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Prospecting

This document discusses the art of prospecting, which is the process of identifying potential customers and building relationships with them. It defines a prospect as someone with a need or ability to make decisions. Effective prospecting involves listening to understand a person's needs and wants, building trust through sincere interactions, and identifying opportunities to provide solutions. It should be done through a process of studying prospects, creating rapport, qualifying their interests, and explaining product benefits. The goal is to transform prospects into distributors and advance them up the leadership ranks over time by meeting and prospecting multiple people each day.

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Saket Kumar
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© © All Rights Reserved
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Download as PPTX, PDF, TXT or read online on Scribd
105 views

Prospecting

This document discusses the art of prospecting, which is the process of identifying potential customers and building relationships with them. It defines a prospect as someone with a need or ability to make decisions. Effective prospecting involves listening to understand a person's needs and wants, building trust through sincere interactions, and identifying opportunities to provide solutions. It should be done through a process of studying prospects, creating rapport, qualifying their interests, and explaining product benefits. The goal is to transform prospects into distributors and advance them up the leadership ranks over time by meeting and prospecting multiple people each day.

Uploaded by

Saket Kumar
Copyright
© © All Rights Reserved
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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THE ART OF

PROSPECTING
WHO IS A PROSPECT
• A PERSON WITH A NEED OR REASON

• HAVING AN AUTHORITY TO TAKE DECISION


PROSPECTING
• IT IS A PROCESS OF LISTENING WITH PATIENCE AND
UNDERSTAND WHAT THE PROSPECT NEED IN LIFE
OR WHAT HE WANT TO DO IN LIFE (INVOLVE)
PROCESS
• PROSPECTING IS A PROCESS
• STUDY YOUR PROSPECT
• BUILD RELATIONSHIP
• LISTEN WITH HEART
• IDENTIFY THE NEED
• KEEN LISTENING
• OPEN THE MIND
• PROVIDE SOLUTION
PROCESS
• GREET THE PERSON WITH A SMILE ON YOUR FACE
• CREATE A FEEL GOOD FACTOR
• MAKE HIM COMFORTABLE
• SINCERE APPRECIATION
• REMEMBER FIRST IMPRESSION IS THE BEST IMPRESSION
• LET THE PROSPECT TALK
• CREATE THE NEED
• EXPLAIN THE PROJECT ( IF NEEDED)
LAW OF AVERAGE (LEE PERITHO
RULE)
• OUR RAW MATERIAL IS PROSPECT
• BY PROCESSING PROSPECT ONLY YOU CAN SPONSOR

RAW MATERIALS / DATABANK -


- TEACHERS
- EMPLOYEES
- DOCTORS
- ENGINEERS
- SELF EMPLOYEES
- BUSINESS MEN
- HOUSEWIVES
- STUDENTS ( 18+)
- OTHERS
LAW OF AVERAGE – 80 /20 RULE
80 20
MASS CLASS ( SUITABLE)

SUSPECT PROSPECT

DOUBTFULL NEED

CRITICISE APPRECIATE

NEGATIVE - REGRESS POSITIVE - PROGRESS

LAZY ACTIVE

IGNORANT READY TO LEARN CHANGE

FAILURE SUCCESS
BUILD GOOD RELATIONSHIP
• INTERACTION
• RAPPORT
• COMMON INTEREST
• SINCERE APPRECIATION
• SHOW INTEREST IN THEIR FUTURE
• BE GENUINE
• BUILD BELIEF
DO QUALIFYING INTERVIEW
• PRIMARY MOTIVATING FACTORS
• QUALIFY THEM AS YOUR PROSPECT
• CREATE INTEREST IN YOUR PROJECT
• SHOW FUTURE IN YOUR PROJECT
• PROSPECTING IS AN ART YOU LEARN BY
EXPERIENCE AND PRACTICE
• EXPLAIN THE POSSIBILITIES
INTELLECTUAL DISTRIBUTION
INTELLECTUAL DISTRIBUTION

• EDUCATING A CUSTOMER ABOUT A PRODUCT


OR PROJECT WHICH HE NEVER FELT A NEED AND
EDUCATING HIM TO PURCHASE BY EXPLAINING
THE BENEFIT ( MAKING HIM INVOLVE IN YOUR
PROJECT)
APPROACHES FOR PROSPECTING

1. CURIOSITY APPROACH
2. FUTURISTIC APPROACH
3. DIRECT APPROACH
4. INDIRECT APPROACH
5. WOMEN EMPOWERMENT APPROACH
6. YOUTH / CAREER APPROACH
WHAT PROSPECTS LIKE

• SINCERE APPRECIATION
• GENUINE AND FUTURISTIC THINGS
• MORE BENEFITS
• FEEL GOOD FACTOR
• WHAT IS IN IT FOR THEM
POINTS TO REMEMBER
• MEET MORE PEOPLE
• PROSPECT 4 -5 PEOPLE EVERYDAY
• USE YOUR RAW MATERIAL ( DATA BANK ) PROPERLY
• FOLLOW THE PROCESS
• QUALIFY PEOPLE AS YOUR PROSPECTS
• USE FORM
• LOOK FOR THE LOOKERS
• TRANSFORM PEOPLE
( PROSPECT – DISTRIBUTOR – DIRECTOR – SILVER - GOLD – STAR –
DIAMOND – CROWN –UCD – DCD – DUCD )
A DISTRIBUTOR/ LEADER MUST -
• LEARN THE ART OF PROSPECTING
• MAINTAIN DRESSCODE , SELF ESTEEM , ENERGY
• MAINTAIN A STEADY CONSTANT POSITIVE MINDSET
• PROSPECT 4 – 5 PEOPLE EVERYDAY
• ADD EVERDAY 2 -3 NAMES IN YOUR DATABANK
• PROCESS PROSPECT AS PER SYSTEM
• DO QUALIFYING INTERVIEW EVERYDAY
• USE SOCIAL MEDIA
BE A WINNER

BE WITH THE WINNERS

THANK YOU

JYOTHISH KUMAR AND LINI

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