CHAPTER 3CHAPTER 3PROSPECTING & PROSPECTING & INVITATIONINVITATION

What is Business What is Business Prospecting?Prospecting?

• Names of ‘People’ – to share the ‘OPPORTUNITIES’. (at least 50 names)

• It should continue throughout our MLM life.

• Name lists should be kept with you always, and add to it daily.

• Do not pre-judge people. A mistake will cost you million dollars down the road.

How To Start The Prospecting How To Start The Prospecting Process?Process?

• WARM LIST – friends, relatives and neighbors.

• Cold Call- NOT so encouraged for new distributors.

• Always bring along a note book to record any good idea.

To develop a good warm To develop a good warm market:market:

• Project good appearance and personality

• Attending seminars• Involving in service organization such as lion club

• Join sport activities club such as sport and travel clubs

• Keep in touch with people in other MLM companies.

• Exchange name cards• Attending exhibitionsApproaching prospects – SW, SW, SW N.

What makes a good What makes a good prospects?prospects?

• Business opportunist • Products Lovers• NEED for extra income• Willing to work • Experience in Networking business

• Have a define need for Financial Success

• People who have initiative to progress in life

Prospect List:Prospect List:(START FROM OUR (START FROM OUR CLOSEST NEXT- OF- KIN TO CLOSEST NEXT- OF- KIN TO

FRIENDS, ACQUAINTENCES ETC)FRIENDS, ACQUAINTENCES ETC)

• Parents• Brothers and sisters

• Relatives• Good friends

1.Acquaintences in your career. Ex Employers Former Colleagues Ex Customers Ex Business Competitors

2.Acquaintances during your schooling.

Schoolmates School Activities School Teachers Classmates parents

Type A: People close to you

Type B: Others

3.Acquaintances in yourhobbies and sport activitiesPhotographyGolf Partners Tennis PartnersHoliday TourMovies and others

4.Acquaintances from volunteer work.

Y.M.C.ASocial Welfare OrganizationsOthers Social activities

5.Tradesman Contractors Carpenters Plumbers Painters Gardeners

6. Close Neighbors.

Present and past neighbors and other friends.

7.People associated with your cars.

Car Dealers

Car Salesman

Petrol Stations

Tyre Shops

Insurance Agents

Mechanics

8.People associated with your shopping

Sundry Shop Owners

Milk Supplier

Laundry Shop Owners

Persons whom you know.• Condominium owner• Friends in armed forces• Baby Sitter• Bridesmaid• Persons traveling in same

car• Lawn mover • Laundry shop owner• Alumni• Health club acquaintances• Secondary school teachers• Friends in your hunting group• Beauticians• Oversea friends

• Veterinarian• Accountant• Architect• Builder• Member of Parliament• Insurance Agent• Lawyer• Minister

Below are some lists that may be helpful to you in creating your prospect list.

Who is your…?• Dentist• Doctor• Maternity Doctor• Pharmacist

Who delivers your..?

• Letters

• Milk

• Newspaper

• Courier service

• Others

• Clothes , Neckties, Shoes, etc.

• Televisions set / Audio equipment

• Jewellery

• Factory Foreman• Receptionists• Store Managers

• Persons who sell the following goods to you such as:

• Air-conditioner• Bicycle• Name cards• Camping equipment• Car• Carpet• Eye wear• House• Kitchen wares• Luggage / Bags• Motorcycle

• Television Broadcasters• Printers• Welders• Professional Sportmen• Car Racer• Car Rental Business Rep.• Research Technicians• Restaurant Owners• Salesman • Lady Dressmakers

• Secretaries• Security Officers• Police Officers• Music Teachers• Journalists• Nurses• Office Managers• Security Guards• Physician• Pilots / Air Hostesses

• Industries engineers• Insurance appraiser• Indoor renovators• Judges• Laboratory technicians• Librarians• Swimming instructors• Publishers

• Funeral directors• Social workers• Statistician• Students• Surgeons• Wireman• Telephone operators• Moulders• Truck Drivers

9.People associated with your children.

His or her former teachers

Parents of the children schoolmates

School Principal

Swimming Instructor

Music Teacher

Others and etc.

10.People associated with your religious activities.

11.People associated with your social activities.

Parents Teachers Association

Other Social Bodies

12.People associated with your social organization.

Charity Organization

Club House

Political Organization

• 2 ways to approach people: i) In person ii)Through telephone (Not

More Than 3 minutes approach)• Invite friends who are closest to

you• Inform & invite them to the venue

of BOM, product talk and etc.

Invitation Skills:Invitation Skills:

• 1 on 1 invitation, Invite Couple together

• Hints to your uplines regarding your prospects, F.O.R.M format.

• Do not disclose the issue of the company, like products, company background, marketing plan, unless they are networker from other companies.

•Learn to keep presentation short (Flip Chart)

•Reconfirm the appointment before meeting.

•A weak invitation will cost you lost million, your prospects will not see you, reversely a good invite will make you millions.

InvitationInvitation• Your mindset - Selling an

Opportunity To Financial Freedom, become own boss and control own destiny.

• PRE-APPROACH PACK which must content of Company Background Boucher, Product Booklet, Basic Marketing Plan Boucher, Testimonial book etc.

Techniques of Invitation:Techniques of Invitation:1.Do your friend need a part-time

job? I have a career that can help to earn $1000-$2000 monthly.

2.I am selling a series of 21st century products, how do you think the market is? We need many talents.

3.Portray a pleasant image, you do not need to spend much money, let me bring you to a business opportunity meeting to widen your view.

4.There is a popular speaker who will share the ‘ Secret to success’. A lot of the attendants have experience major change after the seminar, I need your accompany……

5. I have a business opportunity. I feel it is good, can you ample some time to help me differentiate whether it is worth to work onto?

6. A seminar of the century, most of the businessman will attend it, shall I help you to book a seat?

7. Hi, I joined K-Link recently, the people of K-Link are very friendly and we can learn more on health and business and be involved in a lot of activities. I will bring you along when it is convenient for me. When you agree to attend, please dress nicely.

8. There is a business that you will find suitable, as your public relation; equipped with eloquence and teamwork, I am sure you can perform well

9. What do you do currently? I heard a company has been selected as one of the top 10 enterprise within 4 consecutive years. Recently, this company is expanding ; the company needs a lot of talented individuals to work as a team. I find there are few positions that are suitable for you. I will discuss with my manager tonight, are you interested to come along?

10. Are you free tonight? I can bring you to a place where there are a lot of successful people. They are willing to share their success with others.

11. After my analysis, do you feel that we can develop this career? If you can pay a visit to our company, you will experience a wonderful feeling where the atmosphere is warm and friendly. I hope you can come tonight and share my enthusiasm.

12. Have you heard that a person can be millionaire just working hard for only one to two years times? Recently I know one of them and he has shared some ways of investment with me. Are you free tonight? Let us meet and share this opportunity with you.

13. I found a business opportunity recently and plan to invest for developing my career. I feel this opportunity has a bright future. Before I begin this investment, I hope to discuss with you and get your opinion, when can we meet?

14. A well known speaker is holding a seminar today; some friends have improved their lifestyle after attending his seminar. Do you want to know how capable they are? Let me accompany you to attend his seminar.

15. There is a wonderful seminar tonight. The content of the seminar is to teach you how to become a millionaire in short period. Let me accompany you to attend this seminar and I can guarantee you will enjoy the seminar.

16. I changed my life after I had attend the seminar. The special feature of the seminar has changed some negative people to become positive in their life. Shall I accompany you to the seminar to prove to you?

17. I believe you are a person with good foresight; I wish to introduce our business opportunity meeting to you and see how you view on this business opportunity?

18. I understand that you want to know our company more. I think our appointed speaker can clear all your doubts. We also prepare some special video footage for you to know more on our company background.