The who, what, why, where, when and how to better prospecting.


1. What

Words make a difference. Most distributors are unable to write down their opening sentence word-for-word. Or unable to write their best one-sentence close word-for-word. Learning exactly what to say will make a huge difference.

Are you trying to think of something great to say to your new prospect every time? That’s a bad plan.

Instead, write down word-for-word your best opening sentence. See what your results are. And then gradually improve your first sentence bit by bit.

You have a business, not a game.

2. When

In my leadership training, we show people the importance of timing. One example is how one person’s timing changes back and forth many times a day. Think about it. Say the right thing, but the timing for that person is all wrong; a formula for disaster.

So when is the best time?

There is no substitute for social skills. Going in for the close without building rapport would be foolish. Thinking about yourself and your agenda isn’t a good plan either.

Try to look at the prospecting encounter from the prospect’s point-of-view. Timing is easier when we think about the other person.

3. Where

This is where “positioning” can make a difference. While this isn’t nearly as important as the first two factors, why not put every advantage on your side?

At some hotel meetings, the men’s restroom has business opportunity cards placed in the toilets. Do you think that is where most prospects search for their business opportunities?

Try to introduce your business in the most professional setting available to you at the time. Maybe you can’t be presenting at a breakfast club every time, but try to avoid passing out cards to strangers on a street corner.

4. How

Tonality allows us to say even the cruelest truths, and prospects will accept it without prejudice. The tone of our voice makes a huge difference.

Small inflections in one’s voice make a difference. For example, ending the sentence on an upward tone signals insecurity; ending a sentence on a downward tone signals confidence.

5. Why

Your prospect picks up your “intentions” with sophisticated programs in their subconscious minds. Texans have a way of describing this by saying: “Dogs know who to bite.”

Prospects can smell insecurity, insincerity, and desperation.

Try this:

Set one lone appointment with a prospect. That’s a lot of pressure. If you don’t get the appointment, then you have a 100% failure rate. No one to talk to. Don’t you think this pressure will show up in your voice and tone?

Then, try this experiment. Book three or four appointments. Now call that same lone appointment. You are not very attached to the outcome as you already have some appointments to see. This confidence will show up in your voice and tone with the prospect.

6. Who

While we shouldn’t prejudge prospects, some prospects are further along in their self-development than others. So if you have a choice, why not talk to prospects who have already overcome some of the self-imposed limitations we all create within ourselves?

My best opening question to a new prospect is:

“Are you looking to start a business now, or are you still in the information-collecting stage?”

Talking to someone who isn’t ready to join … that’s hard to fix.

This question quickly puts you and your time in front of qualified, ready-to-join prospects.

If you liked this blog post share it and have an abundant life!

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3 comments on “The who, what, why, where, when and how to better prospecting.

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