I just heard the coined phrase “reverse prospecting” for the first time yesterday (on a YouTube video). Although I had never heard it called that before, I’ve been using this concept in my network marketing business for several years now, with much success.
If I had to put it in my own words, I would define reverse prospecting as getting prospects to seek you out, rather than you chasing, bugging or annoying people to buy what you are offering. Some people might even call it attraction marketing. In other words, it’s getting people who are interested in starting a business of their own to contact you first. Or, getting people interested in buying your products or services to contact you first. Simply put, you become the hunted, rather than the hunter.
Most people in our industry do the complete opposite. They make a list of everyone they know and “work their list as hard as they can.” They call their warm market, schedule meetings and say whatever they can to get their family and friends to sign up.
Although I am not opposed to working your warm market (it works well for some people), I don’t think it’s the ONLY way or even the BEST way to build your network marketing business. Why? Because most people in your warm market are not a qualified prospect. The only exception would be if you are someone with a large sphere of influence and a lot of CREDIBILITY. If you have that going for you, by all means talk to your warm market.
For everyone else, the concept of REVERSE PROSPECTING might just be your best option. This is when you do advertising, marketing and other lead generating strategies to get people to call you!
There are tons of ways to make this happen, but I’ll take a moment and tell you what I do. I’m not telling you this to brag, to tell you it’s the best way, or to tell you it’s the only way to do reverse prospecting, but it works like hotcakes for me.
I like to write. I know, that might sound crazy to some of you. I know it’s one of my talents and something I enjoy immensely. So, I started my own blog (this one and another one). Before I started my blog I chose my niche carefully (other network marketers) and made it my quest to create the best MLM Blog online (yes, I know that is subjective). I wanted to create a blog where people in my target market (best prospects) would visit.
I spend about an hour or two a day on my blog creating new blog posts, podcasts, videos and other content. Once I’ve done that I share my content via social media and email and even promote it with paid advertising.
This CONTENT is my “sales force.” It gets posted in the internet world and people who are looking for that specific information find it. My content pre-sells my expertise and some of the people who find my content decide to call me or contact me to learn more about what I do.
Sometimes they want to join my business opportunity or become a customer. In other cases, they want to hire me as a business coach, writer, or to do some marketing for them. In either case, I make money!
When they call me they are typically pre-sold on ME. They’ve already done their research and due diligence. They just want to put a voice to my face and make sure I am a real human being. All I have to do is answer their questions and point them in the right direction.
To be honest with you, most of these conversations are WONDERFUL. I’m not selling anything. Once again, I just focus on answering their questions and let them decide what is best for them. Some buy, some don’t!
What I like best about my reverse prospecting approaching is that it is fun and stress free. I can have a normal conversation with a friend, family member or stranger and not think about prospecting them into my business! I’ve done it the other way (where I hunted down people at the mall and chased the people I know) and I can assure you that I will never revert back to traditional prospecting.
You see, I’m a people person, but I hate selling. I hate chasing people, pressuring people and convincing people to buy something they don’t really want. But, I’m good at listening, asking questions and offering advice. That’s why I do so well with reverse prospecting, because the people who call me WANT what I am offering.
What I encourage you to do is come up with a lead generation strategy where you can use reverse prospecting in your own MLM Business. Pick a marketing strategy that will get your phone ringing with pre-sold prospects. By all means, you can still do face-to-face, traditional prospecting, but why not combine it with reverse prospecting?
What do you think about reverse prospecting? Do you use it in your business? Any tips or suggestions? Leave a comment below to me know what you think. I look forward to hearing from you.
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Chuck HolmesWebmaster, OnlineMLMCommunity.com
Phone: (352) 503-4816
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