Secrets to Success: Prospecting

The most often asked question I receive is “What is your “Secret to Success?” or “How can I take my business to the top like you did?”  I wish the question asked of me was, “What was thesingle most important thing you did to building your success?”

My answer would be straightforward and once again so very simple!

CREATE A FOLLOWING!

A better way to say that would be become a master at Prospecting. Now I know some might interpret that as meaning become good at “Lead Generating”…. It’s a similar concept but does not mean the same thing and here is why.

To me a “Following” means People that are interested

~In what you are doing.

~How you are doing it.

~Respect how you do it…..

A following is built on a relationship.

Generating leads to me is more like an impersonal numbers game. Contacting people hoping some person will connect. Which is much like giving out your business cards and not asking for their contact info. Sort of like throwing enough spaghetti against the wall hoping some will stick.

I learned the power in ‘creating a following’ years ago when I was a beautician. It did not matter how good of a beautician I was (and you had to be skilled in manner areas) what mattered was if I was able to fill all my appointment slots each day for a 5 day week. Actually I was only deemed as good as my following.

Yes, I was good as a beautician but what I became masterful about was developing my interpersonal relationship skills. I took an interest in my customers. If they liked cooking then we talked about recipes and entertaining family and friends. I was even given secret family recipes. If they were into a hobby we talked in detail about the hobby. I paid attention to their mood when they first sat in my chair and if they seemed like they wanted to be quiet then we did little talking. But I was also tuned into the times when they wanted to share something wonderful with someone…. I listened with interest, concern and  joy.

People are THE most important part of the success equation. I learned how to read people, how to be “present to people” beyond just basic customer care. I guess it worked, because if you wanted to book and appointment with me you had to do it at least a week in advance.

When I began my Direct Sales business I knew that prospecting had to be on the top of my list of priorities.  I looked for opportunities to invite people to know about what I was doing and then to ask them to try my product and give me their opinion of it. I looked for groups of women (women’s clubs and organizations) where I could do a presentation at their meeting with the purpose to educate and connect…..it multiplied the opportunities!

Even when I branched out to develop my global business I started by asking people “Who do you know that might be interested in learning about my services or business?”Then I would call the prospect, introduce myself and set an appointment to meet. We would meet and that was the beginning of the relationship, which is the first part of the business transaction.

Prospecting a following is fun… a little like being a detective…. On the hunt for the person that can relate to your product line or your business opportunity and you. Over the years I have been blessed by my business, it has led me to not only become successful in business but I have met  so many wonderful people that have become close business associates and friends.

So start your prospecting list with people you know…. acquaintances, friends and family and then branch out to your community….Become aware of all the people you come into contact with each day and start from there. Remember the powerful line….

“Who do you know….?”

Seek “NESTS” of woman…. At women’s clubs and organizational meetings. Offer your services for a talk about your product and the benefits of your product to the audience before you. Prospecting is the key to success and once you master the ability to prospect easily you will never be out of business.  Prospecting has taken me around the World…..  An amazingly simple approach built on relationship; Remember, people do count; it is not just a numbers game. You’re relationship behavior from the very beginning matters.  You’re setting the stage through relationships to become a source to refer to, a person to provide customer service and products, or to begin a mentor relationship to a future team member.  In those conversations you not only may gain a new client, but you are beginning a realtionship, to learn who may be someone you’d love as a hostess, a team member, a friend,  or who disqualifies themselves from being a candidate for a long term relationship.  It’s not just a numbers game, this is the path to a successful and prosperous business life.

What have you found to be your most important skill in business?

~Barbara

P.S. If you were in Florida last week with me, I so enjoyed your presence.  That link is still live if you’d like to receive my newsletter or download the graphic. www.barbarasunden.com/roar .