How to differentiate Suspects from Prospects and boost your productivity
Not everyone is your prospect. I know I have said this many times but it’s really important to say it again because we all have a percentage of prospects we know that isn’t going anywhere.
We all have an effective list but the question is who is on your list? Prospects or Suspects? How do you differentiate them both?
Here are a few pointers:
When you don’t know when they will make a decision: Have you spoken to a prospect and he says ‘ i will get back to you’ and you ask him when, and he doesn’t give you a definite response? Yep! That’s not a prospect. That’s a huge suspect. Move him from your active list to your broadcast list. Your active list is your key to success. It is your key to signing up more people so treat is as sacred. I didn’t say drop the suspect, no. They still make good leads. Keep him is a broadcast list where you can get to him when you have the chance but don’t dwell on him.
Can you give them the result that they need?: Okay, many of us in the industry believe our products do wonders. I get it! But selling a fertility supplement to a 75 years old grandpa whose children are all parents isn’t going to cut it. Don’t force words into your prospect’s mouth as to how you can help them. There are far many more people out there who need your results. Devote your time and effort on them.
Do they have to get permission before they sign up? This is the case of most couples. Whenever I am prospecting a married woman, once we have developed familiarity (talked about this in THE OBJECTIVES OF PROSPECTING), I will determine if she has sway over decision making. If not, after I have determined a need I can solve for her and the result she can get from it, I will get a defined appointment with the spouse. If I speak with both of them and after answering all their questions but they still don’t make up their mind, I move them off my active list and put them in my broadcast list.
Can they afford it? Selling a 100k deal to someone who makes 20k per month is a definite deal killer. If your least entry level is higher than the prospect’s salary, don’t bother. Move the prospect to a customer. There could be a product she can use to get her the result she needs. I hear a lot about people borrowing to sign up and how they made it. That is super amazing and it is so because it worked out for them. Take the chance if you want but don’t push your prospect to borrow to sign up with you simply because you want to meet your goal.
It is very important to profile your prospect because then you will be able to differentiate them from suspects. You want to spend more time with prospects than suspects. Believe me, you do not want to spend time with people who have no intention of signing up with you. They will not only waste your time, but they will also kill your morale. Pricing doesn’t differentiate prospects from suspects. Benefit does. Focus on talking about the benefit and you will attract people who need your product.
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