Ready to do some prospecting?
If just hearing the word prospecting gives you anxiety, it’s likely you are worried about knowing the perfect thing to say.
Let me put your mind at ease. It’s not what you say… It’s what you ask.
Prospecting is a sorting process. It’s an interview to see if the prospect qualifies for your time, product, services, or business opportunity. Before you can ask questions of your prospects, you first have to ask this question of yourself…
What kind of prospects do I want?
You see, if you don’t know who you are looking for and the qualities that person requires, you’ll end up trying to sell people into the business. If you were going to hire a pet sitter for your dog, what characteristics would you want the person to have? If you were going to hire a babysitter for your child, what qualities would you want them to have? Would you try to convince a babysitter to take the job or would you interview them to see if he or she qualified for the position?
When you know what you are looking for in a prospect, the interview process becomes easy. If you want leaders and people you can develop, then you will have to ask questions to uncover if they are the person you are seeking.
Let me drive this home.
Prospecting is NOT a selling process. It’s a sorting process.
Asking The Questions
I am going to share 10 prospecting question that will assist you to cut to the chase and sort your prospects. If you don’t like the answers they are giving…
It’s see ya chief!
I am giving you this list but it doesn’t mean you have to ask every single question. Consider these questions guidelines of what to ask. Their purpose is to assist you to uncover if you have a prospect that is serious or curious. And you’ll be able to uncover the challenges or problems your prospect has so that you can offer them a solution.
This is not a script you have to follow word for word. It’s important that you adapt and adjust to the flow of your conversation. There is no rule that says you have to ask all of these questions. Remember your goal is to sort. These questions are a tool.
Don’t ask questions just to ask questions. Find out what’s important to your prospect and let that be your focus.
As you let go of worrying about what to say, you can relax into the questions you will ask.
10 Prospecting Questions To Cut To The Chase
- WHAT DO YOU CURRENTLY DO FOR A CAREER?
- HOW LONG HAVE YOU BEEN DOING THAT?
- IS THAT A GOOD CAREER FOR YOU?
- HOW MUCH INCOME ARE YOU ACCUSTOMED TO IN A MONTH OR YEAR?
- HOW MUCH INCOME PER YEAR WOULD ALLOW YOU TO LIVE A GOOD LIFE?
- HAVE YOU EVER OWNED A BUSINESS BEFORE? WHAT KIND? HOW DID YOU DO? CHALLENGES? SUCCESSES?
- WHAT HAS YOU IN A POSITION THAT YOU ARE SEEKING A BUSINESS OPPORTUNITY?
- WHY DO YOU WANT TO OWN A BUSINESS?
- HOW SERIOUS ARE YOU ABOUT STARTING A BUSINESS IN THE NEXT 30-60 DAYS?
- HAVE YOU SET ASIDE $ FOR START UP CAPITAL? ARE YOU ABLE TO INVEST $$-$$$ IF YOU FOUND THE IDEAL BUSINESS OPPORTUNITY?
Did you find these questions helpful?
Prospecting is really a simple process. I’m going to share with you a short 3-minute audio clip from my Power Prospecting And Sorting For Pros Audio Training. This clip will demonstrate what it sounds like to ask the questions in a sequence. It will show you how to gain insight through your prospect’s answers. Go ahead and listen to it now.
If you just finished listening to the clip, you can see how the flow of questions works. When you know what you are seeking in a person, you will stand in posture. Remember at the beginning of this post when I was talking about hiring a dog sitter and babysitter? That’s the posture you come from. You have something of high value and you are not going to let any ole-body join your team.
To cut to the chase, you will have to A-S-K. The more you attempt to sell someone, the farther they will pull away from you. When you start from need mode, your prospect will sense it.
You are a recruiter.
Not a begger. Not a needer. And not a seller.
You are a sorter.
You are seeking like-minded individuals that qualify for your time. And that my friends is how you cut to the chase!