Network Marketing - Articles

Prospecting With Posture

By Lisa Kitter

When I first share with people the concept of "Prospecting with Posture" they immediately assume I mean that they should behave rudely or abrasively to their prospect. I would like to begin this article right here and now by clarifying that unfounded misconception.

My definition of prospecting with "Posture" is to share your product and income opportunity from the point of view that you have the goose that laid the golden egg in your possession and you're willing to share it with the right people. Posture is an attitude, a conviction you have in your voice and persona about where you're going, the company/product you represent and what kind of a potential is available to you and others.

After years of marketing I have come to the conclusion that coming across with posture really boils down to a positive self-esteem and a strong belief in your opportunity and product. That's it in a nutshell. For years I was under the misconception that people would flock to buy my product and to join my sales organization (team) simply because I asked them to. How wrong I was! When I simply shared my product and opportunity but displayed no posture I failed miserably. I struggled along and found myself going deeper and deeper into debt attempting to sell my products and convince others to do the same. Something had to change or I wasn't going to make it in this industry!

Here's the concepts I learned and successfully applied:

1. Building a productive team of producers is about looking for people to partner with and develop as leaders. Not people who need to be saved.
   

2. The key to finding these potential leaders is in the interviewing process. Professional Networkers sort for quality people they don't "sell" people on the opportunity or product.
   

3. Perception is reality. People want to be associated with someone who is busy and successful. When you spend a lot of time (hours) with one prospect or potential team member, you don't come across as a successful entrepreneur but as a desperate sales person.
   

4. Lead! Don't follow. You're the leader of your own home-based enterprise. When you prospect, behave as a leader should behave. Don't allow your prospect to take control of the conversation by behaving rudely and making you jump through hoops to convince them to join your business. Remember, this is your own business and you are sorting for potential partners. Anyone who behaves rudely or is obnoxious would more than likely not be a good partner anyway. Let them go! Next.
   

5. When you take your home-based opportunity seriously and treat it with the time and respect it deserves, others will do the same. You literally have your hands on a multi- million-dollar opportunity be sure you're treating it that way.
   

6. Your confidence or lack of confidence will be the determining factor in your prospect making the decision to either buy your product or to get started in your business. Prospects enroll in a home-based opportunity with the person they perceive to be a leader and they buy the product they perceive to be of value.
   

7. No need to make this more difficult than it really is. It's a simple business but it requires a couple of things.

   • A willingness to get out of your comfort zone.

   • Action! Action! And more Action!

   • Leads! Leads! Leads!

   
   Even if your completely scared to death and you stutter a lot, you can still recruit and sell products by simply being willing to talk to lot's of people. You learn by doing. You get good by practicing. A "no" answer means the timing isn't right for your prospect or they're not ready to get involved in something at this time. It's not personal and you must be willing to move on to the "next" person. Find the yes's!
   
   It is my experience that most marketers get so emotionally attached to their prospects that they're just crushed if someone says no. Be prepared to hear many, many no's. Hey, it comes with the territory. Not everyone is as open minded, bright and eager to experience growth as you are.

I see so many marketers coming from a position of "need" or "begging" instead of a position of "empowerment" or "leadership." When you hear an excuse or two then it's time to go find another prospect. Don't sell yourself short! You deserve to work with quality people and people who are truly ready to change their life. Don't chase your prospect, let them chase you!

Clearly define your goals, be excited about your new products and income opportunity. You may know absolutely nothing about your compensation plan and you still sign people up and sell products! How? Have you heard that it's better to have, "Ignorance on fire rather than knowledge on ice?" I'm here to tell you that statement is absolutely correct when it comes to being a dynamite prospector.

Prospecting with posture is about leadership and service. It's about being willing to get a little uncomfortable yourself in order to assist someone else in achieving his or her goals and dreams. Prospecting with posture takes practice because there may be times when you have to get somewhat confrontational with your prospect. You may get to a place where you must ask your prospect if their happy with their life, financial situation, job and status quo way of living. Prospecting with posture is caring enough about your fellow human being to not be intimidated when asking someone how much money they really believe they deserve to earn and how healthy they deserve to be. It's taking the bull by the horns, taking a stand about your future and inviting as many quality people as possible to join you in your quest to success. It's recognizing that not everybody is going to want to step out of the comfort zone and make the trip with you and it's about being okay with his or her decision.

Lisa Kitter

www.eynp.com  888-212-0759 lisa@empoweryounowpub.com