuals who refer customers to the multi-level company represented.

Thus, MLM is also known as referral marketing. This industry has both its enthusiastic champions and scathing critics. As a result, a careful evaluation of both these sides is generally recommended before a person engages with this kind of business venture. People suited for this enterprise are not only confident of their ability to select, inspire, and recruit others to become distributors. Suitable candidates are also confident of choosing individuals capable of selecting, inspiring, and recruiting still more people to become distributors. And so the levels of recruitment continue, ad infinitum. “And when thy herds and thy flocks multiply, and thy silver and thy gold is multiplied, and all that thou hast is multiplied;” (Deuteronomy 8:13).In the network marketing prospecting business, prospecting is an activity practiced on a daily basis. Simply, these marketers employ various tactics and strategies in order to find people to talk to about a particular product and/or business. Therefore, the workday involves a great deal of conversation with other individuals. And they must not run out of people to talk to, otherwise they run out of business. Moreover, it is essential that they do not merely talk about the business: the successful marketer’s communication is effective. When conducted properly the prospecting process yields a large number of people’s names which enables contact. Thus, news about that particular business spreads.

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At 2GSM they are always looking for new products and services to help you create Wealth. What will be your next tool for your IPS (Individual Prospecting System)?

Did you know that over 90% of Americans currently have a cell phone, and use their service to connect to the Internet every single day? Over 285 million people subscribe to cell phone service in the U.S. alone, and that number is growing at a mind blowing rate. What does this mean to your business?

It gives you a brand new, direct way to connect and communicate with your target audience, and the best part of this incredibly profitable method, is that it’s virtually UNTAPPED!

Listen, have you ever felt like you were in the wrong place at the wrong time, or that you’re late to the game and missed out on some of the biggest and greatest opportunities to maximize your profits?

Do you ever feel like you’re always one step behind the competition, no matter how hard you work on your business?

Does it ever seem like you can’t get ahead, and you’re always missing the “next big thing” simply because by the time you stumble over it, it’s been saturated by the entire market and no longer viable?

Well, not this time!

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If your acting in their best interest, why ask if you can help? The number one problem, our new trainees had, was asking for permission. If you saw someone stuck on a train track, would you take the time to ask if they needed your help?

Don’t ask “Would it be OK if we meet on Tuesday or Thursday…” If you ask for permission 98% will say NO!!! You must assume you will provide a better product or service than a competitor. If you don’t believe your product is the best, your client will relize that as well. You must believe in yourself and your product or you will never meet your potential in sales.

If you find yourself in a Q & A session, you know you probably lost the sale or appointment. Avoid questions that don’t have a YES or NO answer.

If your not sure you can help, why are you calling? Again if your company isn’t the best, quit and go work for the best. Successful sales people don’t ask for permission. From what I’ve seen, the difference between the best sales people I have worked with is that the best assume the client wants to buy or meet with them. It really is that simple!

Tips for Employers

• All employees must have a phone on ear at a specific time. (If the calling session starts at 9am, everyone must be on the phone at 9am. No exceptions!)
• On Desk: Script, Leads, Pen, Drink, and Phone ( That’s it )
• The phone should never leave the ear. You don’t need to put the phone down, to hangup. ( Headsets are worth it! )
• An auto-dialer and tracking system is worth it (Forces employees to remain on the phone and allows you to track what they are doing on the phone)
• Keep a Scoreboard (It is the employers job to help the employee have fun!)
• Never leave the desk before you get 1 appointment or sale! (Having to go to the bathroom is a very motivational tool!)
• Don’t book an appointment more than 3 days in advance

The Cold Call Script

Me: “The reason for my call, is recently we mailed you some information regarding ___, you may have seen that right?”

Client: “No” (Don’t worry about this No)

Me: “I understand, well let me check my information to make sure I’m talking to the right person.” “Is this Mr. Paul Jones?…” (Continue as before, to get the 3 yes’s)

Me: “Paul, I have that information for you, and I will be providing it on Tuesday and Wednesday this week, which works better for you?”

Client: “Why don’t you just mail it?” ( Gotcha )

Me: “Well, Paul I tried that once before, you didn’t get it and I wouldn’t want that to happen again.” Either or Close ( Double Bind )

READ MORE AT… newthinktank.com

Fear of rejection. The sheer negative force of anticipating rejection makes people turn to e-mail to generate new prospect relationships because it hurts less to not get a reply than to hear that verbal “no.“

Getting blocked by gatekeepers and voice mail. When salespeople don’t know how to break through the barriers of gatekeepers and voice mail, they start thinking, “Forget it — it’s not worth the aggravation, and it takes too much energy. I’ll just e-mail instead.”

However, when you try to use e-mail to offer your product or service to someone who doesn’t know you, you can’t possibly establish the natural dialogue between two people that allows the trust level to reach the level necessary for a healthy, long-term relationship.

We all know how much everyone hates e-mail spam, but even so, many salespeople are still sending introductory e-mails to decision makers. They feel that, because they’re from a credible organization, they won’t be associated with the negative image of a spam solicitor.

However, these introductory e-mails typically contain the traditional three-part sales pitch — the introduction, a mini-presentation about the products and services being offered, and a call to action — and this traditional selling approach instantly tells the recipient of the e-mail that your only goal is to sell your product or service so you can attain your goals, and not theirs.

If you’re still using email to prospect, watch out for these 7 pitfalls:

1. Avoid sales pitches. If you feel you must use e-mail to start a new relationship, make your message about issues and problems that you believe your prospects are having, but don’t say anything to indicate that you’re assuming that both of you are a match.

2. Stop thinking that e-mail is the best way to get to decision makers. Traditional selling has become so ineffective that salespeople have run out of options for creating conversation, both over the phone and in person. However, it’s best to view e-mail as a backup option only, not as a way to create new relationships. Try to use it primarily for sending information and documents after you’ve developed a relationship with a prospect.

3. Remove your company name from the subject line. Whenever you put your company and solution first, you create the impression that you can’t wait to give a presentation about your product and services. Your subject line should be a humble reference to issues that you may be able to help prospects solve.

4. Stop conditioning your prospects to hide behind e-mail. When you e-mail prospects, it’s easy for them to avoid you by not responding. Also, they get used to never picking up the phone and having a conversation with you — and they may want to avoid you because they’re afraid that, if they show interest in what you have to offer, you’ll try to close them. This creates sales pressure — the root of all selling woes. This avoidance becomes a vicious circle. If you learn to create pressure-free conversations, you’ll find that you’ll start getting phone calls from prospects who aren’t afraid to call you.

5. Avoid using e-mail as a crutch for handling sticky sales situations. Are prospects not calling you back? Many salespeople who call me for coaching ask how they can get themselves out of sticky situations with prospects — but the e-mails they’ve sent have already triggered those prospects to retreat. It’s tricky to come up with the correct softening language in an e-mail that will re-open a conversation with a prospect who has decided to close off communication — direct, person-to-person phone calls or meetings are much easier and more human.

6. Avoid using “I” and “we.” When you start an introductory e-mail with “I” or “we,” you immediately give the impression that you care only about selling your solution, rather than being open to a conversation that may or may not lead to a mutually beneficial match between what you have to offer and the issues your prospect may be trying to solve. If you can change your sales language to a natural conversation, your prospect will be less likely to stereotype your message as a spam solicitation.

Finally…

7. If you can, stop using e-mail selling altogether. There is a way to renew your confidence and eliminate your reluctance to picking up the phone and have pleasant conversations with potential prospects. Learn a completely new way of working with gatekeepers that will get you past voice mail and to your decision makers without the rejection and frustration that are inevitable with traditional selling approaches.

For all these reasons, you should think of e-mail as your last resort. If you can learn to pick up the phone without fear, start a trusting conversation with a gatekeeper, learn how to go beyond voice mail and find your decision makers, you’ll join the many who have made their own personal selling breakthrough.