As a network marketer, prospecting is the most important activity we can do to grow our home based businesses.  When I think of prospecting, I usually think of cold calling.  Cold calling gives a lot of network marketers bad thoughts.  

You may be thinking of cold calling as calling or approaching a stranger with the sole purpose of getting them to buy your product or service.  But if you look at cold calling as prospecting for those that have a need, want, or a desire to fix a problem that your product or service can fix, then consider how many people you can help by prospecting. 

Prospecting comes in many different forms and if cold calling isn’t for you, then maybe one of these other prospecting activities will be more to your liking.

Prospecting Form #1

Prospecting form #1 is telephone prospecting.  This is one of my favorite forms of prospecting, especially when I am trying out a new prospecing script.  I prefer using a script because it helps me to stay focused on what I am doing. 

For beginners and testing purposes, the telephone and cold calling is the best form to use in my opinion.  It’s the cheapest and quickest method to use. 

When you are first starting out, cost can be a big factor for some network marketers.  The majority of people already have a phone and getting a good long distance plan these days is pretty easy.   The only other things you have to have are a prospecting script and a list of people to call.  (I will share with you how to get leads for less than a quarter in the future.)

Using the phone is also a quick method for reaching a lot of people.  Typically, a network marketer that is focused on their task can dial between 45 – 60 numbers an hour.  Consider how long it would take you to do that using the face-to-face method.

Prospecting Form #2

Prospecting form #2 is Face-to-Face prospecting.  This prospecting form has some similarities to telephone prospecting.  You have to have a prospecting script (pre-planned opening to create interest) and you have to have people to visit.

Being efficient at face-to-face prospecting also requires you to be able to do a full presentation on the spot or to be able to set up a future appointment.

If the decision-maker isn’t available, then you have to be able to get the necessary information in order to be able to talk to that person in the future.  You will have to have the decision-maker’s name, their phone number, and the best way to reach them.

Prospecting Form #3

Prospecting form #3 is Trade Shows.  This form can be broken down into two categories.  Trade shows that you attend and those where you are an exhibitor.  This prospecting form has some similarities to face-to-face prospecting.  In that you have to be able to do a full presentation on the spot or be able to set up a future appointment.

Trade shows can be a great place for meeting and finding prospects in your target market.  However, being an exhibitor at a trade show could cost you quite a bit of money and you have to be good at creating enough interest so that people will stop by your exhibit and want more information.  With a hall overflowing with fascinating products/services, combined with time constraints, people need a good reason to come and visit your booth.

Prospecting Form #4

Prospecting form #4 is social functions.  Social functions can be a great source of leads.  However, you have to become comfortable with meeting new people and it’s good idea to develop an effective networking strategy. 

More often than not the conversation will turn to what you do for a living.  It’s a good idea to have strategy to respond to that question.  Spend some time preparing your opening dialogue (prospecting script) so that you will have an intelligent response to the question.

Again, your intent is to create interest and to open the door for further discussion.

Prospecting Form #5

Prospecting form #5 Seminars and Workshops.  This prospecting form can also be broken down into two categories.  Seminars and Workshops that you attend and those that you deliver.

Seminars and Workshops are all about the presentation.  As with doing a trade show, there can be a large expense involved.

As an attendee, you can do your prospecting as if you were at a social function.

Prospecting Form #6

Prospecting form #6 is asking for referrals. You can get referrals from a variety of sources.  Basically anyone you know could become a source of new business.

Typically, your existing customers are going to be your number one source for referrals simply because they are the ones who actually use your product or service.

As a network marketer, it is essential to ask for referrals because the customers who have referrals, often become a business builder themselves.

Prospecting Form #7

Prospecting form #7 is Ad Copy.  Ad copy can come in the form of: Press Releases and Articles. 

As a network marketer, writing press releases and articles is a great way to get new business.  The written word is a powerful tool in building your credibility as an expert in your field.

This prospecting form can also be done at no cost.  I personally love getting leads from articles that I wrote about a subject that catches a prospects attention.  These leads are often converted to sales a lot easier than any other prospecting form.

Prospecting form #8

Prospecting form #8 is the Internet.  The Internet is probably the most powerful tool that any network marketer can master. 

However, being able to use the Internet is not the only skill that you should have.  It’s one thing to be able to get an unlimited supply of prospects but if you can’t follow through and convert your leads into sales, your business won’t be any better off.

That being said, I love the Internet as a prospecting form.  Being able to generate my own leads is an awesome feeling.  The best part about these leads are that they are prospects that are already interested in what I have.

I hope that you have gotten some valuable information about prospecting.  I recommend that you use more than one prospecting form to get your leads.  If you only rely on the Internet to get your leads, you could get hurt when a search engine changes it’s rules.

Don’t worry if you don’t feel comfortable prospecting.  Confidence comes with developing your skills.  Developing your skills comes with learning and implementing what you learn. 

If you would like to  learn the art and science of marketing, feel free to contact me.  My passion is helping other network marketers grow their businesses.