Prospecting - Prospecting - Prospecting

It's going to take your marketing expertise and efforts to generate the leads that your business is going to need. It's also going to take the prospecting skills that you will need to develop and turn those leads into the cash flow of your business. Prospecting is going to become the heart and sole of your business.

Becoming proficient at prospecting is going to take some education. Prospecting always starts on a physiological level. This is where most people, including myself, fall flat on our faces.

Only about 15% of the population has an A-type personality. I am in the other 85%. I am the quiet guy who does a lot of listening and watching. Listening is a very important part of prospecting, but there is more to it then that. Knowing when to listen and when to talk, and having the right words to say all go together when it comes to prospecting.

This might sound very complicated. I made it more complicated then it had to be, as most people do, when it comes to prospecting.

When I was employed as a loan officer at a mortgage company, we did a lot of cold calling. I was told that if I got fifty NO's I could go home. I thought this would be easy. At first I got some NO's. Then I got some "Not interested". Then I would hook an application. Applications took a little time. Then I would start again, and before I realized it was time to go home and I didn't get my fifty No's. My fears of rejection were unfounded. I was fearful for no reason.

As I educated myself on our products, and the prospecting techniques that I would use, I could relax and be myself. I could now use those listening skills that I had, and work on the others that didn't come as easily.

All those calls and all those hang up's were only a training exercise for the development of my prospecting skills. All those negatives were bringing me closer to all the applications and all those people that would say yes. My fears were all physiological. Prospecting is fun. Your phone is a friend. Those people that said no brought me closer to those that would say yes.

Remember this is attraction marketing. We have already learned about targeting your real market. That is other network marketers. This was covered in the first article of the series, "Attraction Marketing". When you are prospecting other network marketers, your rate of return goes right up.

Learn the art of prospecting. Learn from all the No's. Prospecting will be something that you will be excited to do every day. I did say every day, because if you don't make prospecting a daily routine, the forst place you will notice is in your bank account.