Quickly Connect With Prospects …But Be Careful!
The Change of Focus Strategy
Risking Yourself

Quickly Connect With Prospects …But Be Careful!

When prospecting, there’s one trap we all have to watch out for, and that’s making the mistake of redirecting the conversational focus and making it about you rather than the prospect. For example, if someone mentions that they are from Atlanta, Georgia. You might comment, “Oh, wonderful. I was born and raised there!” (So far so good …you’re connecting …you have some things in common to share.) Then you make the mistake of continuing on and tell them about the neighborhood you grew up in, the high school you graduated from in Atlanta, your first job there, your upcoming reunion, …blah, blah, blah. You just made it all about YOU.

You’ve fallen in to the trap of trying to connect by being interesting rather than by being interested. You took the focus off the prospect and put it back on you. Of course it’s important to share your connecting values and interests, but make sure you are communicating your interest in THEM rather than attempting to show them how interesting YOU are. Here’s an example of responding to connect and create rapport, but keeping the conversational focus on the prospect. The secret is to respond and then follow your response with a question. Here’s a sample conversation:

Prospect: “I just moved here from Atlanta.”
You: Oh, wonderful. I was born and raised in Atlanta and still have many friends in the area. Did you enjoy living there? …What brought you here? …Do you still have family there?”

Focus on being interested – not interesting. Don’t worry. If you are genuinely interested in people they’ll find you VERY interesting! Important take away: The very first step in “power prospecting” is to connect and create rapport. Without it no communication will ever be entirely successful.

The Change of Focus Strategy

When prospecting you must make a simple strategy changean adjustment in focus, from “me” to “you.” You do this by acquiring the ability (particularly in conversations) to always put the prospect’s needs ahead of your own. This simple strategy will strengthen your passion and connection to everyone with whom you associate, and positions you to turn your prospects into customers or team members. It is perhaps one of the most powerful business, communication and life strategies you can employ. What’s the secret? Listen More. Talk Less. Ask Questions! In order to become more effective while prospecting, you will want to learn to listen more and talk less. One suggestion is to listen about 80% of the time and talk about 20%. It’s not an exact science or rule, but maybe asking yourself the following questions will help. “Whom would I like to lead the conversation?” The person asking the questions is always the person controlling (and leading) the conversation. If you’re busy answering someone else’s questions, they are in control, which means they are leading the conversation. Just to be clear, you are not trying to control the person, just the positive direction of the conversation. Your job is to become “needs aware.” What do they need? What are they looking for? Where are they hurting? How can you help them? When you’re having a prospecting conversation, two things should be happening: You listening carefully and you asking quality questions. Hint: The more you listen, the better your questions and the more effective you will be.

Risking Yourself

It’s interesting to note that when most people think of taking risks, what they’re thinking of is risking money. But many of the risks people fail to take – and the possible rewards they miss – actually cost nothing. These risks are personal. We meet an energetic, upbeat service person while shopping and we fail to engage them. We’re afraid. We have a friend we believe could benefit from our product or opportunity and we’re worried about what they might think. We don’t make the call.

We don’t put ourselves “out there”.

In her book, Pathfinders, researcher Gail Sheehy revealed one of the more surprising common behaviors of “truly centered people.” These were people who enjoyed an enormous internal sense of accomplishment and well-being. What was the common behavior? They had pushed themselves to take personal risks!  Understand: Taking risks doesn’t always mean risking your money. Sometimes it simply means risking yourself a little.

Selling your product, service or opportunity involves taking personal risks. You can seem pushy. People may not return your calls. People are sometimes rude. You can be rejected. (Actually, what you offer will be rejected at times). Rejection can sting. You run the risk of feeling emotionally drained.

The late business philosopher, Jim Rohn, reported the most common emotion he uncovered when coaching unfulfilled people was a feeling of regret. The sense that they had somehow done less than they were capable of. And as they looked back on their lives they asked, “Why didn’t I just go for it?” The rewards, when you find a way to “push through” can be enormously positive – sometimes staggering.

Network marketing is simple; it’s mostly about creating conversations, developing relationships and helping people. Successful network marketers adopt and cultivate a “mindset.”  If I had to summarize what it is we really do in just a few words, I would offer this description: Make a friend. Meet their friends. Risk yourself!

Summarizing The Master Prospector’s Mindset

Have the true intention to help people. Be willing to take the lead in conversations. Have an external focus: “It’s not about me, it’s about you”. Fall in love with the right thing: People. Be “needs aware”. Listen more. Talk less. Ask questions.Sell what people are buying: Connectedness; Attention; Leadership; Empathy; Clarity.

Copyright © 2014. Monte Taylor, Jr.