Get to know your prospects early, because tomorrow might be too late. Your best opportunity to gather data and contact information about your prospects is at your first or second meeting, when they feel that you are interested in them. They feel that way because in their eyes you are just two people talking at that point.
The first two times you meet are the optimum opportunities to obtain information such as cell phone number, hours they work, weekly patterns, personal likes/dislikes, family data, and more. You build relationship with such information but you first have to earn the right to ask for it.
Mine the veins early when prospecting, when no one has interfered or added negatives. As time progresses, comments from others, which can cause your prospect to hesitate, may come into play, making it more difficult to gain the data you need to promote, inspire and sign up your new prospect.
Here is what you want to get by the second call:
- Phone number (home and cell)
- Email address
- Working hours – when to when?
- Hours at home
- Private times of when not to call
- Daily, weekly routines
- Children’s names
- Current profession
- What does the spouse do?
- Personal hobbies and interests
Some of this information builds your relationship; other data shows interest in their whole lives and provides “buttons” that you know will continue to inspire action.
You can also ask for deeper, more-personal information. Drill down and find their likes and dislikes — about their hobby, for instance — and note them down for future use. If a baby cries in the background, ask about the child: “Boy or girl? What is her/his name?”
Don’t interrogate, however, just ingratiate.
Each prospect is different. Work with the one in front of you. Do what you’re doing while you’re doing it — it makes people feel important, which, in turn, inspires. That’s good leadership.
Paying close attention to your prospect will pay off in rewards for you later.
Earning Your Right to Ask For More
Outright asking, “What’s your cell phone number?” is too aggressive. Prospects feel uncomfortable and probably will not give you their information if you approach them this way.
But let’s suppose you warmed your prospect, qualified him smoothly, and discovered what he wants what do you do? Invite him to your opportunity. That could go like this: You say,
“There’s a video you need to see that can solve this (need, want). It explains a lot about what you want.”
Follow with information about how he can watch the video, and…
“When would be a good time for us to talk after you’ve looked at it?”
Your prospect says,
“Tomorrow at 3 pm.”
“Then I’ll call you tomorrow at 3 pm. What is the best number to reach you?”
Very often, their cell phone number comes out as an alternative number, if you asked for additional information without being gruff or obvious..
When you’re going to meet with them you could also say,
“Let me give you my cell number just in case we can’t find each other.”
Give your number then ask,
“Do you have a cell number?”
At your first greeting you might have asked,
“What’s your typical day like?” Or, “Do you have any days off during the week?”
On first meeting, handing out your business card usually gets their’s back with important contact data printed on it. Using whatever data you do obtain helps you to get to know your prospects early. And that’s something that you can’t do too much of in MLM.