Systems for Success
Going through some old materials while cleaning out my library, I found Prospecting Systems for Success, a book published in 1981. Gordon Hawkins was an insurance agent who understood the necessity of continuing to talk to new prospects, no matter how successful you have become. My mentors who are truly successful tend to focus their training on just that principle. Keep talking to people.
In his little book, Hawkins proposed that success is more likely if you have a system to follow. As he says, "Prospecting has to be as automatic as breathing." Wow, there's a concept. Instead of looking at talking to people, or following up the way we anticipate going to the dentist to get a tooth pulled, how different would it be if we likened it to taking a deep breath? Breathing revitalizes our bodies, and clears our minds. Prospecting can serve the same purpose for our business.
Although many successful distributors will tell you they just apply the three foot rule to find prospects: if someone gets within three feet of you, they are fair game. Or how about the mirror test: if you can see they are breathing, go for it. That may work, but if you are going to spend the energy to tell someone about your business and products, wouldn't it make sense to see if they qualify? I have modified what Hawkins proposes as the absolute basics to know who is qualified:
The trick is to listen to our prospects: when someone says they can't afford it, believe them. Just because you know it would be good for them to join you in the business, doesn't mean they are willing to make the sacrifices necessary for it to happen. If you get a gut feeling this person can't hear you, or the objections they are raising speak to a lack of understanding about the value of your products, or this is someone you just don't want to work with, MOVE ON. If we don't waste time on folks who don't qualify, we can find the ones who will that much faster.
In my next post, we will talk about what Hawkins says is your Natural Market.
Kaaren
In his little book, Hawkins proposed that success is more likely if you have a system to follow. As he says, "Prospecting has to be as automatic as breathing." Wow, there's a concept. Instead of looking at talking to people, or following up the way we anticipate going to the dentist to get a tooth pulled, how different would it be if we likened it to taking a deep breath? Breathing revitalizes our bodies, and clears our minds. Prospecting can serve the same purpose for our business.
Although many successful distributors will tell you they just apply the three foot rule to find prospects: if someone gets within three feet of you, they are fair game. Or how about the mirror test: if you can see they are breathing, go for it. That may work, but if you are going to spend the energy to tell someone about your business and products, wouldn't it make sense to see if they qualify? I have modified what Hawkins proposes as the absolute basics to know who is qualified:
- Is the person willing and able to HEAR what you have to say?
- Does the person have the MONEY to become your business partner, or buy your products?
- Does the person NEED what you can provide with your business or products?
- Is this someone you want to work with?
The trick is to listen to our prospects: when someone says they can't afford it, believe them. Just because you know it would be good for them to join you in the business, doesn't mean they are willing to make the sacrifices necessary for it to happen. If you get a gut feeling this person can't hear you, or the objections they are raising speak to a lack of understanding about the value of your products, or this is someone you just don't want to work with, MOVE ON. If we don't waste time on folks who don't qualify, we can find the ones who will that much faster.
In my next post, we will talk about what Hawkins says is your Natural Market.
Kaaren
