Building your work from home business requires you to speak to people about your product, service or business. These may be people you know or people you don’t know through building your business online.
You LOVE your product or business and you want other people to love it too. The problem is that no matter how amazing it is, people will automatically shut off if all you do is pitch, pitch, pitch. You do not want to be the person that people run from because they pitch every person within arms length about their product, service or business.
The most common objection that comes from a person who has been prospected has been that the person did not take the time to get to know them and they were trying just to sell them on their product or some get rich quick program.
This happens because the business owner has not been trained the correct way to speak to people or generate results. So what happens is the prospect’s walls go up almost immediately and you have no chance of the prospect even listening to you, let alone actually buying something or joining your business.
Successful prospecting needs to be relational.
“All things being equal, people will do business with and refer business to, those people they know, like and trust.”
In other words, if two or more home business owners have a product, business, service that is pretty much the same, or equal, it’s that one who has successfully created the “know, like and trust” relationship with the prospect who will get the business.
The 3 keys to speaking to prospects to get the best outcome are:
Key 1: Know how to FORM
Have you ever wanted to know how you can have a conversation with people you don’t know, have nothing in common with, but leave them feeling as though you were the best person in the world?
Well the best way to do this is through becoming a master of the FORM principle.
This has been tried and tested for years, it is a lot of fun especially for building a business and also a great way to meet new friends and improve your relationships.
Remember that when you are asking these questions, be sincere and totally interested in the person you are speaking to. Many people get this wrong and make the questions come out like the Spanish Inquisition. The prospect closes up and does not want to talk to you anymore. Just remember “Friends First”. Be natural.
So here we go: (please note you want to have at least 10 questions you can say off the top of your head around these letters, so take the time and write them down.)
F = Family: You want to ask them questions about their family. “Are you married, for how long, do you have kids, where did you grow up, have you always lived in this area, etc, etc, etc…
O = Occupation: Where do you work, how long have you worked there, what do you like about it, what don’t you like about it, is that what you always thought you would do, etc, etc, etc…
R = Recreation: What do you do for fun, how often do you get to do it, when was you latest holiday, what was it like, where would you like to go to next, etc, etc, etc…
M = Message: This is where you use your prospecting scripts. Your message will be based on what their SIGN is and what they have told you. We give our team all of the scripts to use with people but you can write up a script that will get you a good response and make people want to know more.
Key 2: What is SIGN?
SIGN is what you are looking for when you are asking the FORM questions. SIGN stands for Strengths, Goals, Interests & Needs.
Then once you have these you are able to use them in your scripts to get you the best response. Remember the WIIFM (What’s In It For Me) principle…always relate it back to what how your product, service or business will benefit them.
Key 3: Allowing Time For You To Become A Master
Every leader will remind you that it took them time to become who they are and develop the skills they have. Dani Johnson says: “Manage your expectations”. Too many people think that they get started in business and they should be a success over night. This is not the case for everyone.
Sure we have all heard the stories of individuals who have had heaven open up above them and success seemed to fall into their lap. It did not happen for me and more than likely, it will not happen for you.
So what do you do? Simple, don’t put unrealistic expectations on yourself.
To become a master takes time and commitment. Be committed to training and changing the things that need to be changed and the results will come.
PRACTICE on everyone. Yes, that includes your family and friends and the best thing about practicing on them is your relationships will improve and you can have lots of fun!