Getting a prospect on the path to joining you is a very important skill.

It is important to know what they are thinking and what they need if you are going to A prospect’s journey can be uplifting or annoying.  It can be interesting and fun or frustrating and a waste of time. How they are approached and followed up with determines what they experience and whether they join forces with you. All prospects start out ignorant. They do not know about the benefits of the products or the potential to create more income with them. They generally don’t know about the track record of the company, its corporate, or the upline leadership. Their journey begins when they are introduced to these things. What happens next determines how that journey turns out. Many times, prospects have wrong or limiting viewpoints about the business side of the industry.  Often their paradigm about themselves and what they have to do is not good. They sometimes think that they don’t have what it takes. You often hear them say, “I’m not the sales type.”

So, the first thing the prospect needs to have put in front of them is an appealing “lure” that will get their attention and cause them to be interested in the products and to consider the business.

So, their “journey” begins with the first contact with the distributor. How that is done is crucial. The prospect's journey always begins with an interest in getting invitation to try the products or learn how to generate more income with the company. This is called prospecting and everyone needs to get good at it. The next step of their journey is to try the products and join you to get started on making money with the great products you have introduced to them. If the prospect has been approached properly and has caught the vision, they will desire to learn what they must do and be. You and the company leaders will be the teachers. 

Be mindful of this truth…. a teacher is only effective if the student is willing to learn. 

You've heard the axiom, "You can lead a horse to water but you can't make him drink". That’s true. So that means the prospect needs to learn how to find thirsty people. Thirsty for the products and for the business and income potential as well. When you find someone like this you will have a motivated person who transitions from a prospect to a customer or distributor….someone who is willing to do the things needed to make them the income they want and need. The most important of which is to get good at prospecting like you did to find them.

This quote from Stephen R. Covey, author of the runaway best-seller, 7 Habits of Highly Effective People, is right on and crucial to the prospects' growth. He says: "If you want to make small incremental improvements, change your behavior. If you want to make quantum leaps in improvement, change your paradigm."

No one wants to experience small incremental improvements. This is like increasing your income by $20.00 a month the first year then it goes up to $30.00 a month in the second year. That is what small incremental improvements look like. A quantum leap is both large and fast - instantaneous in many cases. Quantum leaps in improvement VS small incremental improvements. Covey mentions the world paradigm. A paradigm is how you see something. It is the viewpoint that you are operating from.  It is YOUR truth. 

Here's the problem... your truth may not be THE truth!

And THAT is often where prospects are coming from. Your paradigm on how to find and help a prospect will determine your success. "You mean all I have to do is change the way I see something and I can experience quantum leaps in improvement?"  YES, exactly! That applies to all areas of life. So, if the prospect wants more in life they need to be shown that what you offer will give it to them. It can be challenging for a prospect to believe that they have the characteristics needed in order to be able to generate decent income in network marketing so they stay in neutral or go very slow. They have to overcome self-doubt and lack of experience. They need to believe that they can acquire the skills and abilities that are essential to be able to build an organization that generates several hundred or several thousand a month in cash flow for them.

The mechanics of "how-to" can be found in a class, a course, a book, or an audio program but the prospect must learn that these are NOT the reason for success. They need to learn that success in ANYTHING, including network marketing, is an INSIDE job. It happens between their ears and in their heart. And, everybody knows that being half-hearted doesn’t cut it.