The words prospecting and recruiting are talked about a lot in Network Marketing. They’re probably said more than any others, right? So why do these continue to be the most challenging skills that network marketers learn?
In this post, we’re going to highlight a few things we hope will help;
- The difference between prospecting and recruiting and,
- How can you utilize these skills without all the pressure attached to them
Let’s elaborate quickly on the second point, and we use the word pressure because we find this is always the obstacle. It’s as though people get lost in overthinking the process and think they have to become the instant salesperson.
What are THE DIFFERENCEs?
Prospecting is about talking to people to find out more about them. You are listening for anything that they may have a need that you can satisfy. The operative word here, though, is listening.
Recruiting is taking that potential interest in what you have to offer and creating a belief that you and your business opportunity or product can satisfy that need.
Now, although these two words are pretty similar, as you can see, prospecting is as simple as making a connection. Nowhere in the prospecting phase are you sharing your business. So now, if your prospect asks what it is you do – sure, answer them but look at this phase as just making a new friend.
The recruiting phase is where you will start to chat a bit more about your product or business and discover where they’re at in terms of interest, but again doesn’t make you a salesperson.
Take the thought of sales out of the equation entirely – stay true to the relationship model by sharing what you have. Because listen, sales has everything to do with you, whereas sharing has everything to do with them.
No one likes to feel sold.
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WHEN TO SHIFT FROM PROSPECTING TO RECRUITING
Remember we mentioned just moments ago that you are listening to what the other person has to say in the prospecting phase? You are paying attention to those cues that help you identify if what you have is even a good fit. The answers to this may not happen in the first conversation. They may not even occur until the 5th – so do not rush the process.
Too often, people spend far too much time trying to jump into the recruiting phase that the prospecting ones start to run dry. This is why we want to impress upon you that prospecting should occur daily.
By connecting with five new people daily, if we did a quick equation of 5 x 7 = 35, you will add 35 new people each week to your funnel. And, 35 x 4.3 (weeks) = 150. That’s 150 new people each month you will have to talk to.
Just take a moment and think about that – all you need to do is speak to 5 new people daily, that’s it. Many leaders and top earners in the profession speak to 10+ new people a day just in case you’re feeling extra ambitious. The more people you add to your funnel, the more you spend time in and out of both phases, with more significant results.
EXAMPLES OF CONVERSATIONS
Now that you hopefully have a better understanding of what prospecting and recruiting look like and their differences, let’s look at an example for each, assuming we were on Facebook messenger. Please note that these examples would have had preceding or proceeding dialogue, and you probably wouldn’t jump right into this part or end with it either.
PROSPECTING CONVERSATION APPROACH
You: Hey Hudson, how are you? I couldn’t help but notice you and your family were out at a pumpkin patch this weekend – us too!
What did this tell Hudson about us? Well, it showed him we took half a second to cruise his profile, acknowledged his family, used his name (everyone loves hearing their name – usually), and you shared something relatable. You want to make sure that you are being authentic in saying you were also at a pumpkin patch but find something on their profile where you can create that common ground.
RECRUITING CONVERSATION APPROACH
You: Hey Hudson, sorry I didn’t get back to you yesterday! You mentioned your daughter’s acne flaring up again, and I meant to say that I have a product that may help – mind if I tell you a bit more about it?
What did this tell Hudson about us? Well, a couple of things.
First, we apologized for not getting back to him right away yesterday and that you hadn’t forgotten what he said, though. Now given, conversations on messenger give us an advantage since we can review (and should) previous dialogue, but as humans, our minds focus more on the now instead of the ‘then.’
We often encourage asking permission to share more but be sure to gauge this based on your relationship with the prospect.
Always remember to meet the prospect where they’re at. In this case, if the conversation was about acne – stick to acne. Far too often, people get carried away either wanting to sell more or recruit into a business opportunity – you are only sabotaging yourself.
LET PEOPLE GET IN WHERE THEY FIT IN.
We would encourage you to set aside about 40 minutes to dive into this MUST SEE training we premiered on YouTube. It aligns with this blog and WILL help you level up your network marketing business.
Lastly, we love to hear from you on how prospecting and recruiting are going for you – where can we help best? Would more examples be helpful? Have a specific scenario you want to share? Let us know!