As an active business owner, one of the important pieces to a successful business is the ability to properly prospect people for your business.
The caveat to that is, you may know what you are doing when it comes to prospecting, but are you missing a critical part to the process?
Does prospecting really matter if you aren't thoroughly working through it?
This is what it comes down to, while prospecting you need to ensure you are 'closing'.
Here is how the process should go:
1. Prospect people or be approached, either through the use of attraction marketing or your ability to generate leads.
2. Approach them or be approached. Something drew them to you, either your good attitude, your ability to lead, good business sense, or your past successful experience.
3. Qualify them by determining what it is they want, and find their motivating factor (watch out for this, if you miss it, it could be a deal-breaker)
4. Close. This all comes down to, "Are you ready to move on?" (don't mess up by not asking, otherwise, the person will not take you seriously and you will never know if they are ready)
These steps need to be followed in the order specified above. Otherwise, the process will be rather useless. Can you imagine if you dropped right into the close?
"So, are you ready to join?" The reply, "Huh!"
They don't even know what you are talking about! That why the the order must be executed properly.
Oh, and if you really want to learn how to successfully work this process, here's the best advice I can give you... Just Do It!
The more you go through the process the better you will become.
So what if you are afraid.
So what if you are not experienced.
Your success will be determined by you doing. Unfortunately, there is no other way. If you intend on staying in this business, then face your weaknesses head-on.
Only then will you get better at them.
Dedicated to your success,
Jerome Ratliff
Visit JeromeRatliff.com to learn about the fantastic journey he's embarked through his business ventures.
Thursday, September 25, 2008
When Prospecting Really Matters
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1 comment:
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