Finding and Talking to Your Ideal Prospect
Once you have created the Profile of your ideal Prospect discuss it with your family and friends. Take your list of qualifications and ask if they know anyone who fits those requirements.
Say something like, “I’m looking for people who have the following traits. Do you know anyone who fits the bill?”
People like realtors, small business owners, financial planners, mortgage brokers, and other types of sales professionals, anyone accustomed to working for commissions. These people are already networking and connected to the type of quality prospects you want. You will probably find that the top income earners in your company have come from similar backgrounds.
Make a list of these Referrals and start contacting them. Have fun with this! Tell them you are building an organization and are looking for a few sharp professionals to join your team. Ask them if they would be interested in a side project that won’t interfere with what they are currently doing?
Don’t try to close them when you first contact them, but rather ask if they are open to looking at a new opportunity.
As you go through your day, you will find that almost everyone is a prospect. And if they are not then they generally know someone who is. We will discuss how to ask for Referrals in a later video as referrals will be an important resource for you. The key is to keep your ears open and listen to what people say when you discuss your business opportunity. You are looking for someone that has a problem or a situation that is causing them pain. You present your business opportunity as a solution to their problem.
Let’s look at who could benefit from your opportunity? What is your Ideal Prospect looking for?
Perhaps they’re looking for:
- Additional Income as their 9 to 5 income has never been enough
- Freedom to do what they want to do when they want to do it
- More time and money to travel
- Owning their own business
- Setting their own schedule and the hours they work
- A second income in case they get laid off
Perhaps they need to find a way to pay for:
- Loss of retirement funds
- Kids going to college
- Loss of Job
- Elder care for parents
- Health care for their family
- Their dream home or car
An ideal prospect is someone who could benefit from the opportunity that your company offers. Someone who wants a paycheck that is generated from their own efforts, from their own business. Someone who fits the profile of your ideal prospect. Your goal is to find these people and let them know about what you have to offer.