The Keen Marketer

When training new, inexperienced people for prospecting, there are a few things you need to consider.

First of all, people have different opinions.

How does this relate to prospecting?

Well, the first thing we are told is to share with friends and family.  Some people may find it easier to do that if they come from a supportive family and some won’t because they fear rejection, especially from someone they love.

So how can this be avoided?  By increasing ABILITY.

Your circle of influence starts with your family and can be represented as the middle bullseye on your influence of influence board.  These are the people you are closest to.

If you widen the circle a little you find relatives, then you get to friends, colleagues, people you meet regularly, people you meet once in a while, people you haven’t met in a long time, friends of friends and then strangers.

Get the picture?  Our circle of influence may be wide but at the edges, those we know get to be less and less until you are in the cold call area.

I hate cold calls and I refuse to make any.  So how can you train your new recruit to stay within the first few rungs of their circle of influence?

Teach them a script. You have to know what to say so that you don’t turn your family and friends against you.  It also insulates you from rejection.  It’s that simple

Here’s an idea of what I mean:

“I have just started this new business and I’m very serious about it and my business coach is giving me a challenge to connect with 10 family members who are open minded and you happen to be on my list.  I was wondering if you would help me?

(When they say “yes”)

“Great.  All I need you to do is watch this video and after you can give me your opinion.”

As your newbie practises with their closest family members, their level of ability will increase.  As ability increases, this new prospector will feel more confident and will widen the circle a little.

It’s a win win situation.  Your new associate gains confidence through practise and with your support and excellent training will soon find that prostecting is really simple and in the end quite rewarding.