Today, I want to educate you on the difference between pre-qualifying and pre-judging your prospects. And trust me, there is a BIG difference.
Many folks really get these two things messed up, so I want to clarify what they really mean and explain what you should do.
Pre-judging is when you look at someone and assume they aren’t qualified to build a business or won’t do it. Basically, it’s discriminating against someone based upon what they look like, what they do for a living, where they are from, how they talk, how they live, etc.
Examples might include:
- Not talking to someone because of their race
- Not talking to someone because of where they work
- Not talking to someone because of where they live
- Not talking to someone because of the way they dress
- Not talking to someone because they are handicapped
Personally, I don’t think you should ever pre-judge someone BEFORE you talk to them about the business opportunity. The truth is, you never really know who will be interested in your business and who won’t be interested.
On the other hand, pre-qualifying your prospects is much different than pre-judging them. Pre-qualifying your prospect is the process of asking a few questions to your prospect BEFORE you show them your business presentation. I think it’s very important to pre-qualify people before you show the plan, because you don’t want to waste a lot of your time.
Here are a few examples of pre-qualifying questions:
- Are you keeping your options open?
- Have you ever thought about starting your own business?
- Do you have as much time and money as you would like?
- Do you have a Plan B?
- Do you like what you do for a living?
Most professionals who sell something (realtors, insurance agents, financial advisors) pre-qualify their prospects before they actually sit down and meet with them.
Think about it for a minute. Let’s assume you are a realtor. Would you spend hours of your time trying to sell someone a house that (1) can’t get a loan, and (2) doesn’t want to buy a home? I hope not.
Instead, you would ask these pre-qualifying questions AHEAD of time, to make sure they were a good prospect.
You have to work smart in your network marketing business. You should talk to everyone, and then ask them some pre-qualifying questions to see if they are a good prospect and worth showing the plan to.
If they are a good prospect, then by all means set up an appointment to show them your business presentation. And if not, move on to the next person.
I hope that makes sense.
Once again, don’t pre-judge people. Not only is this unfair, but it’s also dumb. At the end of the day, you never really know who has a fire in their belly and wants something better in their life. And on the same note, you should never sit down with anyone face-to-face unless you have pre-qualified them first.
What are your thoughts about the difference between pre-qualifying and pre-judging your MLM Prospects? Leave a comment below to let me know what you think.
*** This is part of a mini-series. Read the original post of Mark Yarnell quotes.