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Finding MLM Prospects |

Learn effective strategies for finding new prospects for your Longrich business. Discover various methods to expand your network and connect with potential leads. |

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Finding MLM Prospects |

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  1. LIBA TRAINING PPT APPROVAL PAGE • Reviewed by： • Approved by： • Date： Notice: This training PPT is used for Longrich internal training only, it is prohibited to be modified without authorization. If you want to modify it accordingly, please get the permission from Longrich Direct Selling International Training Department in advance, otherwise, any consequences and responsibilities caused by modifying must be borne by the modifier, instead of by Longrich. Longrich reserves the rights for any further explanation.

  2. FINDING MLM PROSPECTS2 Presented by LIBA Feb, 2017

  3. MOST IMPORTANT ASPECT OF YOUR BUSINESS + WHERE U NEED TO SPEND YOUR TIME 1. FINDING 2. INVITING 3. SHARING 4. FOLLOWING UP WITH YOUR PROSPECTS OR LEADS – WITHOUT PROSPECTYOU DON’T HAVE A BUSINESS

  4. YOU SHOULD NEVER RUN OUT OF LEADS TO TALK TO ABOUT THE LONGRICH BUSINESS 1. USE YOUR WARM MARKET FIRST - IF THEY ARE NOT INTERESTED THEN ASK THEM FOR REFERRALS 2. NETWORKING EVENTS – CHAMBERS OF COMMERCE EVENTS – GET NAME CARDS AND CALL THEM UP 。 3. LOOK FOR DIFFERENT KINDS OF MEETINGS AVAILABLE AROUND YOUR AREAS - ATTEND + NETWORK –TO MEET PEOPLE + OTHER PROFESSIONALS 4. CHURCH + CHARITY EVENTS – GREAT PLACE TO NETWORK , CONNECT +SERVE PEOPLE 5. TOLL BOOTH MARKETING – GET THE TOLLBOOTH OPERATOR TO GIVE BUSINESS CARD TO THE VEHICLE – TELL THE VEHICLE BEHIND THAT YOU HAVE PAID THEIR TOLL 4

  5. YOU SHOULD NEVER RUN OUT OF LEADS TO TALK TO ABOUT THE LONGRICH BUSINESS 6. DROP NAME CARDS IN THE BOOKS AT THE BOOKSTORE 7. ATTIRE MARKETING – PRINT CATCHY TAGLINES ON THE HAT,T- SHIRT, UMBRELLA, PAPER BAG TO ATTRACT CURIOSITY + ATTENTION 8. CAR WINDOW STICKER OR MAGNETS – JUST SLAP ON SOMETHING TO ATTRACT PEOPLE TO CALL YOU UP OR VISIT YOUR WEBSITE 9. CHARITY EVENT – FULL OF PEOPLE WHO ARE GIVING + 1 2 HELP OTHER PEOPLE – THAT’S WHAT NETWORK MARKETING IS ALL ABOUT 10. TRADE SHOWS + EXPOS – GO AROUND THE DIFFERENT BOOTH + TALK TO BOOTH RENTERS – GET THEIR INFO TO FOLLOW UP 5

  6. YOU SHOULD NEVER RUN OUT OF LEADS TO TALK TO ABOUT THE LONGRICH BUSINESS 11. DOCTORS OFFICES – THEY KNOW HOW TO RUN BUSINESS – THEY ARE SUCCESSFUL AND WILL 12 KNOW MORE AND DO MORE 12. CAR SALESMAN – THEY WORK ON COMMISSION JUST LIKE YOU 13. RESTAURANT OWNERS , OTHER PARENTS OF YOUR KID’S SCHOOL SPORTING EVENTS- STRIKE UP A CONVERSATION – THE WHOLE IDEA IS TO NETWORK + MAKE FRIEND 14. STICK YOUR BUSINESS CARDS ON THE NOTICE BOARDS , BUS STOPS, CONVENIENT STORES 15. SOCIAL MEDIA – GREAT WAY TO TELL OTHER PEOPLE YOUR BUSINESS - FACEBOOK, LINKED IN , YOUTUBE ,TWITTER, BLOGS , WE CHAT ETC 6

  7. YOU SHOULD NEVER RUN OUT OF LEADS TO TALK TO ABOUT THE LONGRICH BUSINESS 7 16. GOOGLE SEARCH FOR YOUR CITY PROFESSIONALS, REALTORS, FINANCIAL PLANNERS –A WHOLE LOT OF LIST THAT YOU CAN COLD CALL – ANYONE WHO RUN BUSINESS AND MAY BE INTERESTED IN A DIFFERENT STREAM OF INCOME 17. GOOGLE PLUS – CONNECTING WITH PEOPLE IS FUN – JUST HANG OUT GOOGLE PLUS 18. DROP BUSINESS CARD INTO THE MAGAZINE ON THE AIRCRAFT WHILE FLYING - PEOPLE ARE ALWAYS GONNA READ THE MAGAZINES 19. AIRPORT – PUTTING BUSINESS CARDS IN THE RESTROOM – WASH BASIN , TISSUE DISPENSER – 20. PEOPLE WHO WORK IN AIRPORT RESTAURANTS – GREAT PEOPLE TO TALK TO

  8. YOU SHOULD NEVER RUN OUT OF LEADS TO TALK TO ABOUT THE LONGRICH BUSINESS 21. UNSOLICITED CALL – TELEMARKETERS – ASK THEM IF THEY WOULD BE INTERESTED IN A SIDE PROJECT THAT DOES NOT INTERFERE WITH WHAT THEY ARE DOING NOW 22. BEAUTY/ HAIR SALON – TALK TO THE BEAUTICIANS WHILE U R ENJOYING THE SERVICE 。 23. OTHER NETWORK MARKETING COMPANY – GO FOR THE 2ND LINERS OR NEW DISTRIBUTORS – GO INTO THE LION’S DEN TO GET THE LION CUBS 24. FLEA MARKET + GARAGE SALES – MINGLE AROUND AND MAKE FRIENDS 8

  9. PEOPLE ARE EVERYWHERE – ONLINE + OFFLINE IN TODAY’S WORLD NO MONEY NO TALK IN NETWORK MARKETING NO TALK NO MONEY REACH OUT TO THEM – ACTIVE PROSPECTING 9

  10. 7 STEPS RECRUITING FORMULA 10

  11. STEP 1 1. ASK PROBING QUESTION LIKE “ HEY WOULD U BE INTERESTED IN A SIDE PROJECT IF IT DOESN’T INTERFERE WITH WHAT U R CURRENTLY DOING 2. THE TRUTH IS WHO WOULDN’T BE INTERESTED IN A SIDE PROJECT IF IT DOESN’T INTERFERE WITH WHAT THEY ARE CURRENTLY DOING 11

  12. STEP 2 WHEN THEY SAY “ YEAH, WHAT DOES IT ENTAIL ?” YOU THEN ASK THEM A QUESTION “ WHY WOULD YOU BE OPEN? WHAT’S GOING ON IN YOUR LIFE NOW THAT HAS YOU 12 MAKE EXTRA MONEY NOW?” THAT IS MAGIC MOST OF YOUR WORK IS DONE DURING YOUR INVITE - THIS IS DETERMINE BY HOW U INVITE THE PROSPECTS 12

  13. STEP 3 – POINT AND SCHEDULE USING WHATEVER EVENT, MARKETING TOOL (LIKE WEBSITE LINK, CORPORATE DVD, YOUTUBE CLIP, ANY MATERIALS HAND THEM THE TOOL – POINT THEM TO A WEBINAR OR WEBSITE –INVITE THEM TO AN EVENT SCHEDULE A FOLLOW UP 13

  14. SAY IF U HAND THEM A DVD,CD OR POINT THEM TO A WEBSITE, ASK THEM HOW SOON CAN U WATCH THE DVD OR THE VIDEO OR LISTEN TO THE CD OR TAKE A LOOK AT THE WEBSITE?WHATEVER ANSWER THEY GAVE – TELL THEM “ I AM REALLY BUSY, IF U CAN WATCH IT AROUND 8’O CLOCK TODAY I WILL GIVE YOU A CALL RIGHT ABOUT 8.30. WILL YOU BE AVAILABLE? 14

  15. STEP 4 – CHECK THEIR LEVEL OF SERIOUSNESS UPON ASKING THE QUESTION OF HOW SOON CAN THEY WATCH THE DVD OR TAKE A LOOK AT THE WEBSITE AND IF THEY GIVE YOU SOME LAME EXCUSE LIKE “ER…I WILL WATCH IT IN A COUPLE OF DAYS” YOU THEN CHECK THEIR LEVEL OF SEROUSNESS BY ASKING “ JUST CURIOUS DO YOU SERIOUSLY PLAN ON WATCHING IT OR U R JUST SAYING IT TO ENTERTAIN ME OR KEEP THE CONVERSATION GOING?” CALL THEM OUT IF YOU FEEL THEY ARE NOT SERIOUS IF THEY ARE NOT INTERESTED - JUST MOVE ON , IF THEY SAY THEY WILL REALLY WATCH IT- YOU GOT YOURSELF A GOOD PROSPECTS – YOU HAVE JUST INCREASED THE CHANCES OF ASKING THEM DO WHAT YOU WANT THEM TO DO. 15

  16. STEP 5 – THE FOLLOW UP 1. CALL AND ASK THEM THIS QUESTION “ DID YOU WATCH THE DVD OR TAKE A LOOK AT THE WEBSITE OR GO TO THE LINK?” 2. IF THEY DID NOT – YOU THEN JUST TELL THEM “ LISTEN I HOPE IT’S OK WITH YOU, I HAD SOME PEOPLE THAT DID WATCHED IT AND I HAVE TO PRIORITISE MY TIME AND GET BACK TO THEM” - A LITTLE BIT OF TAKE AWAY 3. IF THEY DID WATCH IT – YOU THEN ASK THEM THIS QUESTION “JUST CURIOUS WHAT DID YOU LIKE ABOUT WHAT YOU SAW OR HEARD? 4. YOU THEN LISTEN – LET THEM DO THE TALKING 16

  17. IF THEY REPLY POSITIVELY BY SAYING I LIKE THE RESIDUAL INCOME, THE OPPORTUNITY TO TRAVEL , I LIKE WORKING FROM HOME …………ETC……ETC………YOU THEN GO ON TO SAY “ WELL COOL, SOUNDS TO ME YOU ARE READY TO JOIN OR IT SEEMS LIKE U R READY TO GET INVOLVED”IT SOUNDS LIKE SEMI-QUESTIONING BUT IT IS REALLY AN ASSUMPTIVE CLOSE – THAT’S POWERFUL AND WILL CONVERT THOSE FENCE SITTERS. 17

  18. STEP 7 – SIGN THEM UP + ENROLL THEM INTRODUCE THEM TO YOUR UPLINE AND START WORKING OUT THE GOALS + BUSINESS PLAN THEY ARE READY TO GO – GET THEM ON BOARD – SCHEDULE THEIR TRAINING AND GET THEM TO START DOING THE BUSINESS 18

  19. 11 SECRETS TO FOR A WINNING COLD CALL 19

  20. IF YOU MUST COLD CALL TO BUILD YOUR BUSINESS, HERE'S HOW TO DO IT RIGHT. 20

  21. 1. UNDERSTAND YOUR GOAL IF SELLING YOUR BUSINESS REQUIRES A FACE-TO-FACE MEETING, THE GOAL OF THE COLD CALL WILL BE TO SET UP THAT MEETING. SIMILARLY, IF THE COMPANY LAUNCHES A TRIAL USAGE OF A NEW PRODUCT, THEN YOUR GOAL IS TO GET THE PROSPECT TO SAMPLE OR TRY OUT THE PRODUCT NEVER TRY TO SELL THROUGH THE PHONE 21

  22. 2. RESEARCH, RESEARCH, RESEARCH YOUR COLD CALL IS MORE LIKELY TO BE SUCCESSFUL IF YOU KNOW SOMETHING ABOUT THE PROSPECT, YOUR PROSPECT'S DESIRE ,INTERESTS AND THE "HOT BUTTONS" THAT WILL CAUSE THAT PROSPECT TO CONSIDER TAKING THE ACTION. 22

  23. 3. WRITE A SOLID COLD CALL SCRIPT IT IS IMPERATIVE THAT YOU PLAN OUT AHEAD OF TIME WHAT YOU'RE GOING TO SAY IF YOU GET THROUGH OR GET INTO VOICE MAIL. IF THE FORMER, ASK PERMISSION BEFORE YOU SPEAK. IF THE LATTER, SIMPLY SAY "I'LL BE BRIEF." THEN BE BRIEF. 23

  24. 4. REHEARSAL REHEARSAL TRANSFORMS THE SCRIPTED CONVERSATION INTO A MORE NATURAL DIALOG. WORK WITH A TEAM MEMBER UNTIL YOU INTERNALIZE THE RHYTHM OF THE CALL. THEN YOUR STATEMENTS AND QUESTIONS FLOW MORE NATURALLY 24

  25. 5. ASSUME THE PROSPECT NEEDS YOU APPROACH THE CALL AS IF YOU HAVE INFORMATION AND PERSPECTIVE THAT THE PROSPECT TRULY NEEDS. EMPHASIZE IN YOUR OWN MIND THAT YOU CAN CONTRIBUTE EFFECTIVE BENEFITS + SOLUTION TO THE PROSPECT AND YOU CAN MAKE HIM HEALTHIER AND WEATHIER 25

  26. 6. GET AND STAY CONFIDENT IF YOUR OFFERING TRULY HAS VALUE, YOU'RE DOING THE PROSPECT A FAVOR BY GIVING HIM OR HER THE OPPORTUNITY TO TALK WITH YOU.  BE SO CONFIDENT IN YOUR ABILITY TO PROVIDE VALUE THAT THE PEOPLE YOU CALL RESPOND WITH CONFIDENCE THAT YOU'RE RIGHT. 26

  27. 7. DIFFERENTIATE YOURSELF WITHIN 10 SECONDS YOU HAVE TEN SECONDS (MORE OR LESS) TO COMMUNICATE TO THE PROSPECT THAT YOU'RE WORTH TALKING TO. THE BEST WAY TO DO THIS IS TO HIT ONE OF THE "HOT BUTTONS" THAT THAT YOU DISCOVERED DURING YOUR RESEARCH. 27

  28. 8. MIRROR THE PROSPECT'S TONALITY. TO CREATE INSTANT RAPPORT, MIRROR (BUT DON'T MIMIC) THE TEMPO AND RHYTHM OF THE PROSPECT'S VOICE. IF THE PROSPECT TALKS QUICKLY, TALK QUICKLY BACK. IF THE PROSPECT HAS A LONG DRAWL, SLOW YOUR TALKING SPEED DOWN TO MATCH. 28

  29. 9. STEER THE CONVERSATION + STICK TO YOUR GOAL. IF THE PROSPECT IS CHATTY, YOU MAY FIND YOURSELF IN A CONVERSATION THAT'S IRRELEVANT TO WHAT YOU'RE TRYING TO ACCOMPLISH. WITHOUT BEING PUSHY OR ABRUPT, MOVE THE CONVERSATION TOWARD THAT GOAL. STAY IN CONTROL OF THE CONVERSATION 29

  30. 10. ANTICIPATE OBJECTIONS PART OF COLD CALLING IS TO ANTICIPATE THE OBJECTIONS SO THAT EACH TIME ONE OF THEM MATERIALIZES, YOU CAN HANDLE IT AND MOVE THE CONVERSATION FORWARD. LET'S ASSUME YOUR GOAL IS TO SET UP A FACE-TO-FACE MEETING. 30

  31. 4 MOST COMMON OBJECTIONS "I'M NOT INTERESTED." YOUR RESPONSE: "YOU KNOW, THAT'S EXACTLY WHAT [CURRENT CUSTOMER] SAID TOO WHEN I FIRST CALLED THEM. THEY'VE SINCE BECOME A CU`STOMER AND AS A RESULT HAVE [RESULT STATEMENT.] WHY DON'T WE JUST GET TOGETHER SO I CAN LEARN MORE ABOUT YOU COMPANY AND WHAT RESULTS WE MIGHT CREATE FOR YOU? HOW DOES [DAY] AT [TIME] WORK FOR YOU? "SEND ME SOME LITERATURE."YOUR RESPONSE: "I'D BE HAPPY TO, BUT UNTIL I LEARN MORE ABOUT YOUR COMPANY AND ITS NEEDS, I WON'T KNOW WHAT TO SEND. WHY DON'T I COME BY [DAY] AT [TIME] AND I'LL BRING AN ASSORTMENT OF LITERATURE WITH ME?" 31

  32. 4 COMMON OBJECTIONS "I'M TOO BUSY." YOUR RESPONSE: "OKAY, I WON'T KEEP YOU. WHAT I'D LIKE TO DO IS COME BY WHEN YOU HAVE MORE TIME TO TALK. HOW DOES [DAY] AT [TIME] WORK FOR YOU?" "IT'S NOT IN OUR BUDGET RIGHT NOW."YOUR RESPONSE: "IN THAT CASE, NOW IS THE PERFECT TIME TO MEET! WE'VE FOUND IT VERY BENEFICIAL TO DISCUSS FUTURE NEEDS AND OUR SOLUTION EARLY SO THAT WE CAN BE OF HELP DURING YOUR DECISION MAKING PROCESS. WHY DON'T WE JUST GET TOGETHER [DAY] AT [TIME]?" 32

  33. 11. CELEBRATE EVERY CALL IF THE CALL WENT WELL (AND YOU ACHIEVED YOUR GOAL), TAKE A FEW MOMENTS TO CONGRATULATE YOURSELF. IF NOT, YOU'VE JUST GOTTEN THAT MUCH CLOSER TO A CALL THAT WILL GO WELL. SO CELEBRATE ANYWAY. YOU DESERVE IT. IT'S A TOUGH JOB. 33

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