Prospecting for Results
Whether it’s for network marketing or marketing your business, prospecting for results is important.
People like to be treated as a ‘human’ rather than a ‘sale’. Most will do business with someone they know, like and trust.
So even though most of your marketing may not be ‘face to face’, it’s possible to connect and build relationships with your prospects through automation and through your content marketing e.g. blog posts, social media posts and videos etc.
Prospecting is not the same as pitching
No one likes to be spammed or have someone cold pitch to them. It’s not the way to get results. Many people actually find it quite offensive. Everyone at some stage or other has had people cold pitch to them out of the blue. LinkedIn is notorious for people connecting with you only to pitch their course, conference, service or product before they’ve even said hello. What do you think if someone does that to you? I tend to not even answer them!
Prospecting is still 100% ok and I prospect on LinkedIn and Facebook like many other people do. Doing some kind of prospecting is a great way to grow your business. But it’s always important to start a ‘conversation’ first!
Finding a connection or other ‘small talk’ (even via automation) to start an initial relationship is part of the first conversation e.g. if you’re on LinkedIn or Facebook you can see if you have mutual connections and that’s a great place to start.
Add value
Adding value is paramount too. We have discussed before about pinpointing your target market, finding their problem or pain point and then offering value by solving that problem.
Tips for getting your prospecting right
- If possible and when doing one-on-one messaging, do your homework on your prospect. Search them on social media and find whatever information you can to understand who you are dealing with.
- Don’t jump into your sales pitch too early.
- First conversation is never about your product or service, it’s the ‘small talk’, the getting to know you time.
- Find a ‘mutual’ touch point – master the art of ‘small talk’, ask questions.
- Keep a personable approach – include links to your social media in your emails and automation, add profile images to all your social media platforms and the bottom of emails. Prospects want to know they are dealing with a real ‘human being’.
- Add value always.
Listen in to my latest ‘Marketing Conversation’ in the video below with my friend Paula on how to prospect for results and that involves connecting and not cold pitching.
Building a relationship through your content and automation is one of the strategies that all the top marketers use.
If you’d like to ‘earn while you sleep’ which means set yourself up for residual income, register here and get in touch with me. Looking forward to working with you.
