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Published by Jerome Ratliff

6 Prospecting Habits You Never Want to Have

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Prospecting is the #1 activity you want to be engaged in for about 80% of your day.

There are different tools you can leverage in order to fulfill that.

Social media, telephone, blogging, networking events, forums, seminars, etc. Each of these are a great way to get out there and spread the word about your business.

What may seem as a very easy process to adhere to, actually has a majority of network marketers baffled.

Network marketers do know that prospecting is the only way to acquire new clients. So, why is that we see so many prospecting getting ZERO results?

We talked a little about this in our posture post, and you can read that here. Posture is everything when it comes to leading the field.

So when someone does develop posture, how do they integrate this into their prospecting efforts?

Rather than focus on what you should be doing, let’s take a look into how some of the habits are going against having good posture.

6 Prospecting Habits You Never Want to Have

1. Never let your prospect take over control of the conversation.

When I first started prospecting and calling leads, I found myself letting the other person take control of the conversation letting me know what they were going to do. ERRRR! Wrong way to do it. Every time I approached it this way, I was setting myself up for failure.

Don’t set yourself up failure, have control of the conversation and direct your prospect in what you need them to do and how you have the solution for them.

2. Never assume your prospect is doing you a favor.

In my early prospecting days, I use to think my prospect was doing me a favor by letting me talk to them. ERRRR! The only thing that ever became of these situations were very unproductive conversations that had no call to action.

Remember your prospect was meant for you to contact them. Have the mindset of what you have is what they have been looking for.

3. Never overly agree with everything your prospect says.

Early this week I was speaking with a prospect and I made a big mistake. I was overly agreeing with them. I asked them what they had done for a living, I’d answer, “Oh yes, that’s great.” I then asked them what they wanted to earn in the next 12 months, I’d answer, “Oh yes, that’s great.” ERRRR! Overly agreeing and repeating the same exact thing does not show you are interested in them. If anything, it shows that you talk too much and never truly listen.

Instead of always agreeing, ask them questions that will uncover more about them. After they tell you what they do, rather then say, “Oh that’s interesting”, why not say, “Now, what does a xyz really do?”

That shows you’re more interested in them and you’re listening to them.

4. Never connect with a prospect if you don’t have your positive cap on.

A few months ago, I just came in from a long car ride and I was severely annoyed with the amount of traffic I had to deal with. I immediately began calling my leads and found out that every single one of them were hanging up on me. ERRRR! Whatever issues you have, when you sit down to work on your business, leave those at the door.

Clear your mind before you prospect. If you don’t, it will show in your voice, your shortness, and disinterest in them.

5. Never forget to follow up.

If you set an appointment with your prospect to follow up after you send them to your presentation, follow up just as you said you would. Don’t tell them you will call them and never do. ERRRR! Having posture also means to stay true to your commitments.

This is a commitment you should stick to. If you don’t, you will never add any new team members to your team.

6. Never be rude and defensive.

I once had a prospect yell at me on the call and I immediately yelled back, “I don’t want anyone like you in my team anyhow.” ERRRR! Having posture is about being direct, firm and discreet. A better response would have been, “I’m sorry Bob, but you’re not someone I’m looking for. Have a good day, bye.”

See how that’s not rude in any fashion. It’s letting them know you basically disqualified them. And hey, if they were having a bad day and realized it later, they just might call you back and explain their situation to you and they are interested.

You will earn far more respect if you can avoid these bad prospecting habits and I assure you, your will results will show for it.

The more you portray that image, the more like minded people you will attract to you.

You will be well respected and liked by others. However, some will not like you because they will feel threatened by your demeanor as it’s unusual for them.

That is okay. You want to be unusual, you want to be the best prospector you possibly can be and that means not being like the 98% of people who do it the same exact way which leads to failure.

Are you someone who wants to become very good with prospecting? If so, I’m going to help you.

All you need to do to let us know is to click on the Contact page and tell us what you need help with.

What will you do???

Jerome Ratliff

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