When you prospect someone, the goal is to get that person’s information like a business card or a name and phone number. There’s three things you want in order to get that persons information. You want them to get to know you, then like you, then trust you. How do you do that? You need to pique their interest. This is where it gets psychological.

The conversation starter is vital because the way that you get in is going to determine if you get the person’s information. One good way to start a conversation is could be a simple greeting like “Good Morning” or “Good Evening”. Then there’s the rule of reciprocity which states whatever I say to you, you’re going to in turn say to me. If I said “Good Morning” to you, then you in turn are going to say “Good Morning” to me. We do this unconsciously.

The next thing you may want to do is to compliment the person. It could be the clothes they wear, how hard they work, the car the drive, or their great bubbly personality. Just from this they start to like you. You may even make someone’s day from your compliment.

The next question is going to be the million dollar question. It’s either going to be “what do you do for a living?” or if you’re already at their workplace you’re going to ask “How long have they been working there?” Then you will going into a conversation about their job, they’re likes and dislikes about their job or boss, the hours they work. You may even go into their family life. The goal here is to get as much information about them.

The one thing about people is that they’re selfish. They may ask you what you do for a living, but they really don’t care. They only care about themselves. So if they ask you about how you make a living, answer them, then go back to talking and asking questions about them.

Now keep in mind the conversation should last no more than 5 minutes. By the end of the conversation they should be more than willing to give you a business card or phone number. Just a simple “Hey I have to get going, would you happen to have a card on you?” will work.

I hope this was helpful for you. If you have any questions, please feel free to write me at SKS_Success75@live.com or you can check out my links.

Sherman Smith

Mentoring For Free
Success In 10 Steps

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