Walking and Talking
by Rod Nichols
One of the most successful ways to build a large network is
through a technique called walking and talking. I run into so
many new network marketers who tell me they don't have any
prospects. I always tell them that they have prospects all around
them. It's true. There are 270 million people here in the U.S.
Every day we come into contact with people who need our products
or services, but neither of us know it. So, our job is to talk
with everyone we come into contact with. Some will be interested,
some won't and that's fine.
The first thing you need is a good line. Sorry, "what's your
sign?" isn't going to work! What you need is a question that will
quickly qualify your prospect. My favorite is, "are you
interested in making some extra money?" They always say, "doing
what?" I say, "would you be willing to invest 10 to 15 hours a
week of spare time to earn that extra money?" If they say yes,
then say, "I don't have time to go into the details right now, do
you have a business card?" If they don't have a card, get their
name, address and phone number so you can send info and follow-up
to answer questions.
Work on your own line. You want it to spark interest and create
curiosity. It's best if it results in a question from the
prospect - this keeps the conversation going. Your job is to keep
creating curiosity, rather than satisfy it. If you give them too
much information, they will make a judgment based on too little
information and it will always be NO.
Where are the best places to find people? Everywhere you go - at
the bank, grocery store, post office, retail stores, video store,
health club, tanning salon, coffee shop, restaurant, auto repair
shop, quick oil/lube place, Dr.'s waiting room, church, school,
etc. As you meet people, strike up a conversation with them. It's
best if you can start with a compliment - their attitude, smile,
clothes, work ethic, etc. Find out if they like what they do.
Then ask your question.
It's very easy to go day-to-day meeting people but never
prospecting any of them. At first this will be tough to do -
possibly way out of your comfort zone. Set goals to talk with a
certain number of people each day. Don't put too much pressure on
yourself by setting huge goals. Start out with one person a day
and work your way up.
Each time you talk with a new person, you open up a new sphere of
influence. This person knows people you don't know. Whether your
prospect is interested or not, tap their circle by asking for
referrals. Quite often the person who isn't interested will give
you a few names, if you ask.
Walking and talking is a great way to expand your business
without investing a great deal of extra time. So, who are you
going to talk with tomorrow?
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