If we had to identify a particular skill, that once mastered can literally transform the pace of your business, it’s consistent prospecting. Prospecting is a process that can be learned, mastered, and duplicated to the members of your team. And that’s the goal.
Top Tip: The more you prospect, the more you will recruit new Brand Partners.
The key is to use creative methods when sharing Purium with new people. Whether you work your business part-time or full-time, your prospecting activity will determine your success.
Some proven methods for prospecting are:
- Social Media: using your favorite sites and posting consistently
- Guest driven events: like Super Food Socials or Healthy Happy Hour
- Working an ongoing list of names: of people you know and new people you meet
- Asking for referrals: from everyone you share Purium with
- Following up: with everyone you share Purium with
- Community Networking: joining business groups in your community
- Lifestyle Networking: engaging with people you meet when out and about
We recommend you choose a few different methods and master them through consistent practice. As you gain experience, you can add more variety.
If you use just one prospecting method, say for example, only Social Media or only Events, you will limit your ability to grow your business. And since everything duplicates, you will limit the growth of your team.
Top Tip: Consistent prospecting using a variety of methods is the key to unlimited success.Â
And by increasing your prospecting pace, you make it possible to continually fill your Prospecting Funnel.
Now, if the concept of a Prospecting Funnel is new to you, let me briefly explain.
Imagine a funnel like you may have in the kitchen. It’s wide at the top and then morphs into a shallow neck at the bottom. Imagine as you reach out and talk to new people, they are dropping into the top of your funnel. The idea is to consistently have a steady flow of new people dropping in.
While in the funnel, you discover their needs and deliver Purium solutions. You move them through the funnel with the process of “What’s next?â€
- Invite them to a Connect Call
- Invite them to an event like a Super Food Social
- Share a video
- Share a story
- Ask for the order
And ultimately, your prospects will drop out of your funnel with varying degrees of interest. There are only five ways they can exit your funnel:
- New customer
- New Brand Partner
- Referral
- “Not nowâ€
- “Not everâ€
Top Tip: Successful Brand Partners always have a full funnel because you never know what you’re prospects ultimate decision will be.
Now, let’s give you two tips for mastering your Prospecting Funnel:
- Fill it and keep it full with as many prospects as possible considering your business and/or your products.
- Shorten or condense the time period from first contact to an ultimate decision.
Do not stop prospecting while the people in your funnel decide how to move forward.
Here’s what can happen if you are not paying close attention. You can unconsciously slow down your prospecting pace to match the decision-making pace of the prospects in your funnel.
We can hear it now. “Leslie, I have some terrific people in my funnel and if they decide this is a fit, they’re going to be great!â€
And while you’re waiting for those people to make their decision, you unconsciously stop adding new people to your funnel.
Top Tip: While moving people through the funnel process, keep talking to new people.
The two activities are not mutually exclusive, but rather support and reinforce one another.
OK, we keep talking about pace and consistent activity. In support of these concepts, successful leaders also master how to measure their prospecting pace.
A simple way to measure your pace is to learn your Recruiting Ratio. The key in this equation is what we call your ‘N’ Factor.
1
__ = Recruiting
N
‘N’ represents the number of people you must talk to in order to recruit your next Brand Partner. If you have to talk to 10 people to get 1 new enrollment, you have a success factor of 1 in 10.
When Leslie was in the field, knowing her Recruiting Ratio empowered me to stay consistent with her prospecting. If she knew she could enroll 1 in 10, and just heard a “no, not now†from my fifth prospect, she didn’t get frustrated and slow down. I knew I simply hadn’t met my ratio yet. I was at a minimum, a 1 in 10 gal. They were just number five. So, she simply picked up the pace and kept talking.
Top Tip: When you measure your prospecting activities and learn your recruiting ratio, you take charge of your prospecting pace.
As you teach your team to do the same thing, you’ll create a culture where consistent recruiting is just best practice.
We recommend you talk to your Sponsor or upline leader to learn how to master these vital and duplicatable skills – and how you and your team can create success with Prospecting Fundamentals.
