Did you know that the main purpose for your initial contact with ANY business prospect is to find out two " hot buttons." In other words, find out just a couple reasons why your prospect may want a home-based wellness business.
In doing this, you can ask questions such as:
"So what are some of the reasons you first started looking for a home business?"
* "What type of things would you like to achieve with a home business?"
* "What would you do with extra income?"
As you go through these questions, listen and look for tidbits of information that you can use to help them along. These tidbits are your little nuggets of gold, so keep your listening ears on.
I like to think of this process as a funnel, with the mouth of the funnel being general information and we work down to the small opening, to the specifics (yes, the nuggets of gold).
Using this funnel method, I work to find out what this individual NEEDS and what this individual WANTS (this will vary greatly from individual to individual).
I then repeat everything back to my prospect, asking questions like: "What do you want MOST in life?" and, "How does THAT make you feel?"
Keep in mind that with some people you will have to ask more questions than others. What you are looking for is something they have an emotional attachment to. For some it is their financial future. For many it will be their family. EVERYONE has hot buttons, you just need to try and find out what they are.
A lot of times you will get the answer, "To make more money." Or "More time; more freedom."
Whatever it is, try to dig a little deeper and find out why they want more money or time. For example you could ask them, "How much money are you looking to make?" or "What would you do with more time if you had it?"
The reason we ask this question is because most people are not motivated by "making more money." They are motivated about not having to worry about bills anymore, or being able to take their kids on their dream vacation to Disney World, or being able to quit the job they hate, or owning the car they've always wanted.
We find out their "hot buttons" so we can offer that to them later.
ow, go forth and find your prospect's hot buttons and address them... and watch your success rate climb oh, so high!
In doing this, you can ask questions such as:
"So what are some of the reasons you first started looking for a home business?"
* "What type of things would you like to achieve with a home business?"
* "What would you do with extra income?"
As you go through these questions, listen and look for tidbits of information that you can use to help them along. These tidbits are your little nuggets of gold, so keep your listening ears on.
I like to think of this process as a funnel, with the mouth of the funnel being general information and we work down to the small opening, to the specifics (yes, the nuggets of gold).
Using this funnel method, I work to find out what this individual NEEDS and what this individual WANTS (this will vary greatly from individual to individual).
I then repeat everything back to my prospect, asking questions like: "What do you want MOST in life?" and, "How does THAT make you feel?"
Keep in mind that with some people you will have to ask more questions than others. What you are looking for is something they have an emotional attachment to. For some it is their financial future. For many it will be their family. EVERYONE has hot buttons, you just need to try and find out what they are.
A lot of times you will get the answer, "To make more money." Or "More time; more freedom."
Whatever it is, try to dig a little deeper and find out why they want more money or time. For example you could ask them, "How much money are you looking to make?" or "What would you do with more time if you had it?"
The reason we ask this question is because most people are not motivated by "making more money." They are motivated about not having to worry about bills anymore, or being able to take their kids on their dream vacation to Disney World, or being able to quit the job they hate, or owning the car they've always wanted.
We find out their "hot buttons" so we can offer that to them later.
ow, go forth and find your prospect's hot buttons and address them... and watch your success rate climb oh, so high!
No comments:
Post a Comment