Approaching Prospects - What to Say to Someone That You Want to Have Check Out Your Business

There are 6 basic recruiting approaches that you may use to build your home business.

1-Direct

2-Sideways

3-Backdoor

4-Yes

5-Ambush

6-Puppy Dog

The goal of these different approaches is to get someone to agree to take a look at your business opportunity with an open mind.

1-The "Direct" Approach:

"Hi Mary, I'm calling because I just joined a company called ______________. I'm looking for individuals that are very motivated and serious about their financial future, and I thought of you. Would you be open to taking a look at the business plan?"

or

"Hi Bob. Listen, I'm calling because I'm onto something new that I believe you really should take a serious look at. Do you have a few minutes right now, or have I caught you at a really awful time?"

or

"There is someone I would like to introduce you to. He (she) is my business partner named __________, and I was wondering if you would be willing to listen to him (her) with an open mind and tell me what you think. Could you do that for me?"

2-The "Sideways" Approach:

"I need your help with some advice. I just joined a new company called _______________ and I'm not really sure about everything yet. I know that you have been really successful, and I was wondering if you could take a look at this company and give me your professional opinion if it is something I should really commit myself to."

(This approach will get the attention of some of your more successful prospects because it can appeal to their ego and make them feel appreciated by you asking for advice. The goal is simply to have this prospect look over everything with the hopes of them really liking it and wanting to join. Use this approach when you are too "chicken" to just use a direct approach. Be aware that some people might give you their "professional opinion" that you are wasting your time with something like this. They might say it's a "scam" or something like that. If they do, thank them for their "opinion" and just move on to get another "opinion.")

3-The "Backdoor" Approach:

"I'm calling because I need your help. I just started a new business, I didn't think you would be interested, but I thought you could give me some ideas or referrals. I just joined a new company called ____________________, and I am looking for people that would like to join my team and work with me. I'm looking for people that are serious about improving their financial situation. I want partners that are very sharp & professional, motivated and fun to work with; that like to travel, have computer skills, and that have a desire to create unlimited residual income for life...Who do you know that fits that description?"

The hope is that the person will interrupt and say, "Hey, what about me?!!" When they do that, you take them to a sizzle call or put them on the phone with your upline. If they do not interrupt, that's fine, just get a few referrals, thank them for their time and move on. This works well because one of the first things you tell them is "I didn't think you would be interested..." This eliminates sales pressure because in their mind, you are just asking for advice, and not trying to commit them to do something. This also acts as a "Take-away." When do people want things the most? When they can't have it! They will feel left out and wonder why you didn't think of them.

4-The "YES" Approach:

This is a very effective approach! This would be used when you run into an old friend, or anyone for that matter during your day-to-day routine. Just talk to them and be their friend. Ask them what they have been up to lately. Ask them about work and how that is going. If at any time during this conversation they mention that they are sick of their job, boss, low pay, lack of vacation time, just want more out of life, or want to make some kind of change; make a mental note of that. DO NOT, LET ME MAKE THIS CLEAR; ABSOLUTELY DO NOT BEGIN PITCHING THEM ON YOUR NEW BUSINESS OPPORTUNITY AT THIS TIME!

You are just there to be their friend and listen right now. End the conversation on a good note.

Ask them how their family is doing, etc. If they ask you if you have been up to anything new, tell them about other new things (Not your involvement in your new business; that will come another day) going on in your life. And then direct the conversation to something positive in the community, show them a picture(s) of your children/grandchildren/pet(s), talk about sports, a concert, girl scouts, a new movie or restaurant, American Idol, whatever.

(This could also be the preferred choice on approaching strangers that you sit next to on an airplane, people at the grocery store, bank, waitress/waiter, pumping gas, in any form of line or waiting room, etc. Just talk to them and make a friend. Use F.O.R.M. Ask them about their Family, their Occupation, what they do for Recreation, what is their Message or what's Most important to them in their life right now, etc. Don't pitch them right then and there. Just make a friend, exchange business cards or phone numbers and end the conversation on a good note.)

After 1 or 2 days, call them on the phone and tell them that it was good to see them (or meet them) the other day. Tell them something like this, "Hey Jane, the other day when we were talking, you mentioned that you were not happy with your job and that you were looking for something new. Were you being serious when you said that?" If Jane says, "YES." The door is wide open for you to expose her to your business opportunity. Invite her to your home to watch the video on the website, or invite her to a company meeting, give her an Intro-pack or magazine, ask her if you can send an email about an income opportunity, have her listen to the "Sizzle Call," or just put her directly on the phone with an upline leader. Again, this approach is very effective because they just told you "YES," they are serious about finding something new. If they say "NO" when you ask if they were serious, tell them why you thought you would bring it up, and then just use a modified "Sideways" approach. You might still get excellent results from that.

5-The "Ambush" Approach:

People naturally resist being asked to listen to a stranger about business because they think that someone is going to try and "Hard-sell" or "Close" them. Because of this resistance, you may have difficulty getting people to agree to speak with your upline leaders. This challenge is a part of the business that we all have to face. Know that it exists, and create solutions to work through it. Deal with it, work harder, and talk to more people. "You can determine the size of the person by the size of the challenges they are able to overcome!" When all else fails, just do whatever it takes (with honesty and integrity) to have someone speak with an upline leader on the phone or in person. Desperate times call for desperate measures. If nothing else is working, and you have run out of ideas or personal contacts to put in front of your opportunity, use the "Ambush" approach.

I call this the "Ambush" approach because you call a prospect with your upline leader already on the phone. Ask your prospect if you caught them at a good time, and then say that you would like to introduce them to one of your new business partners, and then turn it over to your upline leader and zip your lip. The person may feel "Ambushed" and seem defensive, etc., but your upline leader will be courteous and personable enough to help them relax and see that we are real people presenting a business plan that could help them. If they are not interested, the call will be ended on a good note, and the prospect would be asked for referrals and support in any way. This approach works, but I feel that it should be a last resort.

6-The "Puppy Dog" Approach:

Know that you might also make money by pushing whatever product or service you represent. You can use the "Puppy Dog" approach to build a customer base and/or a downline. The "Puppy Dog" sale got its name from pet store owners letting hesitant buyers take the puppy home over night or over the weekend free of charge. When it came time to return the puppy, the customer had fallen in love with the adorable creature and would not want to part with it.

This is a very powerful and effective selling method. You can use this technique whenever you have a tangible product that really does what it says it will. You may offer a one or two week supply of product to a prospect free of charge. Use any of the 5 approaches listed above to put the product in their hands. If your prospects fall in love with the product, they will continue buying it.

You could possibly build a respectable income just from your customers that will continually order new product from you at retail. Study your company's compensation plan or speak with your sponsor to learn how to make the "BIG" money by building a downline. The "Puppy Dog" Approach can be an effective method to build a respectable downline from excited individuals joining your team once they see how effective the product really is.

You have to find your style and know what your goals are. If you love your company's products and/or services and have seen exceptional results, use your own testimonial and that of others to have people try it. These approaches are just effective examples that have worked for many other successful people. Find what works best for your personality and style and just do what you feel comfortable with. You may need to experiment and try different approaches with different people. Ask your sponsor or upline for assistance with each new contact until you become proficient.

Approaching Complete Strangers

While we are on the topic of approaching prospects, let's not skip over the idea of approaching complete strangers. This is called the "3 Foot Rule." Anyone that ever comes within three feet of you anywhere is a potential prospect. How do you handle a situation like that?

I prefer to use the "YES" approach, but you can also purchase business/sizzle cards from the company you represent (Or design and order them yourself) and use one of the following introduction scripts:

"Excuse me, but do you know of anyone who might be interested in making some extra money?"

"Excuse me; I am looking to expand our company's business. Would you be interested in taking a look?"

"Excuse me; I think you might be interested in hearing about a company that is expanding to this area. Can I give you my card?"

"Excuse me, I couldn't help but notice you look like a very outgoing person. I am expanding my business up this way and I am looking for people like you. Would you mind taking my card and giving my company a look?"

Try to get their contact info and then FOLLOW-UP! Approaching complete strangers will be a numbers game. You will face rejection and hear a lot of NO's. However, you never know when you will find a diamond in the rough. What if you find someone that ends up being worth $10,000 per month to you? What if happen to meet your next lifelong friend just because you were willing to step outside of your comfort zone and speak to a stranger? Think about that.

Good luck with your prospecting!

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