As more and more individuals are lured in entering the direct selling industry as direct sellers or entrepreneurs, little they know that bigger responsibilities await them if they really want to succeed in the long run.
Did you know that they are 6 aspects that you must undergo in direct selling for it to become operational? Here is a complete list of procedures that you must follow:
– Closing a sale
– Making follow-up
Among the above list, prospecting is the first procedure that plays a vital role in your overall direct selling success. If you have little background on what is prospecting in general, below are key pointers you will need to understand.
What is Prospecting?
Prospecting is a piece of the entire puzzle of success in direct selling that you must gain knowledge, so that you can build a stronger foundation for your direct selling career or business. It is the first step that you must concentrate to ensure you are on the right track. Once, you have identified your prospects executing the next procedures is just a piece of cake. Keep in mind that aside from time and money, the most valuable component to the successful operation of any business like the direct selling are your potential clients or people you know.
The Principles of Prospecting
- 1. A bunch of harvested apples
Prospecting can be classified to a bunch of harvested apples where you must choose which among them are ideal for selling. This is done by determining the good from the rotten ones. In prospecting, you must have the expertise to evaluate who among your target audience are the willing costumers, unwilling or still undecided and need some further convincing.
- 2. The Pareto Law 20/80
Another principle that you can use to check if your prospecting is on the right path is the law introduced by Vilfredo Pareto, an Italian economist who based his theory on the income and wealth distribution by using his analysis on the 20/80 percentage. For example, if 80% are the people interested in your products or services, then, 20% constitute those who showed objections, don’t take this personally or be discouraged easily. Consider this as your motivating factor to carry on with your goals and convert these objections from “No” to “Yes” answers eventually.
- 3. List of people you know
Your main source of prospects could be the people you already know or you have direct contact such as:
– List of phone numbers of your circle of friends, relatives and colleagues at work
– Email addresses of these network of people you know like neighbors, new acquaintances and business partners
– Your account to well-known social media sites like Facebook, LinkedIn or Twitter
– Collection of personal calling cards you have accumulated over years
– List of organizations, clubs or institutions where you are also an active member
- 4. Prospecting operates on quality and quantity
The entire process of prospecting is often viewed like a number game where you assess your prospects according to the numbers or figures you have set to generate in a given timeframe in order to see remarkable sales growth. Keep in mind your goal in prospecting should always be on the basis quality and quantity in order to get better results.
- 5. Include people you meet everyday
If you want to generate a good number of new prospects include the people you come across daily. Remember, the entire success of your direct selling career will depend entirely to the list of prospect you have at the moment, so continue adding new list of individuals on your existing list and make every effort to reach out for them personally through follow-up calls or schedule client meeting.
- 6. Make prospecting as part of your daily routine
Take your direct selling career seriously if you desire to achieve positive results. Make prospecting as part of your daily routine or lifestyle. Never stop in finding ways to increase your prospect directory list by selecting through your ideal candidates who are really interested in becoming part of your selling agenda.
Some people think that a direct selling career is an easy job to accomplish. If you don’t consider yourself as a sales-driven individual, then, becoming a direct seller isn’t your cup of tea. There are many challenges that you will meet along the way if you wish to pursue a career in direct selling, but with a correct mindset, confidence in one’s ability, hard work and dedication, you can fulfill your dream of getting a fair share of success in this industry.
Don’t neglect the above principles of prospecting for you still have more tasks to accomplish in order to proceed to the next phase of the direct selling cycle which are inviting, presenting, closing, follow-up and training. Keep going and equip yourself with a complete direct selling online course if you want to be greater than the ordinary individual.