Subject: Walking and Talking
Date: Wed, 03 Dec 2003 13:57:56 +1000
Walking and Talking
by Rod Nichols
One of the most successful ways to build a large network is
through a technique called walking and talking. I run into so
many new network marketers who tell me they don't have any
prospects. I always tell them that they have prospects all
around them. It's true. There are 270 million people here in
the U.S. Every day we come into contact with people who need our
products or services, but neither of us know it. So, our job is
to talk with everyone we come into contact with. Some will be
interested, some won't and that's fine.
The first thing you need is a good line. Sorry, "what's your
sign?" isn't going to work! What you need is a quick question
that will quickly qualify your prospect. My favorite is, "are
you intere{ted in making sgme extra money?" They always say,
"doing what?" I say, "would you be willing to invest 10 to 15
hours a week of spare time to earn that extra money?" If they
say yes, then say, "I don't have time to go into the details
right now, do you have a business card?" If they don't have a
card, get their name, address and phone number so you can send
info and follow-up to answer questions.
Work on your own line. You want it to spark interest and create
curiosity. It's best if it results in a question from the
prospect - this keeps the conversation going. Your job is to
keep creating curiosity, rather than satisfy it. If you give
them too much information, they will make a judgement based on
too little information and it will always be NO.
Where are the best places to find people? Everywhere you go - at
the bank, grocery store, post office, retail stores, video store,
health club, tanning salon, coffee shop, restaurant, auto repair
shop, quick oil/lube place, Dr.'s waiting room, church, school,
etc. As you meet people, strike up a conversation with them.
It's best if you can start with a compliment - their attitude,
smile, clothes, work ethic, etc. Find out if they like what they
do. Then ask your question.
It's very easy to go day-to-day meeting people but never
prospecting any of them. At first this will be tough to do -
possibly way out of your comfort zone. Set goals to talk with a
certain number of people each day. Don't put too much pressure
on yourself by setting huge goals. Start out with one person a
day and work your way up.
Each time you talk with a new person, you open up a new sphere of
influence. This person knows people you don't know. Whether
your prospect is interested or not, tap their circle by asking
for referrals. Quite often the person who isn't interested will
give you a few names, if you ask.
Walking and talking is a great way to expand your business
without investing a great deal of extra time. So, who are you
going to talk with tomorrow?
--
Charles & Kerri Green
http://gold.nonilead.com
"ANY Questions, ANY Time, Just Ask!"