Okay last post we looked at how simple it can be to meet people and expand your candidate list. Steve asked a great question:
He says, “But isn’t personal charisma, ability to gain trust from others, a bulletproof ‘what do you do for a living’ answer, and unbridled enthusiasm even more important when you are venturing into new social circles?”
Yes. And no.
Certainly those things are important. Especially the most important one: enthusiasm. But anyone can do that immediately if they choose to. So let’s look at the others…
Meet people, smile and let them talk about themselves and I guarantee you they will think you are the most charismatic person they’ve met all week!
Now you’ll find trust is taken care of two ways. When you’re just meeting and getting to know people – not pitching everyone who comes within ten feet of you – they trust you naturally. And of course when it does come time to expose them to the business, always use a tool. The tool has the credibility, so trust isn’t an issue.
I don’t place a bunch of stock in all these clever lines about what you do. Most of them I hear from trainers are cheesy, corny or insulting. I find when I have met someone and identified a need like freedom, security, residual income, etc, and I let someone know I have something that may handle that for them, they don’t even ask what I do. They’re eager to get the tool or attend the event where they can learn about it.
I think people complicate prospecting too much. The best tips are just learning how to meet people. Be friendly and get to know them better. When the time is right, let them know you have something that can help them. And use a tool to do it.
Get them into the pipeline. And be sure and review the post on Sell the Pack, Not the Kit.