Third Party Prospecting
In the past we’ve talked about the importance of using 3rd party tools for presentations. The reason for this is pretty obvious. You want your new team members to be able to recruit on their own as quickly as possible.
Remember, you make or break your new team members in the first two weeks, and the first 48 hours is critical. It’s important you get them into action quickly. And more importantly, get them into successful action quickly.
You want them to get positive results and have some new distributors under them. This does two things: First it gives them confidence. And second, it gives them something to lose. So teaching your new people how to recruit with a duplicable tool will dramatically reduce your dropout percentage.
Here’s the key…
You never want to come across as evasive to a prospect. But you also want to present to them in a way that will allow them to duplicate when they do get in. The secret is to answer a question with a tool.
Example: Suppose your prospect asks if your products are safe for children or diabetics. You can answer by pulling out your catalog and showing them the page where the question is answered.
Likewise if they have a question on the compensation plan. Even though you may know the answer, it would be better to answer it while you point it out in a brochure. Or give them the answer and let them know it will be covered more in depth on the DVD or CD you’re sending them home with.
This way no one will think you’re avoiding their queries, but on a subconscious level they’ll understand that there are resources that will help them when they’re in the same situation. And when prospects have confidence in their ability to do the business, they’re usually going to join.
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