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Here Is How To Do Strategic Prospecting

Guest post by: Isabella Fiorentino

Article Overview: First of all, you need to build authority online. You can do this by writing articles on what you know and sending them out to article places like EzineArticles and Amazines. Once you do this you need to learn how to talk to your prospects and get them to trust you in order to make a sale.

Here Is How To Do Strategic Prospecting

First of all, you need to build authority online. You can do this by writing articles on what you know and sending them out to article places like EzineArticles and Amazines. Once you do this you need to learn how to talk to your prospects and get them to trust you in order to make a sale. People buy from people they trust and who they can learn from.

There is a simple formula I follow when I talk to prospects. FORM is the acronym I use to remember the order I ask my questions. FORM stands for family, occupation, recreation, and motivation. First you ask about their family, the kids, the spouse, etc. find out if the kids are in college or not. I ask this because you can later use this information to motivate your prospect on your product or service.

I ask about the occupation next. This allows me to find out what stage in life your prospect is in. how financially stable is he or she? Listen to the emotion and the pain, if any, when they talk about their work. Later, you can tell them you have the solution to their problem of getting out of that J.O.B.

Asking about their recreation lets you know what interests they have and you can find out if you have those same interests. This builds a relationship between you and your prospect. After all, you may be working with this person so you will want to find out all you can.

Motivation questions include ones that find out if they are happy with their current situation and life at this point. This is where you can see if your product or service will be able to help them or not. And be honest, if it wont help them then don’t push it on them. Maybe you will come across someone who can help them. That is what building relationships and gaining future members is all about. Good luck and God bless.

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