Should I adjust the way I speak to different prospects depending on who they are and what they’re looking for? This is really a great question because that would mean that we would really have to adapt to every single prospect in the way we speak. I think there’s great power in that. Becoming a really, really sharp prospector, it’s all about creating excellent relationships first before we actually prospect or invite them to have a look at our products, opportunity or business.
So knowing what part of the script, of the prospecting script do we actually modify and what do we actually insert into that script can make us very powerful, and we can create powerful relationships and very powerful results. If we talk specifically about the invitation itself, what I believe we need to know before we invite a prospect, is a prospect’s dream. We need to understand where in their life right now do they want to create a massive transformation, what is the pain that they’re experiencing and what are they prepared to do about it.
If we have that information, then I think we need to use that information and insert it into our invitation of actually having a look, of actually evaluating the information about product, services or opportunity. That is why I believe modifying the way you speak to prospects becomes increasingly important as you require a great skill about prospecting.
I’ll give you an example, let’s say that Miguel’s dream is to climb Kilimanjaro and he doesn’t have the time and money to do that because he’s working full-time as a pilot. We’ll find somebody like that, I would ask them, “Well Miguel, if I were able to show you a way for you to be able to work from home and create extra income so that you can actually have the time and income to go and climb Mount Kilimanjaro just like your dream, would you dedicate 10 minutes of your time to reviewing this video that can potentially help you to do that?”
Just knowing the structure and the format of the invitation and knowing where to insert the modification and what to insert is going to make you super powerful and create massive results in your prospecting.
