Archive for November, 2009
November 30th, 2009 | 
Author: Following up with prospects is crucial to the success of any work at home business yet many network marketers fail miserably in this area. Could it be that their mentors or upline may be to blame to some extent?
Many networkers are told not to bother wasting time on prospects if they don't show some initial interest but this can backfire big time. Even if someone tells you that they are not interested in looking at what you've got right now pencil them in for a follow up three months down the track with their permission. They'll usually give it.
Unless someone specifically tells you to "take a hike" and not call them again they are always a live prospect until such time as they do. Now the secret to keeping your prospect live and joining your work from home business is educating them them from the moment they enter your sales funnel.
Preselling A Prospect
In a work at home business such as network marketing, you're selling the opportunity. Many take this literally and bombard their prospects with sales pitch after sales pitch.
Eventually, they'll hit the unsubscribe button and put you down as a bad experience. Why is this? Becase at no stage have they been given any information so they can assess you as someone they truly believe can move them forward in reaching their goals.
Hitting prospects with a barrage of sales pitches doesn't convince them that you are the genuine article and someone they can place their trust in. In other words, you don't convince them that you would be able to deliver what you're saying in the sales messages.
Earning YOur Prospect's Trust
So how do you earn a prospect's trust? You educate them in your follow up messages instead of trying to sell them. It's that simple.
By educating a prospect you're showing them you're someone who knows what they're talking about and they gradually start to believe that it's you who can help them achieve success in a work at home business.
You build trust and credibility with a prospect with every educational message you send them. It shows them you are genuinely interested in their wants and needs and not just trying to make a sale. Every message should clearly show them that their time and money will be well invested with you. More importantly, the information you provide needs to be useful enough that they can take it away and use it.
By constantly bombarding prospects with sales pitches you raise their defenses. It's natural and confrontational to them. They will naturally resist you but by providing messages that are educational, then this resistance is negated and non existent and your work at home business will be better for it.
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