Prospecting Lessons From Handline Fishermen

Fly Fishing

Fly Fishing

Yesterday someone on my team sent me a message sounding very frustrated about the fact that he was prospecting and not getting anyone to buy product from him or to join his sales team. As I read the message, I could not help but think of his prospecting problems in line with fishing.

You see prospecting is very similar to handline fishing. The world out there is a pond that is full of people (fish) that you would like to catch alive (buy from you or join your team). The way in which you engage with them and your marketing message are the bait that will either attract them or leave them nonchalant.

1.         Prospect Patiently by Taking Consistent Action

Out of a pond filled with thousands if not millions of fish, the handline fisherman will catch them one at a time. Targeted prospecting is like handline fishing. You catch them one at a time. Fishermen are patient to catch fish. They will cast the line in and wait for hours on end for the fish to bite. After they bite they then tug and roll in. A lot can happen even after the fish bites. If he does not tug quickly and hard enough, the fish that had bitten can escape. We will leave the tugging (closing) skills for another day and focus on patience and consistency for today.

Be patient. It takes time to build a solid business with a strong customer base. Be consistent. Keep throwing in the line and hook. That is the only way to catch fish for a handline fisherman. Keep on talking to people. It s the only way to have customers and reps in your business.

2.         Use The Correct Bait

One of my favourite fish to eat is Tiger fish. I understand it is also a sportsman’s favourite in the waters of the Kariba Dam. To catch Tiger Fish, you must use bait that will attract Tiger Fish. Fishermen use the right bait to catch the kind of fish they want. Not all bait works for all fish. It is vital as a business person for you to understand your target market and craft your marketing strategy to suit them and what they are looking for. Predefine your ideal client and create a prospecting strategy that will get you those kinds of clients.

3          It May Be Necessary To Move To Another Pond

I am not quick to recommend this to my team because in most cases it is impatience, inconsistency and poor quality bait that lead to thinking that the pond is void of any fish.

However, if you keep catching frogs when you have done all to be the best fisherman, maybe the pond from which you are fishing has no fish. Be aware of the prospecting statistics in Network Marketing and move to another market if you absolutely have to. Another market could mean one of three things:

i) Prospecting From A Different Social Level Of Clients

Most Network Marketers have a tendency of prospecting from their social peers. Within the same town or country, you can deliberately start fishing from a higher social level of clients. Be mindful of the company that you keep. That company is where your prospects are going to come from. I challenge you

to examine the five people you spend the most time with. Would you want them to be your business partners. If not, then you are fishing from the wrong pond. Do something about finding and moving to a circle that has the kind of people that you want in your business.

ii) Prospecting From A Different Country or Town

Sometimes it might be necessary for you to launch your business at a different location. The best way of doing that will require you moving to that location for not less than 3 months. They say a prophet has no credibility in his home town. Moving to a new place can boost your confidence as you will be now talking to an audience that does not know your past and can build trust in you starting on a clean slate.

iii) Prospecting From A Different Technological Segment

Go online as well instead of being exclusively offline. This can be very useful in building a team from a ‘cold market’ as well as for growing an international team without leaving your current city. You will of course need to develop long distance team building skills for this to be viable.

Remember you are running a business. Think about and study the trends. Make adjustments as you go in order to increase productivity. Document what you are doing and the results that your activities are giving you. Let your past mistakes be learning points. That is where the value of your failures is. Failure showing you what does not work. Learn and grow from your mistakes.

Was this information useful to you? Please share it with your team on social media or via email and leave a comment below.

ABOUT NOMUSA

Nomusa Mhlanga 315-copy-412x540-320x420-150x150Nomusa is a loving mother of four sons. A professional water resources consultant with a Masters degree in Water Resources Engineering and Management, she has mastered the art of mindset shifting and integrating her conventional professional training with becoming a successful God praising network marketing business owner.

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My Skype: madlala2010

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Strangers: Talk to Them Without Upfront Pitching

How To Talk To Strangers Without Pitching

talking to strangersIf you are to grow your network marketing business to any significant level of success, you have to master the art and science of how to talk to strangers. At some point your warm market will run dry and you will need to talk to strangers – people who belong to what we call the cold market.

You know it yourself, very few people like to be sold to. People generally prefer to want to buy as opposed to being sold to.

One of the pitfalls many network marketers fall into is that of selling upfront because of the pressure of wanting to grow their businesses fast. Speed is good, but I will go for sustainability more than speed. If you want to grow a sustainable network marketing business, you must be able to create rapport with stranger and let the relationship that builds lead them to want to purchase your product or to join your team.

That first encounter with a total stranger will make or break your relationship. So follow the following five steps to build long term relationships that can blossom into fruitful business partnerships.

1. Do Not Pitch on First Encounter

The initial conversation is the key to success. Most people feel they need to come up with their sales speech immediately they meet someone. No matter how well you present your pitch, remember that prior to this encounter, they did not know you. So they have no basis to like you or to trust you. People buy from people they like and trust. You are in neither of those categories yet, so they will not buy anything that you sell to them.

2. Build Trust When You Talk To Strangers

Since people buy from people they know and trust, build that trust. Get to know them and let them get to know you. Give your relationship time to grow to a point where it will be natural for them to say yes to your offer. Actually as they get to know you more, they might be the ones who ask what you do and express an interest to know more about it.

3. Take The Pressure Off Yourself To Sell

I understand that you started your business to make money. The faster the money comes in the better hey? The pressure to make a sale as quickly as possible might make building a relationship first look like a total waste of time. Well high retention, and thus sustainability for your business can only come from customers and reps who believe in you. Take the pressure off yourself to sell and just focus on building a friendship.

4. Have Fun

Meeting and getting to know a new person can be fun if you let it. Make the process of acquainting to one another more fun for both of you. Enjoy the conversation. Let them enjoy the conversation as well. Just be human. Do not become like a robot with memorized sales lines to launch on any and everyone you meet. Relax and let the conversation open the opportunities for you. Do not be tense when you talk to strangers. Relax.

5. Focus on Them Not You

This is very hard to do in a world where people are so full of themselves. Let your first meeting stand out for them in how different it will be compared to what they are used to. When they expect you to focus on yourself and what you do or sell, focus on them. Ask questions about them and what they do. When they ask about you, talk about your stuff very low key and go back to focusing on them.  When you talk to strangers, ask what I call “feel good questions”. Do not be interrogatory. Make the stranger feel good about you, the conversation and themselves.

Did you find this useful in helping you to build rapport with new people and how to talk to strangers. Feel free to share this information with your team or people you know will benefit from it.

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ABOUT NOMUSA

Nomusa Mhlanga 315-copy-412x540-320x420-150x150Nomusa is a devoted mother of four sons. A professional water resources consultant with a Masters degree in Water Resources Engineering and Management, she has mastered the art of mindset shifting and integrating her conventional professional training with becoming a successful God praising network marketing business owner.

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My Skype: madlala2010

Follow me on Twitter: NomusaMh