Strong Start Workbook - Arbonne

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Prospecting
When you hear the word “prospecting,” it may call up
visions of miners from the mid-19 th Century, panning
for gold in mountain streams.
Well, the kind of prospecting we’re talking about doesn’t
involve any digging or heavy lifting, but in a way you are
looking for gold. You’re looking for those “golden” people
who will help your Arbonne business grow! Prospecting
is simply the process of finding potential Clients, Hosts,
Preferred Clients, referrals and Business Builders, and
developing their relationship with your business.
In the last section, you created a list of 100 people
you know. As you work your way through that list,
you’ll find that some people will be interested in the
Arbonne products, some will be interested in the
Arbonne opportunity … and for some the time simply
won’t be right for either. But whatever the outcome, at
some point you’ll come to the end of that list. That’s
why smart prospecting is so important. In order to
keep your business active and growing, you’ll need
to replace the name of every person you contact with
another name of someone new to contact, constantly
replenishing your list of 100.
Where do all these people come from You meet them
every day. They are guests at Group Presentations,
people you meet at social gatherings and in networking
groups, and virtually everywhere else — if you talk
about your business every day, you’ll be amazed how
many new people you meet who have an interest in
what you have to offer.
Another rich source of prospects is referrals. But
referrals won’t come automatically; you have to ask for
them. So get in the habit of asking people — at Group
Presentations, One-on-One Meetings and everywhere
else — if they know someone who might have an interest
in Arbonne. Just say something like:
Janet, I know you’re going to love [product: i.e.
RE9 Advanced
]. Do you know anybody else
who wants to reverse the signs of aging, loves
botanically based products or might be looking
for an income opportunity
Remember, you’re offering something of value. Inviting
your contacts to share that with someone else they
know is doing them — and the referrals they give you
— a favor.
Just as we mentioned about making your initial list of
100, it’s important not to pre-judge the list you create
as you prospect. However, that doesn’t mean that you
never give a thought to how each person might relate
best to your business.
Include anyone and everyone on your list of prospects,
then go through a process of “qualifying” each one.
When you qualify a prospect, you’re simply making
a decision about whether you think they’d be most
likely to be interested in being a Client, a Host, a
Preferred Client or a Business Builder. By talking, and
more importantly, listening to your prospect and really
getting to know more about them, you’ll be able to
discover tons of valuable information. To assist you, try
this simple 3-check Method for qualifying prospects.
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