Without question, the words prospecting and recruiting are talked about a lot in Network Marketing. In fact, probably said more than any others, right? Then how come these continue to be the hardest skills network marketers find to learn?
In this post, we’re going to highlight a few things we hope will help;
- The difference between prospecting and recruiting and,
- How you can utilize these skills without all the pressure attached to them
Let’s elaborate quickly on the second point, we use the word pressure because we find this is always always the obstacle. It’s as though people get lost in overthinking the process and think they have to become the instant-salesperson.
The Difference Between Prospecting and Recruiting
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 the process of taking that potential interest in what you have to offer and creating a belief that you and/or your business opportunity or product can satisfy that need.
Now, although these 2 words are quite similar as you can see prospecting is as simple as making a connection. Nowhere in the prospecting phase is you sharing your business. 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, 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 completely – stay true to the relationship model by sharing what it is you have. Because listen, sales has everything to do with you where sharing, has everything to do with them.
No one likes to feel sold.
when to Shift from Prospecting to Recruiting
Remember we mentioned just moments ago that in the prospecting phase you are listening to what the other person has to say? You are paying attention for those cues that help you identify if what you have is even a good fit. The answers to this may not happen the first conversation. In fact, they may not even happen 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 starts to run dry. This is why we want to impress upon you that prospecting should be occurring every day.
By connecting with 5 new people every single day, if we did a quick equation of 5 x 7 = 35 … That’s 35 new people each week you will add 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 a day, that’s it. There are many leaders and top earners in the profession who speak to 10+ new people a day just in case you’re feeling extra ambitious. The more people you add to your funnel, you will find that you spend a lot of time in and out of both phases and, with bigger 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 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, we acknowledged his family, used his name (everyone loves hearing their name – usually) and you shared something totally relatable back. Obviously 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 had mentioned to me about your daughter’s acne flaring up again and I meant to mention that I do have a product that may help – mind if tell you a bit more about it?
What did this tell Hudson about us? Well, a couple things.
First, that 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 to 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.
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!
If you haven’t already, be sure to join our Facebook Group — Influencers Hangout — This is a place for network marketers who want to learn how to use social media the right way to grow their business! Or in the mean time, learn a little bit more about who we are and why, we believe in ‘Breathing Life into People‘.
Choose to Shine,