Now before you go saying “I don’t need no stinking prospecting script” and tell me that you are just going to speak from the heart because you feel more comfortable doing that rather than taking the chance of sounding scripted, let me tell you the reasons that you do want to have a prospecting script for your MLM business.

Using A Road Map

First off growing a business, making a sale, whether you are a network marketer or you sell something more traditionally, is a journey.  Success doen’t just happen.  I want you to think of your prospecting script as your map to guide you through the prospecting process.  I want you to think of your prospecting script as an outline that you follow so that you will be consistent in your approach and to make sure that you will be better able to maintain your focus during each and every prospecting call that you make on your network marketing journey. 

“Winging” It

 I’ve heard that there are some network marketers that are more comfortable “winging” a prospecting conversation and there are some MLM company leaders that will actually tell you to just speak from the heart.  I was told the same thing when I got started.  And I have to tell you that it was scary.  I wasn’t comfortable talking to strangers in the first place and when you stack on top of that the fact that I didn’t know what to say, I can tell you that I wasn’t going to get vary far using that prospecting method.  The problem comes in, especially for the new network marketers, without a script, you could spend a lot of time trying to convince a prospect that they need to look at what you have.   But do you want to know a secret?

What The Heavy Hitters Do

The MLM Heavy Hitters all use prospecting scripts.  I know, I was stunned when I found this out.  But when you think about it, it makes perfect sense.  When you have a prospecting script and you have memorized that script, you come off as being smooth and you just exude confidence because you know exactly what to say and how to say it.  And while I will often come off of my prospecting script, I am always able to get back on course and complete my mission.  Just because you have a script doesn’t mean that you have to follow it exactly.  There will be times when you will got off of your prospecting script because that is just how the conversation goes but by using a script you can make sure that you do all of the steps necessary to qualify your prospect.

Objectives Of A Prospecting Script

So, what are the objectives of a prospecting script.  As a network marketer using a prospecting script, you first want to introduce yourself.   Your second objective is to provide an offer.  This is where you tell your prospect, what’s in it for them.  This is where you grab your prospects attention.  The next objective of your prospecting script is to provide your prospect with some value and benefits.  At this point you want to know if your prospect is interested.  The final objective of your prospecting script is to close it up.  This is where you get your prospects decision and get them to take action.

Winging It vs. Using A Prospecting Script

So let’s take a look at a network marketer that just wants to “wing” it.  They may feel that keeping everything loose and shooting from the hip is the best approach because they want to get a sense of the type of person they are speaking with.   So they may spend a lot of time talking about their MLM company and/or their product or service, pushing as much information on their prospect as possible.  Finally, the network marketer that “wings” it may actually ask for an appointment or they may just give the prospect some literature, dvd, brochure, or something along those lines.

Now, let’s look at a network marketer that is armed with a prospecting script.  When speaking with a prospect, they are able to maintain their focus and within 30 seconds, they know if they are speaking with the right prospect, then and only then, do they get the prospect to make a decision and take an action. And the best part about using a prospecting script is that the whole process will sound natural and not forced.

So my suggestion to you is to have a prospecting script by your side when you pick up the phone to make your cold calls.  Your results could amaze you but I know for a fact that you will be using your time more effectively and you won’t be wasting any of your time talking to the wrong prospects.   The best part about using a prospecting script is that your prospects will see you as an expert because they can hear the confidence in your voice.  Confidence comes with practice and with knowing exactly what to do and when to do it.

Don’t worry if you don’t have a prospecting script or the script you are currently using isn’t effective, developing an effective prospecting script takes skill and lots and lots of testing.  If you find yourself stuck, get some help.