Lead With The Person When Prospecting

Most Effective Prospecting Strategy

One question I get asked all the time is this: “Do you lead with the products, or do you lead with the business?”

Here’s what I’ve learned: If you lead with the products, you’ll find customers. If you lead with the business, you’ll find business builders. If you lead with the vision, you’ll find leaders.

However, at the end of the day, none of these are the most effective strategy.  Lead with the PERSON is the best way to approach any prospecting conversation.

What’s important to that person? Is it the products? Is it the business? Is it the overall vision of what this industry has to offer? Think about everything that your business can actually offer that person, and realize that you don’t already know what they need. How do you know what’s important to that person? By asking questions!!!!

Questions are the answer.

You can find out what’s important to your prospects by asking questions and really listening to what they have to say.

Does she want to look younger? Does he want to lose weight? Does she want to be healthier? Does he want to cut down his daily commute? Does she want life insurance? Does he want to fire his boss?

Maybe they want to redecorate their home. Maybe they want more income, some tax write-offs, more time with their kids—or maybe they just want some nice scented candles.

The only way you’re going to find out what to lead with is by asking them questions. Have a conversation about their family, occupation, recreational pursuits and what do they do to earn money (job, business).  A quick way to remember which questions to ask is to remember FORM – Family, Occupation, Recreation, Money.  Build a little rapport by having a genuine conversation and use that information to figure out what your opportunity can help them with. By asking questions and really LISTENING, you get to know what’s important to them. That’s what it means to lead with the person.

Sheila Dancho is a certified Sanoviv Medical Institute Nutrition Advisor. She has over 20 years’ experience in the health and wellness industry and has helped thousands of people improve their lives. She’s also the Founder and President of Wealthy Network Marketing Women. To learn more about how she can help you to become Wealthy and Well, visit www.sheiladancho.com.