How to prospect for your home based business.

Prospecting is one of the most important parts of your home business. Mastering it can make, you –
ignoring it will brake you.

Summary:
The secret to becoming a great prospector is understanding your goal is to
become a master sorter...not a sales person. You are actually sorting, not selling.

What is required of you to succeed in a home business?
You need more leads than you have time to contact
You need to believe
You need to get past your fears
You need to talk with 15 to 50 people per week (part time), 100 to 200 (full time)
You need to be consistent

3 parts to prospecting for your home business
1.          Communicate - connecting with people (relating) ask questions
2.          Listening
3.          Collection of information

Points to remember:
Getting a “no” is not a negative thing. Get your no's fast so you can focus on people who are
interested.
Learn to qualify.
Listen for "how" questions and not "why" questions (you're looking for people that ask you how
questions - people who ask “why” are usually whiners – those asking “how” are normally winners)

Initial Qualifying Questions You could ask:
Don't spend more than 2 to 5 minutes on the
initial qualifying call.

It’s important that you don't read these
questions. Make them part of your vocabulary
and sales language.

Is this____prospect’s name____?
My name is___your name____. I'm

from___

city and state

_____.

You responded to one of our internet

ads concerning a home business.

Are you still looking?
How long have you been looking?
Are you looking for something full time

or part time?

Why are you looking to start a home

business?

___prospect’s name___, we assist and mentor people who want to____their why______ and
be successful in their own home based business, if they're the right person.
We're looking for people that have a BIG desire to succeed, are committed to that goal and are
teachable. Is that you?
If you saw the right opportunity that you felt good about, do you have money set aside for a
startup capital?

Ask additional questions if necessary. Listen to their answers. If you don't get a clear confirmation
that they are serious about starting a business, tell them to keep your website and call you when
they're ready.

Action to take with people that qualify: Family - Occupation - Recreation - Message

Get to know them a little more:

Do you have kids?
What do you do for a living? (if not working – What did you do before?)
What kind of income are you looking for?
Have you ever run your own home business?
Tell them the major points of the business opportunity
Guide them through your website
Get them to an opportunity call
Get them to try the free sign-up
Set follow-up date to answer questions

Follow Up: (within – 24 hrs to 48 hrs)

What did you like about the Dubbs Marketing site...the call, etc.?
Did you listen to all the audios?

(if they have not, tell them to listen to all the audios and set up a follow-up appointment)

You might also ask if they can visit the site and listen to the audios now...and tell them you'll

follow up in 30

minutes.

What did you like about it? (hint - this is the reason why they want to be in the program)
If you had your own Dubbs site, and we showed you how to drive traffic to the website...what do
you think your prospects would say about the site?
So, all you need to do is drive traffic to your site - and we'll show you how to do that step by step...
it's that simple.
How do you like that?
Are there any other questions that I might answer?