The Secret of Effective Prospecting

The Heart of Prospecting

Prospecting is the lifeblood of any business.
When you looking for gold or diamonds you are „prospecting“.
It takes many tons of soil to be removed for one diamond to be recovered.

Prospecting is the process to sift through, search for, and talk to a great many people to find your diamond.

But the real key of prospecting is not looking for people who needs it, but people who wants it. It is not about convincing, but finding those who are convinced by their own desires, long before we even contact them. 

The heart of prospecting is to serve others and not looking for others to serve us. 

The heart of prospecting is building relationships, as part of the business building process.

The heart of prospecting is caring for people more than caring about what we have to offer.

The real truth is there are NO competition when CARING is genuine in building your network marketing business.

Two Qualifications
I have found over the years that for myself and many others who have chosen to build a Network Marketing business, that the best way to communicate with prospects effectively is to apply the
*Two Qualification method. Simply what it means is this...
We focus on two qualifications.... Internal and External

So when you prepare yourself to make contact with your prospects you focus on QUALIFYING them according to:

1. Internal:  Qualify them according to your own criteria.
2. External: To give them an opportunity to qualify themselves

Let me clarify this, firstly let's examine what Internal Qualification entails.



Internal Qualification:
Internal qualification is really based on your own selected personal criteria.. thereby qualifying your prospects according to your criteria:

• Do they like people, are they mobile.
• Are they online (internet,PC,mobile)
• Are they successful at something?
• Are they paying a bond.
• Are they married…etc?
• Always look for people on your level or above your level.

External Qualification:

External qualification is based on what others are convinced about in other words their own conviction and not what you are convinced about. This is critical for effective prospecting!!! Therefore your task is to facilitate a process to provide opportunity for Self-Qualification:

• Yes we want them to be in our business.
• We are looking for the one who wants it.
• We are looking for the one who are hungry to become successful.
• BUT external qualification is based on their own conviction, on their desire NOT yours 

If you need a detail PITCH on an effective way to communicate with your prospects, feel free to request a copy of my External Qualification Pitch.

Your Personal Names List

In the Network Marketing Industry, the NAMES LIST is the single most powerful tool from which to start building your business.

It is used EXTENSIVELY by all successful businesses.

As a new person in the Industry, it is a GOOD IDEA to understand the principles that underpin the importance of this simple tool.

The STATISTICS of the industry worldwide clearly show that your FASTEST start will always come from somebody you already know.

Because everybody else also has a circle of influence, it is a seriously powerful concept to accelerate growth in your Network Marketing Business.

By working properly through your Names List in a systematic way you will get immediate results and able to build a sustainable business.

If you teach your recruits to do EXACTLY THE SAME, they will get immediate results and ensure the growth of their business which will cause your business to explode.

MASSIVE business growth can develop by just using this single principle.

Invest 1-2 hours writing a names list of everyone you know.

Warm market:

 Relatives

 Friends

 Neighbors, past and present

 School, College and University friends

 Co-workers or business associates

 Acquaintances

Cold market:

 Make new friends and keep adding to the list

 By far the biggest category of people i.e.“friends you haven't made yet”

 Don't forget the biggest sources of people are strangers who want to become your friends.

Remember! 
Develop a daily prospect awareness habit and keep adding names to your Names list database.

“The more names in your database,

the more money you'll make!”

1. Your initial Database should include 100 – names of people you know. (This is considered your Warm Market List)
2. Use the Memory Jogger or the headings in the Yellow Pages to help you think of names. Use your cell phone record of names and numbers, wedding lists, Facebook, email address book and birthday list to help you as well. *feel free to request a copy of my Memory Jogger.
3. Pay special attention to those people who have been or are still in another network marketing or direct selling business. These people are already trained, ambitious, and can become great leaders.
4. Look for people who are assertive, ambitious, have a high self-image and are successful at something.

Steps to Creating Own Your Database

List Details:

Column 1 – Name and Surname

Column 2 -  Partner …………. Put a TICK if they have a partner (Husband, wife, etc) if not, leave blank. If you don’t know – leave blank.

Column 3 – TRUST …………. How much does that person trust YOU (on a scale of 10) 

Column 4 -  Open Minded…... How open minded is the person on a scale of 10

Column 5 - Access to Money... Does that person have “ACCESS” to funds within one week. (Grade on a scale of 10)

Column 6 -“HOT BUTTON”…What is the most important thing that the person wants.Do not say money. This is about an important specific need (or desire).

Column 7 - Relationship…….. What is the person's relationship to you.

Column 8 - Desire ………….. How much does the person WANT the “Hot Button” item. (Grade on a scale of 10)

Column 9 – Phone Number …

Column 10 – E-Mail address …

With your list …. Anything you don’t know … leave blank …don’t guess.

Pre-Judging:

Don’t “pre-judge” suitability…… Put EVERYBODY YOU KNOW ON YOUR LIST… Leave the selection to the science of the process.

Analysing Your List:

Add up the scores in the row for each person. (Max score is 30)

Talk with the people with the HIGHEST SCORE FIRST.

You will find that the people with the highest scores are your close family and friends. Focus on the “Hot Button” for those few people.

Invite ALL your “Hot Button”:

EG. Hot button for Dave (brother) is a new BMW.

Invite .. “Dave listen, .. I know you want a BMW .. yes. How much do you want it on a scale of 1-10? ….. Go to this website and take a look, it’s a way to get your BMW THIS YEAR” 

*feel free to request a copy of my External Qualification Pitch.

Statistics show that your fastest result will come from THAT single activity.

Inviting Everybody Else:

Everybody else falls into the category of “acquaintances”.

Invite them by phone call or e-mail.

Use the Two Qualification method check the article at the beginning.

*feel free to request a copy of my External Qualification Pitch.

Go ahead and INVITE EVERYBODY on your list using these two methods.

If you would like to know more about my StepByStep System and my *Two Qualification prospecting with heart, feel free to contact me anytime.

Thank you for visiting my blog: For more information email me also check Applying the Secret Science of Sponsoring

Mark Khan
Life Coach / Inter-Networker
Skype ID: ageofseth

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Two Qualifications