When you are meeting with a prospect for your business, the most important thing you can do is take the time to listen to what they have to say and find out as much about them as you can. So often, as business owners, we make the mistake of doing all the talking. We believe that if we can say enough we can find the one thing that is going to get them into the business. However, if we took a little less time talking and a little more time listening to what the person is saying we could easily figure out if your business is right for them and what they need to know in order to get started in the business.

Every prospect has a hot button. The hot button is what is going to take someone from a prospect to a team member in your business. It is our job to ask enough questions and do enough listening so that we can get to those hot button issues. After all, if someone is willing to sit down and talk to you about a home-based business, they must have some level of interest in working from home. However, just because they are interested, doesn’t mean you can give the same pitch to every person and see great results.

Maybe the prospect has been in another business but they felt that they didn’t have enough leadership. Or maybe they’ve always wanted to work from home but their spouse isn’t supportive. Or maybe they want to work from home but they have a high-paying, full-time job and they’re afraid to lose that security. All of these things are important to know and it will affect the way you tell the prospect about your opportunity.

In order to get to these hot buttons you have to ask probing questions. You have to find out everything you can about who they are and what makes them tick if you want to have an effective pitch. The less you talk in the beginning the better because if you can get them talking you will be more easily able to identify their hot buttons.

By asking questions and taking the time to find out more about your prospect, you will definitely close more deals and make more money in your home-based business.

Here’s To Your Success, Jim Burcham 734-453-9640  jimburcham44@gmail.com