Talking to a New Prospect [Part 1]

The best way to be talking to new prospects is to--well, simply talk to them. Don't think of them as "prospects" you need to recruit or sell to. Treat them simply as folks you'd casually talk to, a friend or new acquaintance, not a "sales target." So your goal is really friendship, second to selling. Actually, it may or may not end up with selling. And it's okay. I prefer this approach. Talk informally and simply relax. Enjoy the conversational adventure. This is the first most important step. Then the rest will follow.

When you meet a new prospect [let's call him John], your first aim is to make him comfortable talking with you. Often, it's best that John doesn't know you're into network marketing so you can start a casual conversation. This makes him put down his guard. You see, the moment people discover you're a networker or you're into sales, they'll put up their guards and be defensive about it all. They'd block anything that sounds like selling. Rather, present yourself as a health buff. So be one.

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But don't tell a lie. If you schedule an appointment solely as a seller, tell the guy you're into selling. Introduce yourself as a direct seller, even if you're a networker, because that's what networkers should be. Some people want to go directly to selling and meet prospects strictly as sellers or networkers, not friends. And that's okay. The only thing I hate about this is when prospects don't buy or join and networkers get pissed off, and obviously at that. I have met several networkers who changed their friendly approach once they saw I wouldn't buy. 

So I hate the strictly business approach. I meet prospects and offer them new friendship, talk, introduce the product or business, but give leeway to prospects' freedom to choose--even choose whether they drop the topic or stay with it. I never want to be a pain in the neck just to make a sale. NEVER. If I don't make a sale, fine. But I make sure I make a new friend who I can always go back to another day for another try at selling.

And this way, I get rid of the nervousness about 80 percent. Relax and do not aim at anything. I know how being in sales makes you think nothing but your sales target and the commissions resulting from that plus your performance rating. But don't be like that. It's going to eat you like gangrene and dictate your character soon enough. You begin to treat people nothing more as prospects.

I'd Rather Have It Like This

It's better to just meet a person for a casual talk, and it can be indirectly about a concern connected to your product. If you're into health products, for instance, how about arranging a meeting for a health survey you're undertaking to see what people are doing to stay healthy? And that's honestly connected to your job. Or, say, because you're a health agent, you're part of an info campaign to share to people about an update or breakthrough.

What some big pharma companies are doing is conduct a free consultation campaign where a medical specialist talks to people and then recommends the company's product. You can adopt the idea in a smaller scale, like conducting a free blood pressure or blood sugar test and then share a short talk about your product health benefits. Something like that. I did that when I was marketing manager of a company and it turned out well. And that takes out about one half of the nervousness in product presentation because people willingly go to you and it's some kind of a public service. 

Nervousness sets in the moment you aim to turn a guy, like John, into a recruit or sell him something outright. You feel the stress, and the stress will often make you look awkward and do or say stupid things. So don't aim to turn John into a downline or instant buyer. Just treat him as a person with respect. But do find a way to talk about health. And do aim to make him a friend, sincerely. The best sales strategy is relational that is sincere.

You can apply the mentioned strategy above with any product or service. If you're into insurance, real estate, car sales, pharmaceuticals, wifi connections, etc. You can do sales naturally, as if you're not doing sales. 

Health is a universal topic. Everyone is interested about it and it's among the most natural topics to talk about. Besides, almost everyone is sick with something. So try to lead the conversation naturally to health matters. For instance, when talking to a new prospect, try to ask him or her about sports or hobbies or food.

Selling Example

Let's say, you are suddenly introduced to John and at once you thought of presenting him your product or business. If you do it directly, you'd make a negative impression on John, even an ugly impression. Or an offensive or too aggressive impression suggesting greediness. That's bad self intro. Nobody wants sales people selling them something, especially strangers. 

So what you do is perhaps talk about the recent Olympics (if there was one) or the recent NBA games or maybe about a popular public figure who recently made news about his health regiment or perhaps his death due to an illness. And then you can casually inject, "Getting healthy is getting to be more important in our times, right? This is why I jog everyday. What do you do John, for health?"

That's a well sales camouflaged intro. What exercise or hobby is John into? If not, why not? If yes, why pick that particular sport or activity? Most people love talking about themselves especially with an interested audience. So make sure you're a good listener. Then share about your health and fitness activity and your commitment to good health. Now, listen--all networkers selling health and wellness products should be deep into health. You should be exercising regularly. That's part of your career. Be as fit as you can.

No use telling a prospect you're a health buff or taking health products when you're overweight and your tummy bulges incredibly. All you are to your prospect is a joke, if that's the case. Imagine selling weight loss supplements and you're the same size as Santa Claus.

But it's different if you're at least slim or at least your tummy doesn't bulge--or doesn't look too bulging. Then, you can easily and naturally talk about what supplements benefits you most. Just talk about the health benefits you get from your product. Don't talk about selling it until later.

Let's take this conversation for example:

YOU: Are you into basketball or something? I like basketball. Did you see the NBA game last night?
JOHN: Oh yeah! What a game!
YOU: They say players today jump higher, stand taller, and are physically stronger than players 10 or 20 years ago. They're all health buffs today! What do you do to keep healthy, John?
JOHN: Basically, I play sports now and then.
YOU: Yeah? How about food? Are you particular about food?
JOHN: Well, I just eat anything.
[Laughter]
YOU: You know, being a health buff, I'm particular about food. The problem is, you seldom get safe and healthy food today, especially if you cannot do home cooking. Did you know that people practically eat poison everyday?
JOHN: Hmm?
YOU: Yes, we get it from daily food we eat bombarded with chemicals and artificial flavorings. That's why I take this supplement. Ever heard of ****? I get lots of antioxidants from it to fight free radicals. I really started feeling stronger since I started taking it And it helps me lots with my sport...

Then you start out introducing the product. It even helps to ask John what ailments or health problems he has and link that to your product. But remember, never hard sell. Always sound casual. Don't be too eager or too obvious. It turns off most people. Even me. And looking desperate is not good an image for a networker to have.

To get more in-depth tips on clean networking and how to present your business to people in a more effective way, checkout the link below.

For more in-depth insights about talking to prospects and turning them into new recruits casually, see this link.