Keys to Prospecting Success

Prospecting becomes second nature when you can implement my quote: “You can have everything in life you want if you will just help enough other people get what they want.” ~ Zig Ziglar

There is a valuable lesson we can learn from Zig. This is one of the biggest secrets to success. And, if we can apply this philosophy to the art of prospecting, then you have one of the keys to prospecting success.

There are many keys to this kingdom. Some of the keys you may already possess, while others await your discovery.

Now, when we talk about prospecting what we are actually referring to is the process by which you are finding someone who may be interested in what you offer. If you’re a salesperson, that could be a product you sell. Or, if you are a broker or home business owner then it could be either a product you market or an offer to join your team within the organization.

Prospecting can be done through various methods such as through the power of the internet or face-to-face. These methods are important, however, if you don’t have the core principles to prospecting success, then using all of the methods in the world will be of no help to you.

The basis of what I’m sharing with you here has been planted within me by Russ McNeil. You can find him at Prospecting Rules.

These core principles are your keys to success.

Key #1 – What you put out, comes back.

Have you heard of non-verbal communication? This is feeling the other person gets through the words, tone or expressions you use.  A wonderful example is of someone who had an entirely bad day of work and arrives home to their family. They walk into the door with their head down, shoulders dropped, and has a disheveled look. The spouse asks how their day was. He groans, “It was great.”

The non-verbal communication here is telling their spouse this is not true. How they carried themselves and their tone contradicted to how they were really feeling. This same thing can be applied to successful prospecting.

Since that was an example of non-verbal communication working against them, let’s look at how to make the person’s words and non-verbal communication work for them.

You walk into a health and food store. You spot a well dressed, smiling person who radiates with confidences. You walk over to them and they ask you, as they smile and respond in an upbeat tone, “How can I help you?”

In this example the two are congruent, and you’re experiencing that first hand. Right?

Next time, be aware of what you put out as what you say may not be interpreted the same as how they feel you really are. Unfortunately, this is when people put their guards up. They are not feeling welcomed.

Strategically communicate with your prospects and you will make them feel welcomed.

Key #2 – Prospect with purpose.

Some people would say their purpose would be to make the sale. If you’re working with this purpose, how’s that working for you?

Prospecting with purpose is about you helping your prospect get what they want. Sometimes this may mean that they are not interested in what you have to offer. But, perhaps you know someone who does have what they want.

In this case, it’s your duty to be upfront with them. At this moment, you stop prospecting for YOU. And if you uncover what they are looking for can be solved by someone or something else, refer them to that.

This will show how genuinely interested you are in them. You are putting their interests first. Plus you never know, because of how you acted, it may open up a door of opportunity by them referring someone to you.

This is what prospecting with purpose is all about. Have some faith that you are good at prospecting.

Key #3 -Desperation is your enemy.

The one thing prospecting is not, is how you need your prospect to get what you have. Quite the contrary.

This shows you are desperate and like we said before in #2 of keys to prospecting to success, we aren’t putting our prospects needs first.

Desperation does not attract people to you, it repels them. This defeats the purpose to getting the job done well. Each and everyone who prospects should look at prospecting as you helping out them.

Also, you know what you have helps people but now it’s just a matter of do they need it. If they don’t need, no need to push and request a sale. Be cordial by just making casual conversation.

Avoid being desperate and you are on your way to understanding this key to prospecting success.

Key #4 – What you say can be the death of your prospecting success.

Have you ever got a telemarketer phone you right in the middle of dinner time? How do you normally feel about this? Well, if the telemarketer knew that it was dinner time for you, then words they use can warm up the prospect.

Instead we hear, “This is so and so from XYZ. We found you as someone who might be interested in….” CLICK. Why did you hang up the phone?

Probably because they interrupted you during dinner and especially because it sounded pitchy. A better way to approach them would be, “Hi prospect. Did I catch you at a good time?” These words have the complete opposite affect then the first example.

Now, there is no way we can uncover all of what you should and shouldn’t say here in this post. You would be reading for the next day or so and frankly my fingers would be so tired that I not sure I would’ve been able to keep up anyhow.

The point to key #4 for prospecting success is to watch what you say and what not to say to your prospect.

When you master these keys to prospecting, then you open a door to an unlimited number of prospects. The sky is the limit.

Wouldn’t you like that?

For some additional reading on prospecting, browse these posts:

People Skills for Prospecting

Go From Good to Great at Prospecting in Network Marketing

The Greatest Networker

6 Prospecting Habits You Never Want to Have

Making Prospecting Your Greatest Asset

Dedicated to your success,

Jerome Ratliff