Transcript How To Prospect

Prospecting 101
How To Prospect
“Prospecting is the
engine that FUELS this
business!”
--Michael Clouse
Basic Formula of Prospecting
2c x 4d = 8cw x 4wm = 32cm x 12m =384 ncpy
What does this formula Mean?
2 Contacts a Day
X 4 days a week
=8 Contacts a Week
X 4 weeks per month
=32 Contacts a Month
X 12 months a year
=384 new contacts per year!
Why don’t we do this?
Fear
“Don’t
Speak
unless
you
are…….”
“Children
should
be
seen
and
not………”
It’s
been
ingrained
in
“Don’t talk to…………..”
our minds
How we can over come this……
1.We must Talk FIRST
2.People need to know you, like you
and trust you
2 New Contacts a Day!
#1 Understand the Rules
• It’s not about begging, convincing, coercing or
forcing someone to buy the products! It’s not
about “making a sale!
It is about THEM!
• Focus on the Individual– you are actually selling
yourself!
• People need to Know YOU, Like You and Trust You!
6 Points from Dale Carnegie
1. Become genuinely interested in the other person
2.
3. Remember the persons name is the sweetest sound
4. Be a good listener, encourage others to talk about
themselves
5. Talk in terms of the other persons interests
6. Make the other person feel important and do it
sincerely
From the classic: How to Win Friends and Influence People
#2 Breaking the Ice
How to Start a Conversation
Get out and do what you Love!
Think about where leaders might be?
Play
Detective……
Or what they might be doing…
• Tennis Club
• Chamber of Commerce
• Basketball
• Volunteer
• Toastmasters
Opportunities Everywhere!
Vital Skills to Learn…..
• Listening
• Awareness
• Sincerity
“doTERRA makes it easy to “break the ice” – you just have to take
advantage of the opportunities!”
Ice Breaker Questions Ideas…..
• Ask for directions
• Ask for a recommendation
• Ask some sort of question that requires a
response other than Yes or No
• Offer an essential oil sample
What would YOU do?
What would YOU do?
• Your at the airport,
you notice the
woman sitting next
to you keeps rubbing
her head like she is
in pain. What would
you do?
What would YOU do?
• You are in a hurry,
and you call your
neighbor to
borrow
something. You
ask him how he is
doing and he says
“…..I’m….Okay.”
What would YOU
do?
What would YOU do?
• You are playing
tennis with
some buddies.
One of them
falls and hurts
her wrist, what
would you do?
What would YOU do?
• You are with your
kids/grandkids at
the local corn
maze. The little
boy in front of
you gets stung
several times by a
wasp and is
screaming, what
would you do?
#3 Ask Your Power Question
“What do YOU do for a Living?”
What Will YOU Say?
• Take a minute,
think about what
you would say if
someone asks you
what YOU do?
Don’t let the conversation stay on
you, keep it going back to them!
“I teach others how to take care of their health with
essential oils, so….tell me more about…..”
#4 Ending the Conversation
•
•
•
•
•
Smile
Use their name
“Hey Mary, do you have a card?”
Ask them for a Business Card
I will call you in a few days to see how things
are going with the ______________”
(whatever you gave them samples for)
#5 Call Them Back
• 48 Hour time frame
• Remind them of your conversation
What to do on the Call…..
• Tell them you would like to send them
samples
• If you are following up on samples--- ask how
things have been going, ask if it is working or if
you need to send something else
• Questions?
• Invite them to an event, a webinar a
conference call…..
Tell Your Story
Facts Tell, Stories Sell
#6 Presentation
• Let the TOOLS do the talking—and the work
– Tear Pad
– DVD
– Brochure
– Webinar
– Event
• Get the Information into their Hands!
#7 Make it a Part of Your Life…
• Keep repeating the process until it becomes
Natural!
“The opposite of Success is NOT
failure; it’s mediocrity. Failure is
actually a part of the process to
success. And to reach true success in
our profession (or any profession
worth doing), you must be willing to
pay that price—the price of building
skills and character.”
―Randy Gage “Making the First Circle Work”
Don’t be Afraid to OPEN your Mouth!
You can Achieve ANYTHING you put your mind to!
Prospecting 101