One of the things about being a home based marketing consultant that worries people is — when they are just starting out — they fear not getting taken seriously.

After all, even if you’ve been at this for ten years, it’s still natural for a business owner to be skeptical or indifferent when initially contacted.

And so people interested in being a home based marketing consultant will ask me, in the absence of a trusted referral, what is the most effective way to connect with a business owner and capture his or her attention and interest during the initial contact?

It’s a good question and, like most everything else in this business, it’s easily dealt with.

Here’s why:

As someone who trains people how to quickly become home based marketing consultants, and as someone who has been out there doing the business for two decades, I have seen every sales trick, tactic and technique in the book.

But you don’t need all the fancy one liners and sales talk. No, you only really need to do something in the first 60 seconds to make a positive impression.

And I have found that the best way to do that is when you have an appointment, you go in and you sit down, and the first thing you do is you say, “Mr. Prospect, tell me about your goals. What would you like to accomplish? What would you like to see happen to your business?”

That’s it. That’s all you say. After that, they’ll be your best friend. They’ll instantly like you and start mentally giving themselves reasons to hire you from that moment on.

And if you start with a focus on them, and not on you, you’ll go a long way to establish that trust that they want.

Then, after you give them time, and you give them attention, and you hear about all the plans and hopes they have for their business…then you maybe say a couple of things. But mostly you just listen.

Listen to the things they hope to achieve with their business — their biggest problems, their sales goals, whether they want to go public some day, attract investors, etc.

In other words, listen to where they’re at and where they want to be, and then they’ll be happy to listen to you.

And when it’s your turn to talk, you don’t need to pound your chest or try to make up for any lack of experience. Instead, you simply demonstrate how you can help them meet those goals or solve those problems, or end those frustrations.

Then you’re on the way to a relationship. And if you can give them good advice and prove you can help them get those things they want, they’ll welcome you in with open arms.

Simple?

Absolutely. But extremely powerful. And you can build a very large and lucrative home business as a marketing consultant simply by listening to your prospect’s problems and goals and desires like this.

Comment RSS - Both comments and pings are currently closed.