5 Foolproof Ways to Prospect For Your Networking Business

Most of us cannot see what is hiding just under our noses, and even if the answer is right in front of us, we still sometimes miss the point entirely. Much like when it comes to prospecting for a networking business, we sometimes overlook and overthink the conversations we make in front of other people’s faces.

This means that we often initiate conversations from our perspective – and not theirs. While that is okay for day to day relationships and conversations, it is a no-no when it comes to prospecting. When you talk to prospects, the conversation should be about them, and not about you or your business opportunity (no matter how awesome that is).

Most traditional networkers immediately present their network business as a “solution” for their prospects without even knowing what their problems are! Yes, you need to sell your business (or product), but you cannot effectively convince them if you don’t know what they really need either.

A better networker looks at their prospect’s problems, pains, and frustrations. In fact, successful networkers prospect just like how Sherlock Holmes investigate and solve his cases. First, they observe facts and reality, then analyze them to arrive at a conclusion. This can be done in 5 steps:

Pay attention to the basics.

Sherlock Holmes always go back to the basics, or what he calls “elementary.” These are facts and elements in a process which are the easiest and most known by everyone. As a networker, you have to know what basic knowledge and information are prevalent in your industry.

It is important to know the basics when it comes to prospecting. And by this, we mean the most common and universal concerns that most of your prospects will have. This includes lack of money, lack of information or direction, fear of failure, and being overwhelmed.

Basically, this means that you have to identify their basic and biggest problem. And then dig deeper to identify their other problems that also need to be addressed. For example, if your prospect lacks money, he/she would also have problems paying off loans, mortgages, or saving up for their kid’s college tuition. Identify the basic and biggest problems first, and then you will know what other aspects could they be struggling at.

Be attentive to detail.

Part of what makes Sherlock Holmes very successful is his attentiveness to detail. He studies the person that is right in front of him. Like when he met Dr. Watson in the first episode for the very first time, he already knew that the doctor was from Afghanistan basing only on his demeanor and injury. He did not have to read minds or do tricks, he just deduced everything from clear observation.

Being observant will help you a lot when it comes to prospecting. By knowing the person’s background and his circumstances, you will know what they want or need. Then you can position your business as the answer to those needs.

Be consciously passive.

Listening is a skill we all need to hone even when it comes to our personal relationships. With your prospects, you have to listen intently too – and you have to dig deep with each conversation. Like Sherlock Holmes, you have to ask questions like a detective.

Don’t offer your business as an instant solution right away, listen to their problems (and stories) first! Just be consciously passive and avoid making your pitch right away. Instead, listen intently and start asking the right questions.

Like if your prospect’s main problem is lack of money, try to ask them what circumstances led them to the situation, what thing would they do differently if given the chance, and why they haven’t made such a leap yet. Knowing these things will help you have a good view of what your prospect’s struggle really is, and then you will know how exactly your business opportunity could help them.

Say it loud.

Fans would notice that Sherlock Holmes talk to Dr. Watson a lot about his cases. Sherlock believes that nothing can clear up a case as much as stating it to another person. And this is true. Stating facts and theories to another can help aid critical thinking, and you can develop such ideas into clearer and better versions. Most of all, it develops trust and builds a better relationship with the other person.

It is also the same when it comes to your prospects. Aside from listening, you have to restate what you hear and clarify what they have said. Summarize what they feel and add your personal observation to build up trust and relationship with your prospects.

Adapt

Sherlock Holmes approaches each of his cases in a different manner, depending on the circumstances in front of him. He profiles each person and tries to deduce how he can take advantage of them to solve a case.

This is also true in prospecting. You don’t have to stick to a one-size-fits-all approach for every prospect you meet. You have to adapt and tailor your process depending on their specific needs and problems. Otherwise, you will certainly miss at making any connection or building a relationship with them (just because they have different problems).

Not all prospects will have problems with money, some might just need a little support from their upline, or a direction or guide as to what to do next in their business or career. What you have to do is listen and realign your business to adapt it as a solution to their unique problems.

If Sherlock made all these without the help of fast and advanced technology, there’s no excuse why you should not make it too! With Social Media and the Internet, there are many ways to observe facts and details from your prospects. Their online blueprint can tell clues about their life and struggles, all you need to do is to listen and approach them the right way!

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Watch this video and learn how you can prospect for your business just like Sherlock Holmes. 

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