prospecting 101

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Prospecting 101

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Prospecting 101. #1 Understand the Rules. It’s not about begging, convincing, coercing or forcing someone to buy the products! It’s not about “making a sale!. It is about THEM!. Focus on the Individual– you are actually selling yourself! People need to Know YOU, Like You and Trust You!. - PowerPoint PPT Presentation

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Page 1: Prospecting 101

Prospecting 101

Page 2: Prospecting 101

#1 Understand the Rules

• It’s not about begging, convincing, coercing or forcing someone to buy the products! It’s not about “making a sale!

Page 3: Prospecting 101

It is about THEM!

• Focus on the Individual– you are actually selling yourself! People need to Know YOU, Like You and Trust You!

Page 4: Prospecting 101

6 Points from Dale Carnegie

• Become genuinely interested in the other person• Smile• Remember the persons name is the sweetest

sound• Be a good listener, encourage others to talk about

themselves• Talk in terms of the other persons interest• Make the other person feel important and do it

sincerely

Page 5: Prospecting 101

#2 Breaking the Ice

How to Start a Conversation

Page 6: Prospecting 101

Get out and do what you Love!

Page 7: Prospecting 101

Play Detective……Think about where leaders might be? Or what they might be doing…

• Tennis Club• Chamber of Commerce• Basketball• Volunteer • Toastmasters

Page 8: Prospecting 101

Opportunities Everywhere!

Vital Skills to Learn…..• Listening• Awareness• Sincerity

“doTERRA makes it easy to “break the ice” – you just have to take advantage of the opportunities!”

Page 9: Prospecting 101

Ice Breaker Questions Ideas…..

• Ask for directions• Ask for a recommendation• Ask some sort of question that requires a

response other than Yes or No• Offer an essential oil

Page 10: Prospecting 101

What would YOU do?

Page 11: Prospecting 101

What would YOU do?

• Your at the airport, you notice the woman sitting next to you keeps rubbing her head like she is in pain. What would you do?

Page 12: Prospecting 101

What would YOU do?

• You are in a hurry, and you call your neighbor to borrow something. You ask him how he is doing and he says “…..I’m….Okay.” What would YOU do?

Page 13: Prospecting 101

What would YOU do?• You are playing

basketball with some buddies. One of them falls and hurts his shoulder, what would you do?

Page 14: Prospecting 101

What would YOU do?

• You are with your kids/grandkids at the local corn maze. The little boy in front of you gets stung several times by a wasp and is screaming, what would you do?

Page 15: Prospecting 101

#3 Ask Your Power Question

“What do YOU do for a Living?”

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What Will YOU Say?

• Take a minute, think about what you would say if someone asks you what YOU do?

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Don’t let the conversation stay on you, keep it going back to them!

“I teach others how to take care of their health with essential oils, so….tell me more about…..”

Page 18: Prospecting 101

#4 Ending the Conversation

• Smile• Use their name• “Hey Mary, do you have a card?”• Ask them for a Business Card• I will call you in a few days to see how things

are going with the ______________” (whatever you gave them samples for)

Page 19: Prospecting 101

#5 Call Them Back

• 48 Hour time frame• Remind them of your conversation

Page 20: Prospecting 101

What to do on the Call…..

• 3 way them in to a pre recorded message• Tell them you would like to send them samples• If you are following up on samples--- ask how

things have been going, ask if it Is working or if you need to send something else

• Questions?• Invite them to an event, a webinar a conference

call…..

Page 21: Prospecting 101

#6 Presentation

• Let the Tools do the talking—and the work– DVD– Brochure– Webinar– Event– Tear Pad

• Get the Information into their Hands!

Page 22: Prospecting 101

#7 Make it a Part of Your Life…

• Keep repeating the process until it becomes Natural!

Page 23: Prospecting 101

“The opposite of Success is NOT failure; it’s mediocrity. Failure is actually a part of the process to success. And to reach true success in our profession (or any profession worth doing), you must be willing to pay that price—the price of building skills and character.”

―Randy Gage “Making the First Circle Work”

Page 24: Prospecting 101

Don’t be Afraid to OPEN your Mouth!

You can Achieve ANYTHING you put your mind to!

Page 25: Prospecting 101

Prospecting 101