Need-to-Know Tools for Success
Getting Past the Learning Curve of Prospecting, Tracking and Ratios
Welcome to home-based business! Today, I want to help you capitalize on your prospecting efforts. For many, one of the biggest obstacles in home-based business is learning how to effectively prospect and follow-up. If this isn’t done correctly, it can be drastic to your bottom-line; literally, the difference of money in your pocket, or not. Having a home-based business is one thing, but “working it” is another. If you want to gain success in this industry, you are going to need the right Prospecting and Tracking tools to succeed.
Over my last 13 years as an Industry Leader, I’ve led more than 200,000 people into a successful home-based business. To save you from the time and expense of “learning for yourself” – Here’s what I can offer; tips to help you create your own, easy-to-follow system so you can maximize your Prospecting.
1. Tracking. If you have begun prospecting, then it is essential you are tracking. This should be done on a constant basis, but for an exact depiction of your own percentage of conversions, this should be done over a 6 week period.
2. Contacts. Know how many contacts you will need per day, per week, and per month, to achieve your goals.
3. Know the Numbers. Learning your percentage of conversions will determine exactly what it will take to get the results you want. You should never take your business or opportunity for granted. Always know the where’s, how’s, when’s and why’s you will need for your business to grow. (see P.S. below about ratio calculations)
4. Establish a tracking method.Use these questions to help establish a tracking method: How many calls have I made, how many presentations, how many closes and how many new enrolls do I have? Understand, with numbers, you must know the good and the bad in order to effectively gage your growth. Be realistic with where you are and hopeful for your future.
5. Get Results. If you find yourself struggling to get results, refer to your tracking method as an indicator. This can show where important areas of improvement can be made. Are you setting appointments, but once there, are not closing? This could be a good indicator that there is work to be made on your closing skills.
6. Form Good Habits. Ask yourself these questions on a daily basis: How many calls am I making? What type of leads am I working? Are my calls made on an appropriate day, at a proper hour? How are my presentation skills? Am I creating a sense of urgency, and sparking interest? Am I trying to close the deal, each and every time? Am I being persistent, or too pushy? Am I forming relationships? Have I shown my credibility and shared my story? Did I pre-qualify correctly? If there was any sign of hesitation, did I use Feel-Felt-Found? (I know how you feel, others have felt the same, what we have found is…) Do you know enough about your prospects, that if asked, you would know where they are now and where they would like to be in the future? Ask yourself, how can I help them reach success? Form good habits when connecting with your prospects, as they will become your business partners.
7. Reach Your Goals. Be consistent, always measuring success along the way. At a minimum, you should be revisiting your follow-up and prospecting method every 6 weeks. Bear in mind, every prospect is a potential enroll.
The relationships you form in this industry will be some of the greatest in your life. Make the most of your home-based business by learning early-on how to measure your success. And if needed, change it up a bit along the way. If something isn’t working, don’t be afraid to try something new. Learn from Leaders in the field, or better yet, have a Personal Mentor to help set you up for success.
Ariana Reed; Mentor, Leader, and Consultant can help you maximize your home-based business. Contact her today for details.
P.S. An example to help better understand how to calculate ratios: Let’s say your goal is to recruit/enroll 5 people per month. You will want to know how to calculate what you’ll need in order to reach your goals. This can also help determine what you may need to improve on over time. In the beginning, it may take as many as 50 contacts, 75 or even 100 per week. If you made 50 calls, spoke to 11 live prospects, set or conducted 8 appointments and enrolled 1, your ratio would be 50:11:8:1. Thus to enroll 1 person, it took 50 calls. From this example: it would take at least 250 calls to recruit/enroll 5 people per month. Every person’s skill set will vary, therefore ratios will always vary, which is why it’s all the more important to keep 6 weeks’ worth of steady tracking.
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