What do you understand about the term prospecting? This is a tem used in sales and marketing, but you could equally use the skills of prospecting in your daily lives, whether to network or to engage with peers and businesses.
Deep down, prospecting will help create new business leads and ultimately better business. This is so important for those involved in home business lead generation for MLM businesses, Network Marketing businesses and to market those great Ideas Working From Home.
It is surprising how many business owners dont prospect at all and there always seems to be a reason, but these are really excuses. There may be a view a product can sell by itself. A view there is no time to prospect as results are wanted now. A fear factor of having to engage with people. Prospecting is a great business lead generation activity.
Prospecting can be compared to exercising and requires time, disciple and consistency. Most people stick with it, but is not something learnt overnight. As you learn and grow through experience, your ability to prospect effectively will strengthen over time.
So what is meant by prospecting? Prospecting in simple terms is much about meeting people and talking to them. Here are some rules to help put prospecting into perspective:
1. Be proactive. It is not a case of prospecting when sales are down but also when they are up. You need to generate a constant pipeline to keep business steady. Besides, would you sound more upbeat if you prospected when things are going well? You may come across desperate when things arent going too great. Ensure you set goals and targets.
2. Follow up. You do need to follow up everyone you meet, and this means everyone. Always take down details of those you meet and set aside time to either call or meet them. It is also important you do as you say. If you promise to send out some details then ensure this is done. Keep your promises.
Every contact is about building up relationships. In your contact, you can add some personal touches, but this must be kept limited. Just do enough to help make that connection.
3. Focus on the high percentage opportunity. It is important the prospects business or problem aligns to your solution. Dont waste the time and energy if this is not the case. At the end of the day you want results, not to keep busy. Always prospect for the best fit.
You may need to adapt and change according to each situation in order to get results.
4. Think long term. It is said that 80% of sales are made on the 5th encounter. Whether true, prospecting isnt about getting an instant sale. It will take time, so it is important this is understood so that you dont rush in to make that sale.
Prospecting is a way of building a relationship with people.
Some good advice is to prospect with your mindset. In other words think about how you can help them by way of making that connection. Exchange information about you, what you do and how you can help. You are effectively planting seeds for the future.
5. Create reciprocal value. You need to become a valued resource. Connecting with your prospect with a solution that will address their problem which not only gives value but promotes your brand.
6. Be remarkable. You need to stand out. What makes you stand out from the competitors? Your success depends on consistency and discipline. You need to be applying both of these to get substantial results.
Have a prospecting system as this is a powerful tool used initially to get loyal customers and ultimately an increase in sales. Remember, prospect marketing is the art of making connections, not rushing in to make a sale. Normally you would see results after 90 days so be patient.
My name is Gary Oakes and I know we can all aspire to achieve better things. It may be a case of changing direction and doing something you have never done, but always dreamt of. I have produced a number of tutorials focusing on starting a business at home, marketing a business as well as providing some home based business opportunities. Im helping people to think positively about the future. I believe that people can find a way within to pursue an idea and a vision. We all have the ability to take control of our lives, but many just dont know it.
I have established a 3 in 1 solution to help anyone to think about and start an income opportunity through the comfort of ones own home. You can learn the value of having a vision, tenacity and a passion. You can follow some really simple techniques and the information available is free. You will not see such valuable information contained all in one place. The journey starts by following this simple link to Ideas Working From Home.
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