Mastering Prospects
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N TARGET TO MASTERY
1998 The Six-Week Action Course Goal Plan is a trademark of Millionaires in Motion, Inc.6821 Convoy Court San Diego, CA 92111 (800) 388-1748 (619) 467-9667 Fax (619) 467-9504
No portion of this Goal Plan may be copied, electronically transmitted- or otherwise reproduced in any manner whatsoever forthe purpose of resale or distribution, without the prior written permission of Millionaires in Motion, Inc.
Goal Plan
Managing Your Prospects
Prospects are the lifeblood of your business. They are its equity, the foun-dation from which your network will grow. Prospecting isn't an event; it's aprocess that continues over time after your initial contact. Dealing withmultiple prospects can get complicated. Without a good managementsystem, it's so easy to lose track of all prospects and the various stages ofeach person in the process.
With this Goal Plan, you will learn to master a system of effectivelyworking with your prospectstracking and moving them toward yourgoal of having them as business partners.
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N TARGET TO MASTERY
Managing Your Prospects- Page 1 of 6
Goal Plan: MANAGING YOUR PROSPECTS
Marketing and Managing Your BusinessTarget Area
Prospecting isnt
an event; its a
process.
To ensure the future prosperity and growth of your business, you mustimplement solid management practices and a good, long-term marketingstrategy.
Within this target area, youll find Goal Plans to guide you to build uponthe momentum you began in launching and growing your business.Having established a solid foundation, you are now ready to take yourbusiness to the next levelsolid, ongoing management practices andenhanced promotion of your business. Management practices that willensure a systematic and organized approach to your day-to-day activities.Marketing strategies to better target, build rapport, and effectively bringprospects to do business with youyour desired end result. You willmarvel at the streamlined methods and systems that will save you bothtime and energy and produce greater results. With proven methods fromseasoned professionals in these Goal Plans, you will guarantee stable andcontinuing growth for your business from your managing and marketingefforts.
Goal Category
Managing Your ProspectsProspects are the lifeblood of your business. They are its equity, thefoundation from which your network will grow. Prospecting isn't an event;it's a process that continues over time after your initial contact. Dealingwith multiple prospects can get complicated. Without a good managementsystem, it's so easy to lose track of all prospects and the various stages ofeach person in the process.
The Pipeline Relationship Management System is a powerful managementtool that allows you to identify and support valid prospects for yourbusiness opportunity, and monitor their journey in becoming businesspartners. It is a comprehensive yet simple system that was designed to beportable and easily duplicatableyour new business partners can pick itup and GO right from the start!
The Pipeline process begins with listing and prioritizing your prospectson the Prospects forms (behind Prospects tab of your Pipeline). Onceyouve contacted these prospects, those that are open to the possibilities ofyour opportunity (even if in the distant future) move into your pipeline!Youll fill out The Pipeline Process form (behind Pipeline tab) on each ofthese pipeline prospects. And here is where the fun beginscontacting,presenting to, bringing to meetings, giving brochures, supporting,socializing, informing your prospectbuilding their faith and belief.When these pipeline prospects become your business partners, they willbe informed, motivated and enthusiastic about starting a new adventurewith you and your company! For each new business partner, youll thentake his or her Pipeline Process form from the Pipeline section and
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Managing Your Prospects- Page 2 of 6
The Pipeline
contains
valuable insights
on working with
your prospects
at each stage.
My Six-Week GoalsGoal Actual ResultGoal Category
Sponsor Two PartnersManaging Prospects
transfer it to the Partner section. Youll begin a new file and includethe Partnership Action Plan and Partner Communication Log forms.Critical to the process is conducting a Partnership Action Plan sessionwith your new business partner. The longer the session, the more time itwill save you in the weeks and months to follow.
The process is simple. This highly effective management tool will notonly keep you organized, but throughout each stage, will provide a recordof every interaction you had with your prospects and partners.
Continually "prime" your Pipeline with new contacts, developingrelationships with them. All along, you will be providing the knowledgeand understanding to fuel their desire to build their own successfulnetwork marketing business.
Your Goal
Sponsor Two New PartnersDuring the next six weeks, your objective is to sponsor two new businesspartners using The Pipeline Relationship Management System. Enter thefollowing goal into your Goal Plan Worksheet in your Action Courseworkbook:
We recommend that you read the training sections of The PipelineRelationship Management System and listen to The Pipeline audio tape,then complete the projects and To-Dos. Do these at a time when you canfocusyou have no distractions and can take notes.
How to Achieve This Goal
To achieve 100% for this Goal Plan, complete all projects as listed below(also see Projects section). You can exceed 100% by sponsoring additionalpartners after the required two. Percentages are allocated as follows:
Week 1 Read The Pipeline training sections and 10%listen to The Pipeline audio tapeDevelop and prioritize a list of 100 prospects 10%
Week 2 Contact 24 prospects 20%Weeks 3-6 Conduct 8 presentations 40%
Sponsor two new partners and conduct 20%Partnership Action Plan session with each
Bonus Project Sponsor and conduct Partnership Action Plan 10% eachsession with each new partner new partner
Each week at your team session, enter the total of percentages earnedonto your Scratch-Pad Worksheet for Achieved to date.
Measuring Your Goal
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TO-DOs
Managing Your Prospects- Page 3 of 6
Transfer your listof projects to the
Goal PlanWorksheet in your
Action Courseworkbook.
Workbook
6
My Six Week Goals
Goal Category
GoalActual Resu
lt
A - B - C
Projects
Completed
1997 The Six
-Week Action Co
urseTM is a tra
demark of Millio
naires in Motion
, Inc. San Di
ego, CA USA
Goal Plan Worksheet
I, ____________
______________
_________ , wil
l achieve all my
following
goals by ______
__________. I h
ave selected all
my goals carefu
lly and
believe that I a
m both capabl
e and worthy o
f them. I com
mit to
giving my best e
ffort over the n
ext six (6) wee
ks to achieve m
y goals. I
refuse to offer
up any excuses
and elect to ta
ke full responsi
bility for all
my results.
Signature _____
______________
______________
__ Todays Dat
e __________
The following
is a list of majo
r projects I nee
d to complete
over the
next six weeks
that will assist
me in achievi
ng all of my ab
ove goals:
things I must
do, learn, plan
, organize, and
purchase; peo
ple I must
talk to, agreem
ents I must mak
e, and support
I must receive.
Resource MaterialsEnclosed as part of this Goal Plan are the following resources:
The Pipeline Relationship Management System and The Pipelineaudio tape with John Kalench, Pat Davis, and Kirsten Park
How to use this resource:
PROJECTSList all major projects designed to support your goalwhat you must do,learn, organize and purchase, people you must talk to, agreements youmust make, and support you must receive.
The following is a list of recommended projects that will fulfill therequirements for you to achieve 100% of your goal for this Goal Plan. Butremember, this is your Goal Plan. Use your imagination and ask for helpfrom your teammates to brainstorm, select, and prioritize bonus projectsto do in addition to your 100% projects. Any additions should:complement the projects listed; satisfy the objectives for this Goal Plan;and contribute to your learning the ideas to a greater degreewhichwould proportionately add greater results for you! Transfer your list ofprojects to your Goal Plan Worksheet in your Action Course workbook.
Read and familiarize yourself with all Pipeline training sections Listen to The Pipeline audio tape Develop and prioritize a list of 100 prospects Develop telephone script Make initial contact with 24 prospects Schedule eight presentations Conduct eight presentations Sponsor two new business partners Conduct Partnership Action Plan session with each new partner
You must complete a number of smaller steps or To-Dos relating toprojects in this Goal Planprojects you have recorded on your GoalPlan Worksheet. You are responsible for identifying and listing yourTo-Dos WEEKLY. Only you can decide what must be done to completeyour projects. Review your projects regularly to check your overallprogress and to determine your To-Dos for the week.
List the activities on your weekly To-Do Worksheets and cross them offwhen you complete them. Any To-Dos not completed must be added toyour next weeks To-Do list. Your To-Dos might include:
Purchase a 5.5 x 8.5 time management calendar Schedule time on my calendar to concentrate on my projects
Assemble your Pipeline and familiarize yourself with each section, usingthe instructions provided. Training segments are included at thebeginning of each section to introduce you to the purpose andimportance of each area, and provide valuable insights on working withyour prospects at each stage.
Listen to The Pipeline audio tape. Have your Pipeline in front of you asyou listen to the tape. Take notes.
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Through The
Pipeline
system, turn
your prospects
into partners
who will actively
build their
business.
Insert The Pipeline Relationship Management System into binder following instructions provided Read The Pipeline training sections Listen to the Pipeline audio tape and take notes List 100 prospects Prioritize prospect list Contact an experienced distributor for help on making calls to prospects, making presentations, and sponsoring Read a book on telephone techniques Contact 24 prospects (actual connections, not voice mail messages, phone tag, etc.and continue calling prospects from my list of 100 until I have connected with 24 prospects) Identify learning style of your pipeline prospects and mark on their Pipeline Process forms Schedule eight presentations Prepare for presentations: practice and gather all necessary forms and supplies Conduct eight presentations Sponsor two new partners (Break it down to one new partner by Week 3, the other by Week 4, allowing the remaining weeks for bonus sponsoring.) Practice the Partnership Action Plan session with a teammate Complete Partnership Action Plan session with each new partner Contact those in your pipeline (call, send a card, audio tape, video or brochure, etc.) (See pages 1 through 3 of the training section behind the Pipeline tab.) Invite three prospects in pipeline to a meeting
Managing Your Prospects- Page 4 of 6
The following are available from MIM, Inc. at 1-800-388-1738:
The Master Prospecting Goal Plan includes 17 Secrets of the MasterProspector by John Kalench, which provides secrets and lessons onbecoming a master prospector.
Being The Best You Can Be In MLM by John Kalench, Chapter Fivecovers the prospecting process. You will find tips on contacting yourprospects by telephone, setting appointments, and dealing with the likelyquestions posed during initial calls. Chapter Six covers presentations andconducting face-to-face meetings.
The Mastering Objections Goal Plan provides an effective strategy fordeveloping responses to common objections associated with building your
Other Suggested Resources
Workbook
8
Week 1: To-Do Workshe
et
1997 The Six
-Week Action Co
urseTM is a tra
demark of Millio
naires in Motion
, Inc. San Di
ego, CA USA
Activities To Complete
From ___________
_ To ___________
__
A - B - C
Activities
Completed
You may want
to transfer your
To-Do Activiti
es onto your W
eekly Planner
4/8/975/20/97
List project activitieson the To-Do
Worksheet in yourAction Course
workbook.
Any To-Dos notcompleted must beadded to your nextweeks To-Do list.
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When you have
completed all
the steps in this
Goal Plan, you
will have
mastered a
system of
effectively
working with
your prospects.
Managing Your Prospects- Page 5 of 6
When you have completed all the steps in this Goal Plan, you will havemastered a system of effectively working with your prospectstrackingand moving them toward your goal of having them as business partners.By focusing on the relationship aspect of approaching your prospects, youwill not only communicate with them more effectively, but will also formsolid and lasting partnerships. They will then emerge from The Pipelineprocess as knowledgeable, understanding, respectful, enthusiastic, andcommitted business partners!
By providing you with proven techniques, training and supportsystems, we at MIM, Inc. support you in your endeavors. We sincerelywish you the best as you reach for and achieve your goals and dreamsthrough the network marketing industry.
We look forward to receiving your Evaluation Form from the back ofyour workbook, including your success story relating directly to thisGoal Plan.
Feel free to call us at 1-800-388-1748 for your continuing educationand support.
business. Includes working with the resource L.I.S.T.E.N. - A Six-StepProcess: Your Guide to Successfully Answering All Objections with JohnKalench, Kirsten Park, and William Todd.
The Giving One-on-One Presentations Goal Plan has insights intocreating your own effective and concise presentation of your businessand opportunity, both in demonstration and in creating your presenta-tion book.
Success Guide catalogue pamphlet of MIM, Inc.s training and supportsystems, including seminars and workshops.
OPTIONAL:How to Use This Goal Plan As a Topic For YourTeams Training AgendaYour team will gain great benefit when you present Managing YourProspects as part of the training agenda. For your session, we suggest anyof the following:
Discuss reasons for having a prospecting system. Explain the purpose and benefits of The Pipeline Relationship Management System. Include the tremendous duplicatable benefit having such a comprehensive yet simple prospecting management system that works, your new business partners will follow suit! They will have an easier start launching their business. Explain The Pipeline Relationship Management System process from completing the prospect list to conducting a Partnership Action Plan session with a new partner. Brainstorm with teammates about why and how to prioritize prospects. Invite an experienced person to relate how they identified new business builders. Role-play a Partnership Action Plan session with a teammate.
CLOSING
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SMi
TH
PartnershipAction Plan
Name:
Address:
Country:
Sponsor (If Different
Partnership Action Plan A Dialogue of Goals, Strategies and Agreements
Re-order #PLF-003 1-800-388-1748 1996 The Pipeline is a trademark of Millionaires in Motion, Inc.
Occupation:
City:
State/Province: Zip/Postal:
Spouses Name/Occupation:
Children(s) Name(s):
Name
Date Enrolled:
Shipping Address (If Applicable):
Birthdate: Anniversary:
Personal Information:
What is it about the network marketing industry that attracts you?
What is it about our company that makes it special?
Recognizing the opportunity we have, is there anything you can see that could hold you back from taking fulladvantage of it? Any obstacles or hurdles we need to overcome?
Learning Style: V A P
Home Phone:
Work Phone:
Pager/Voice Mail:
Fax Phone:
E-Mail Address:
( )
( )
( )
( )
Leann e Smi th Tea ch er O14855 Cross Pointe Avenu e 4/26
San Diego
619 468-2221CA 91023531-9808253-8846225-5822
10/19 Sh awn / Real Estate 5/16/81
Sarah, Travis
Re-order #PLF-003 1-800-388-1748 1996 The Pipeline is a trademark of Millionaires in Motion, Inc.
Name
PartnerCommunication Log
Date: Communication:
4/26
4/28
4/29
5/1
5/2
5/6
Had a ct ion p lan meet ing over lun ch al l se t , ready to go!
Helped wi th firs t order - Leann e ment ion ed anniversary tr ip- sen d card
Upd ate on prospect l is t - 50 n ames so far!
M et w i th Leann es top 3 prospects Tom & M aryvery exci ted - s tarted on produ ct . Leann e to fo l low upNot ified top corporate train er in town 5/14Discussed goal for at ten d an ce
Remin ded of spec i a l t rain ing - w i l l br ing 2 gu ests
OTo DoSMi
TH
SMi
TH
Home Phone:
Work Phone:
Pager/Voice Mail:
Fax Phone:
E-Mail Address:
( )
( )
( )
The Pipeline ProcessBuilding the bridge between relationships andpartnerships in my network marketing business.
Name:
Address:
Country:
Referred by (If Applicable):
Contact Notes
Re-order #PLF-002 1-800-388-1748 1996 The Pipeline is a trademark of Millionaires in Motion, Inc.
Learning Style: V A POccupation:
City:
State/Province: Zip/Postal:
Spouses Name/Occupation:
Name(s) of Child(ren):
( )
Date: Method (i.e. sent brochure, video, note, gave presentation, called, etc.): Result/To Do:
Name
OTo Do
4 / 16 Sent product brochure Set up product preview appointment
4 / 20 Presentation /product Booked presentation with friends 4/24
4 / 24 Conducted presentation Leanne joined company - set action plan 4/26
4 / 25 Sent Good Move smart note Contact upline to welcome Leanne & Shawn
Leann e Smi th Tea ch er O14855 Cross Pointe Avenu e Bet ty Rhodes
San Diego 619 468-2221
CA 91023 531-9808253-8846
Sh awn / Real Estate
225-5822
Sarah / Travis
1998 The Six-Week Action Course Goal Plan is a trademark of Millionaires in Motion, Inc.6821 Convoy Court San Diego, CA 92111-9574 (800) 388-1748 (619) 467-9667 Fax (619) 467-9504
No portion of this Goal Plan may be copied, electronically transmitted or otherwise reproduced in any manner whatsoever forthe purpose of resale or distribution, without the prior written permission of Millionaires in Motion, Inc.
Re-order #PLF-001 1-800-388-1748 1996 The Pipeline is a trademark of Millionaires in Motion, Inc.
Prospects
A-B-C Contact Information Phone/Fax3
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Name:
Address:
Phone: ( )
Fax: ( )
Notes/To Do
Mo
ve
d
In
to
P
ip
el
in
e
Leanne & Shawn Smith 468-2221 Talk to at B 14855 Cross Pointe Ave Bettys BBQ 3San Diego, CA 91023 wk : 531-9808
John Longo 322-2361 Met at gymA 2231 Main Avenue gave sample 3San Diego, CA 91021 e-mail : longo vtw.com@
Pat Davis 213 455-2321B 111 Oak LanePoway, CA 91881 Pager : 269-0605
Scott Ray 813 244-8822 works with Pam A 1834 East 10th St., 4 at U.H.C.LA 90331
#
The Pipeline is
portable and
easily
duplicatable
your new
business
partners can
pick it up and
GO right from
the start!