Simple Steps to Prospecting and Recruiting
"A journey of a thousands miles begins with a single step." Confucius
The first thing to keep in mind as you move into prospecting is this: “People Are Attracted to and Do Business with People They Trust.”
Your preparation to prospect for new Leaders, Associates, and Customers begins with a proper “state of mind” or “attitude.” Your attitude will be portrayed 20% - 30% more powerfully over the phone than it is in person.
When phoning a prospect, do these simple things to increase your chance of success:
1. Be certain that your attitude is projected in your voice
2. SMILE! It is impossible to feel sad when you smile. If you need to find that winning smile, take a minute, lean back in your chair, lift your chin up and look at the ceiling. Then smile for one full minute, you will see that it really does work. A smile is contagious; share it with the person on the other end of the phone.
3. If you find yourself struggling to pick up that phone to call a total stranger, or someone you were referred to, call your upline support, a friend or someone you can practice on.
4. It is not necessary to have a written script, this often comes off less personal. Use a cue card as necessary, with the key reasons RBC Life is such a great Opportunity, and then simply use these as prompters if you get stuck.
a. Another key element in this process is to remember your own WHY.
i. Why did you join your company?
ii. What has it done for you?
iii. What are the reasons others are joining?
b. When your WHY is big enough, the HOW doesn’t matter
c. Do not prejudge the prospect, they may well be looking for someone like you to “appear” with a new opportunity.
5. Standup and project your positive attitude (Your phone presence can underscore, undermine or even contradict the message you are sharing).
a. Know your purpose
b. Know your company
c. Know your products
d. Know that it is ok if you do not have all the answers, someone does
6. Remember you are talking to a real person, not a lead, not a name, but a real person, with real needs, concerns and desires.
7. Now, when you pick up the phone, you are prepared, confident and radiating friendliness.
a. Women are natural relaters, so this process is much easier for them than their male counterparts, but do not let the friendliness of your conversation dissuade you from the reason for your call, after all it is to get an appointment to share more information.
The more you “practice” these techniques, the more comfortable you will become, the easier it will be to do it often and the more success you will have. Remember in RBC Life we “never walk alone,” so once you have begun to master these skills, help others to do the same.