MLM Prospecting Tip
If you’ve read my last blog post “Be In A Hurry When You Prospect… Here’s 2 Reasons Why!” http://kennysantos.com/be-in-a-hurry-when-you-prospect-heres-2-reasons-why/, then you know that you must be in a hurry when you prospect.
But… how do show your prospect that you are in a hurry without looking weird? If you want to display that you are in a hurry so you don’t have to answer your prospect’s questions, then it will look suspicious if you mention that you have an appointment or you must get off of the phone AFTER they ask the question. So, make sure that your prospect knows that you are in a hurry BEFORE they get a chance to ask.
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Here are 2 ways to be in a hurry. They both involve a Break In Communication otherwise known as a BIC. I learned the first one from Ray Higdon http://rayhigdon.com/.
Mention an appointment
When you are talking with your prospect build a little bit of rapport and then before you ask them your prospecting question, mention that you have to get to an appointment. It mind sound like this:
“Wow, it’s been great talking to you but I lost track of the time. I have to get on to a conference call in a couple moments. Real quick, are you at all open to making ANY money outside of being a realtor?”
Mentioning the conference call is the BIC. They now know that you have to get going. You don’t have any time to answer their questions right now. If they ask, “What is it?” You can responde with, “Well, I have to jump on this conference call right now, if you want more information I can send you a quick video that explains it.”
If they say yes, then schedule a time for a follow up and send them the video.
If they keep on pushing for an answer, politely get off the phone. “Like I said, I have to jump on this call… Sorry.” Then hang up.
Don’t give in and tell them what it’s about. If you do that they are more likely to reject you. It’s psychologically better for your business if you reject them first.
You might be thinking, “What if I don’t have an appointment to get to? I don’t want to lie and make an appointment up.”
If you don’t have an appointment to get to then set an appointment. Your prospect doesn’t have to know what your appointment is or who it’s with. Most of the time they won’t even ask what the appointment is.
Your appointment can be to have a cup of coffee by yourself and going over some webinar notes. In that case, if your prospect asks what your appointment is you can just say, “I’m going over some business over coffee.”
Your appointment could be to play with your child or to go on a date with your spouse. If they ask what your appointment is, just say that it’s personal.
The point is to have an appointment even if you have to set it with yourself.
Be In A Hurry
The second way to be in a hurry is almost like the first one but it’s even easier. It works a little bit better on warm market rather than cold market but it’s very very effective. I explain exactly how to do it in the video below.
So now you know how to be a hurry. I use this everytime I prospect and I teach my team to do the same thing as well.
Did you get value from that? I would love to hear about it in the comments below.
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Be In A Hurry When You Prospect… Here’s 2 Reasons Why!
The Misconception of Warm Market Prospecting
How to avoid the number 1 mistake in MLM
2 Things That Are More Important Than Skill When You Are Prospecting
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