At one time, prospecting for sales and team members if you are in network marketing was primarily done via the telephone or face to face. But in recent years, there has been a major development in online prospecting. But just like any type of prospecting, there are right ways to do it, and there are wrong ways.
When I float through social media sites like
- and others
I find that the don’ts in online prospecting are much more prevalent than the dos. So I am going to do my part in helping entrepreneurs understand the dos and don’ts of online prospecting. Follow along and learn how to prospect online. And, please share this with other entrepreneurs so we can help change the online prospecting reputation.
Online Prospecting Do: Stay Positive
The internet is full of people that we like to call trolls. They live in a negative atmosphere and they want everyone else to join them. It is important that you stay positive.
This tip goes for any type of prospecting. You cannot allow negative forces to have the power to influence your thoughts or emotions. If you do, it will affect your prospecting in terrible ways.
“Positive anything is better than negative nothing.” Elbert Hubbard
Online Prospecting Don’t: Prejudge
While I firmly believe that we should gear our prospecting towards our target market, we must not prejudge anyone. We cannot assume they cannot afford, or do not need or want what we have to offer.
There is a difference between qualifying and prejudging. If during qualifying stages you come to a point that you believe the prospect is not qualified instead of judging, I suggest you just get directly to the point – This is what I have, and this is what it costs…
Online Prospecting Do: Focus On Values And Benefits
One of the most common objections found is price. And entrepreneurs need to realize that the only way to overcome the price objection is with the benefits and the value.
You can halt the objection before it even comes by focusing on values and benefits in the beginning.
Online Prospecting Don’t: Use Negative Terms
When prospecting online, you can help your efforts by leaving negative terms out of your posts and content. I am breaking that rule all throughout this article, but I am not actually prospecting… I am educating.
Try to keep words like:
- Can’t
- Won’t
- Shouldn’t
- Etc…
out of your posts, and you will discover people being more positive toward you and your prospecting efforts.
Online Prospecting Do: Be Respectful
All I can say here is, consider what you say before you say it. Use respect and you will gain respect. You may not agree with the person, but do you have the right to disrespect them? Wouldn’t it be wonderful if everyone online learned to use this Golden Rule?
“It is so much easier to be nice, to be respectful, to put yourself in your customers’ shoes and try to understand how you might help them before they ask for help, than it is to try to mend a broken customer relationship.” Mark Cuban
Online Prospecting Don’t: Talk Or Write Anything Inappropriate
This goes right along with the respect do… I say it is best to stay clear of writing or talking about your views on religion, politics and any other subject matter that could be construed as “debate” action.
Online Prospecting Do: Be Consistent
If you really want your prospecting efforts online to be successful, it takes consistency. If you post on Mon, Wed and Fri, don’t change suddenly to Thur, Sat, and Sun.
Online Prospecting Don’t: Lie
I shouldn’t even have to write this but there are still those out there that think it is okay to tell “little white lies.” No lie no matter how small is okay. If you are asked a question and you don’t know the answer, just be honest.
Sure, you may not win a sale, but you will keep your integrity.
Online Prospecting Do: Take Prospects Into Your Territory
Here is another area that entrepreneurs need to learn to use. If a prospect shows interest on social media, you should immediately invite he/she to your website or call them. I suggest taking the prospecting and recruiting efforts away from social media as quickly as possible.
Online Prospecting Don’t: Spam
This is another don’t that I believe I should not have to tell you, but many entrepreneurs still spam. You will get nowhere just “splashing” your link all over people’s social pages and such. Provide valuable information and people will want to see what you have to offer. But just “puking” your stuff will make everyone sick.
Online Prospecting Do: Be A Normal Person
Some entrepreneurs believe every post should be something about the business or opportunity. Hey, it’s okay to share that funny cat video or laughing babies.
When people realize you are just a normal person, they will take you more seriously when you do post business information.
Online Prospecting Don’t: Debate Or Argue
You may win the battle but you probably will lose the war.
Debating and arguing just drives a wedge into your possibilities of gaining other customers or recruits. Even if they believe the way you do, they will be apprehensive because you bowed down to an argumentative level.
I suggest just letting an argumentative person have their opinion and moving on to the next prospect.
Online Prospecting: Have Fun!
If you have fun, you will have better success. If it is stressful and boring, why do it? Life is short, so just have fun prospecting and I know you will be a huge success.
Conclusion
I hope these dos and don’ts help you understand online prospecting. If we all follow these “rules” the attitude toward prospecting online will have a better reputation.
I know that recruiting is a huge objective for many of you and this is why you need to understand how to prospect online properly.
While you are on that recruiting mission, I believe you will find Rocket Recruiting a great application to meet your goals. It is a no resistance recruiting method that works. Go check it out here.
Thank you for stopping by today… Will you share this with others so we can stop the bad prospecting and bring in the good?
Have a great day and
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