My definition of prospecting would be, looking for someone who realizes that they have a problem that I can solve. Now the challenge is, that people do not have a stamp on their foreheads that say “I have a problem”. Neither do I have a stamp on my forehead that says “I am a problem solver.” The only way I know of to communicate these things to each other is by talking; having a conversation.Since many people are kept awake at nights worrying about either health or finances. it would be safe to say that I could pretend that almost everyone I meet has a stamp on his or her forehead.Don’t look for the obvious signs of poverty or need. A lot of these people, although you might think they need what we have, have already given up. Look for ways to meet people who are trying to do something about it. How might we recognize someone like that? Well the obvious thing would be to talk to people who have a job already. Maybe someone who is working two jobs. Perhaps someone who is shopping at a discount store, using coupons at the grocery store, or getting tables at a flea market on the weekends.How could you start a conversation? Maybe by asking questions. “I see you are buying in bulk, do you have a large family? Or make a comment like, “It sure costs a lot to feed a family these days, doesn’t it?” Or, “do you shop here often?” “Do you find the prices here really save you money?”See if you can get them to ask a question about something you are leading with. Often they will verbalize a problem and then we are so glad to hear it, we jump right in and start talking about our opportunity. Then the prospect reacts to us by backing away quickly. Now is not the time. You need to get to a point where you say something to make them say “tell me more”. Don’t fall into that trap either. Do not present your opportunity.You have heard the saying, “don’t tell them anything, until you can show them everything.”That is basically true, but you don’t want to get people upset and thinking that you are into something secretive, mystical, or illegal either. Remember, all you want to do is get the chance to meet with them again. Say “I don’t have time right now to go into this with you, but if we could exchange information I would be happy to discuss it with you over coffee.” Or, “I need 30 minutes of your time to show you, and now is not the time or place. Are you available daytime or evening?”If by chatting, you have found that this person is an expert at something that you know nothing about, you could say ” if you would meet with me, I would love to find out what you know about (getting bargains) and I would be happy to tell you what I know about getting an extra paycheck in the mail each month. ( or keeping more of your before tax money, how I deal with the poor economy, etc.).” In this way you validate them.Notice I did not say ” I will give you my card and if you are interested you can call me.”Always carry a small notebook and when you suggest that you exchange cards, if they do not have one just say “that’s no problem, I will just jot your info down in my book.” You are only looking to get another chance to talk; called an appointment.What could you say if you met someone at their work place? “Have you worked here long? I guess you like it.” “Is this what you always dreamed you would do for a living?” Remember, you are just looking for a problem you can help them solve but they must be the ones to recognize the problem. You may see it, but if they don’t see it you do not have a prospect. Also don’t ask so many questions that you become the problem.If you get the chance, a question like this is great: “If I could show you how to create an extra $500.00 a month in just a few hours a week, would it be worth 30 minutes of your time?” You are looking to have them uncover and verbalize problems in four areas. Many trainers use the acronym F.O.R.M. However they never really show you how to use it. What happens is, they teach you what it means, but not how to use it. This might help.F.. Family.
1. They are away from home
2. They don’t get to their children’s games and concerts.
3. They have no time for their spouse.
“Do you have children? How Many? What are their ages?
“It is great to see little ones growing up. They grow up fast don’t they? I’ll bet you get to a lot of ball games and concerts.”
You are looking for them to say something negative but make sure you keep it positive.O..Their occupation:
1. They hate their boss or their work.
2. They don’t get long enough vacations
3. They can’t get a raise
4. They might lose their jobLet them tell you those things by you saying something positive about their job, like “that must be a fulfilling job. You get to help a lot of people.” or “You get to travel a lot and see the world.”R..Recreation
1. They have no time for R&R
2. They are too tired to golf
3. They need more money for the things they like to do.You could say, “If time and money were not an issue, what would you spend your spare time doing?” or “How much money do you need for a hobby like that?” or “How much time would you like to have for your hobby?”
If I could show you how other people get to play golf, (ride horses, go fishing or whatever) every day of the week would it be worth 30 minutes of your time”M.. Money:
1. “How is the change in our economy effecting your lifestyle?”
2. “Have you heard that by the year 2013 our health care will be pretty well broke? Do you have a plan for your family’s health when the government has to back out even more than it is doing now?”
3. Do you think your kids will want to go to University?Try for the opportunity to say something like this:
“If I could show you some information on a company with an economic stimulus plan for the average person, that includes a built in health plan, would it be worth 30 minutes of your time?” (make the question suit your opportunity.)The thing is, if you can get someone to talk long enough by asking questions, this will work for you. They will uncover problems. Don’t just jump on that, but probe some more to see if they are just whiners or if they really want to do something about it. Also, do not try to interrogate them in all four areas. This is a mistake I see people making all the time. They will say, “well I F.o.r.m.ed them. Find one area that is appropriate and use it.Proof that this will find opportunities for you:
When was the last time you had someone say this to you in a conversation? “Oh it is such a lovely day. I am so glad to be alive. I can’t wait to get to work. I work with such great people and I have such a wonderful job. I am sure they are paying me more than I am actually worth and I can’t believe they let me have two whole weeks vacation a year and I can take time off for my spouse and kids whenever I need to, and it is OK with my boss if I play golf a couple of days a week because sound bodies make sound minds.. I am not worried about the recession because the company I work for takes care of us first and the bottom line later. I am sure I will get a raise to cover all of my extra expenses and my job is absolutely secure. Life is just great and I have all I have ever dreamed of.”I guess that would be one prospect that you could walk away from. Remember, we do not have the right to enter someone’s life for the purpose of changing it, even if we feel it is to their benefit, unless we are invited. You will get the invitation as soon as they see that you value them, and that you yourself are a person of value.