After 10 years of training prospecting skills and strategies, I find the success rates to be very bad. Meaning the ratio of how many people decide to “try” prospecting and in the end quit, or the most common decision is the statement, “that’s just not my style”. As my ratio of training created more and more successful prospectors I notice 4 fundamentals to someone making the transition from “trying” to “success”, becoming a powerful prospector.
First is the recognition of the long term pay off of becoming a powerful prospector, second is the significant difference between the two words “try” and “commit”, third learning the three aspects (lead sources, what to say, and how to engage conversations), and finally simply having the mindset of being grateful for the opportunity everyday. Some of you may notice that 3 out of the 4 have everything to do with your mindset or attitude.
“You are in this amazing and rewarding journey of becoming a powerful Prospector”.
Let’s look closer at each one to discover where you are in this amazing and rewarding journey of becoming a powerful prospector.
First the recognition of the long term payoff. So many times salespeople try prospecting because they are looking to solve a short term financial problem or lack of leads/appointments in their business. And from that perspective it’s either ineffective or doesn’t serve you long term. The ratio is probably 90% of salespeople who just try out prospecting to solve their short term lead or income problem fail miserably. It’s simple, prospecting isn’t a short term fix for anything. It’s a long term solution for your business. The bottom line, a powerful prospector is someone that can set an appointment within 1-2 hours of prospecting or between 10-20 contacts. Imagine, what the rewards will be when you can get with those results over a year and then over your career. Multiple great leads or appointments every week, lead to multiple sales on a weekly basis … for almost all industries results in at least 6 figure income. Powerful prospectors recognize that this is a long term solution not a short term fix.
Second, simple yet critical fundamental is the difference between “trying” out prospecting vs “committing to” become a powerful prospector! I’ve had thousands of salespeople tell me they “tried” prospecting and it doesn’t work for them or their market. I always giggle inside because they are right! It doesn’t work if you TRY! It only works if you commit to “make it work.” It’s the same thing for some of the prospecting strategies out there. I “tried” that script. I “tried” that lead source. I “tried” MOJO. It’s the commitment to make it work for you and your market is how to win.
I “tried” that script. I “tried” that lead source. I “tried” MOJO. The commitment to make it work for you and your market is how to win.
Third is the hard work, developing your understanding of the different lead sources in your market, your knowledge of what to say, and the skills to engage conversations with strangers who are not expecting it. This is what takes even the best salespeople so long to own and perform. Because you might have one aspect down but without all three your success is so sporadic which leads to the frustration of the ups and downs. When you combine contacting the best lead source in your market, with an ability to engage great conversations with strangers, with finally knowing what to say to guide that conversation to a result, you will win! But unfortunately depending on how much time you can dedicate to these skills it could take 18 months to 5 years to really get to the point where you are getting the results of a powerful prospector. I always challenge salespeople to first think about the long term benefit to them financially and for their family once they commit to becoming a powerful prospector, because that’s the motivation to drive you past all the hurdles along the way!
“They can earn anywhere from $2000 to $100,000 from that one conversation”
Fourth and final one is to start with gratitude! Most salespeople start in a state of “I need income” therefore i “must” prospect. Or start from “I hate this, but i have to do it.” Versus coming from a place being inspired by how incredibly wonderful it is to have the opportunity to help someone in your community and get paid for it. And that you have the opportunity at the touch of your finger tips. For example, a real estate agents has the opportunity everyday to dial 7 numbers, have a life changing conversation with someone in their community and they can earn anywhere from $2000 to $100,000 from that one conversation. WOW!!! With that in perspective it’s silly to start anywhere else other than grateful!
Finally are you in this for the long haul? Have you determined what the long term payoffs are going to be for you and your family once you master everything required to become a powerful prospector?
When you launch the MOJO Dialer next, start from a place of gratitude for not only what this prospecting session can do for you and your family, but also what you can do to help a family in your community today!
‘Patrick Ferry has been in the coaching and training industry for over 10 years. He has trained over 5000 agents from all over North America how to generate new business with their prospecting and marketing strategies.’ Mojo Selling Solutions is the company behind the Mojo Dialer and Mojo Lead Store and Data Service. For more information on the Mojo Dialer and what Mojo has to offer, please contact us at 877-859-6656 or visit out website at www.mojosells.com for demonstration videos and other informative blog posts.