- Persistence Pays. Do not call once and give up. Your prospect may have been out or busy when you tried to contact them.
- Expect Objections and Excuses. Prospects have no idea what you are offering them and you are probably catching them off guard by your contact. Learn how to handle objections. Most people react with an and objection without knowing why they did it.
- Do not try to present the business on your first contact. Plan a follow-up with your prospect on the first call. Give them a place to get more information and then set up an appointment. If the person is truly interested they will look at the information and be available for the follow-up. If they were not they won't show and you won't waste time on someone that was not interested.
Success in prospecting is about approaching it with the correct attitude. Here is my attitude on prospecting:
- Good Prospects are open minded, coachable, and follow through.
- If the prospect does not follow through on the first step they will not follow through on building the business and they are probably the wrong person.
- People that are going to be successful will follow the proven duplication model and focus on their personal success and the success of the team.
- Just because someone needs the business doesn't mean they will do the business. The reality is often the people that need the business the most are in that place because they do not feel they can succeed at anything. You may never be able to change that self defeating attitude.
- It is better to spend time with good prospects that follow through and build the business then bad prospects that do nothing.
A noted leader in this industry once said: "I would rather work with a person that is running toward the finish line then one I have to drag across it. I only have two hands but I can work with a lot of people that are running on their own no matter how fast, but with my two hands I can only work with one or two people that are waiting for me to drag them across"
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