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:
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.
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.
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.
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.
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.
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.
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.
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