Prospecting - Who? How? and How Many?
by Dr. Joe Rubino
key to network marketing success is speaking to enough people.
how do you know how many people are enough?
that depends upon your goals and your ratios.
goals, I mean how many people you want to bring into your business.
Your goal must be grounded in your ability to take the actions
required to accomplish that goal. In other words, your daily level
of activity needs to be able to support your goals and expectations.
is where ratios come in.
ratios, I´m referring to the average number of prospects
you will need to approach to put one person into your business.
For many new distributors, this approach number may be fairly
large-perhaps 20 or more.
a new distributor gains confidence and knowledge and learns to
recognize and communicate effectively with potential leaders,
this number, and the accompanying ratio, will decrease.
let´s say that you (as an average new distributor) need
to speak to 20 prospects before one will agree to join your company.
And let´s go on to say that for every 10 new distributors,
one will fit your definition of a leader out to build a large
business in partnership with you.
these ratios, you can see that you would need to prospect 20 people
to find one new distributor. And you would need to sort through
200 prospects in total to find your one leader. If your goal is
to find one new leader per month, you had better be prepared to
speak with about 200 people every 30 days to stay on track.
are intended to give you a starting point to judge the level of
activity you will need to reach your goal. As your enrollment
skills improve, your ratio will decrease, and you´ll be
speaking to fewer prospects, yet achieving the same result.
month, keep a log quantifying your actions and results to see
what your projected ratios will need to be for your next month´s
you have a place to start. You have an estimate of how many conversations
you´ll need to get going.
who will you talk to? Where are you going to get your prospects?
That´s your next step.
network marketing teaches us to construct our names or notification
list based upon who we know in our circle of influence, or warm
market. This includes family, friends, acquaintances, associates
and business contacts. In short, just about everyone you know
or know of.
is indeed a good place to start building your list. You can then
leapfrog with these prospects to see who they know and use their
referrals to further expand your list of prospecting names.
often-used technique to create a list of prospects is to use a
memory jogger like the yellow pages. Ask yourself, Who do
I know who is an accountant, an architect, an attorney ...
Think in terms of occupations and affiliations, always asking,
Who do I know who...?
all professional acquaintances, business sources, former school
classmates, clubs (Toastmasters, Rotary, Lions, Elks, VFW, etc.).
Include study clubs, church groups, networking groups and all
other organizations where people come together in community.
this approach is a two-edged sword. Many distributors use this
warm market list to attract powerful people with whom they have
the downside, for most people, is that until you have proven yourself
successful in this business, it´s often uncomfortable or
distasteful to hound friends and relatives. Also,
what do you do when you run out of your personal names list?
addition to prospecting all those you know or interact with on
a daily or weekly basis, several strategies exist for actively
prospecting different groups of people in a variety of proven
upon your company´s product line, your focus could be a
generic one, such as targeting entrepreneurial individuals (i.e.,
anyone seeking an opportunity, which today means nearly everybody!).
if your products are appropriate for a specific group of people,
you could use a more targeted approach, prospecting them as a
example, if your company has a skin care line, you might direct
your approach to cosmetologists, salon owners, estheticians or
if your products are dental, automotive, pet-related, nutritional
or home-protective, you would prospect those people who have an
affinity for your particular product line.
this, it´s especially valuable to enroll those professionals
with credibility in a particular field who would personally use
and recommend your products to others who respect their reputation.
What Makes Your Company Unique
makes your company, product line or opportunity special and attractive
to your prospects?
you prospect person number one, you´ve got to develop a
clear picture of what makes you and your opportunity unique and
valuable for people. Write each point down clearly and succinctly
so that you will be able to speak them to others effortlessly.
our over-communicated society with nearly 8,000 advertising messages
hitting people every single day, you must distinguish yourself
and your products as attractive, unique and exciting to your market.
you speak about your company in such a clear and compelling way,
people understand why you are unique and how special you are.
It makes you stand out from the me-too crowd. At the same time,
you can motivate your prospect´s curiosity to find out more.
of Unique, Concise Company Statements
Gage, marketing guru extraordinaire, teaches of the importance
of having a concise, hard-hitting USP, or unique selling
proposition. Your USP defines how you and your company are special
and attractive to others within your target market.
company may fit more than one description. In fact, the way you
describe your company and opportunity must be tailored to the
individuals you´re approaching.
following statements are all appropriate for my company, Oxyfresh
Worldwide. I use these as examples to give you an idea of what
you can create for your unique company and product offering.
I´m prospecting, I choose the one Company Statement from
this list that best fits what I perceive my specific prospect´s
core interests to be:
We are a health professional network that allows health experts,
just like you, to create a second royalty-type income that can
lead to early retirement.
We are a leadership development company recognized as a role model
for the MLM industry, that supports people like you in developing
lucrative second incomes.
We are a health and wealth company committed to contributing to
people´s health, longevity and financial freedom. What do
We are a cutting-edge nutritional product company committed to
people´s well-being. We´re rapidly expanding and are
seeking business partners now. Do you know anyone who may be interested
in earning an extra $5,000 to $10,000 per month?
We are a professional home-based business opportunity that helps
people leave the rat race behind. Do you know anyone who is unhappy
with their current job?
We are a debt-free, stable, 13-year-old networking company committed
to developing financially-free leaders in the world. Do you know
anyone who might want to develop an additional royalty-type income?
We help people quit smoking in seven days-guaranteed. Do you know
anyone who would like to be smoke-free?
list could go on and on depending on the variety of individuals
I plan to prospect. The key is to interest people while, at the
same time, creating an opening for them to have a conversation
to Use Your Company Statement When Prospecting
will be occasions when you´ll only have one or two minutes,
or limited space, to present your company to people. This is where
your Company Statement comes into play. Use it as a starting point
until you are better able to explore what is important, of interest
or concern to your prospect.
Joe Rubino is an internationally acclaimed trainer, author, success
coach and the CEO of The Center For Personal Reinvention, an organization
that provides personal and group coaching as well as productivity
and leadership development courses. He was featured on the cover
of Success Magazine and in the cover story, We Create Millionaires,
because of his ability to champion others to succeed. Joe is the
author of the best sellers, Secrets of Building a Million Dollar
Network Marketing Organization from a Guy Who's Been There, Done
That and Shows You How To Do It Too, The Magic Lantern: A Fable
about Leadership, Personal Excellence, and Empowerment, and, most
recently, The Power To Succeed: 30 Principles For Maximizing Your
Personal Effectiveness, Book I and The Power To Succeed: More
Principles For Powerful Living, Book II. For information about
The Center for Personal Reinvention and its services or to order
any of Dr. Rubino´s books, visit http://www.CenterForPersonalReinvention.com
. To contact Dr. Joe about the possibility of hiring him as your
personal success coach,
email: DrJRubino@Email.com or call 800-999-9551 ext 870.