Brian Gosur

Advice and Strategies That Will Take You Out of This World

Tag Archives: prospecting

You Have Just Been Rejected!

Hello, my name is Brian Gosur and I’m a network marketer.

Has a nice ring to it doesn’t it? But some people are afraid to say that when someone asks, “What do you do for a living?” They get real quiet and with a faint and squeaky voice they respond, “network marketing.”

I know, because I used to do that also, and because of it, I was not  bold and forthright in approaching people with my product or opportunity.

Why are we ashamed and afraid to acknowledge this? Lots of people make a very good living in the network marketing industry. It’s a 110 billion dollar a year industry. Many of the products people use come from the network marketing arena. Why are we hiding are connection to network marketing?

We are afraid because of what they are going to say. They may argue and get mad and make some accusations about us being in that “pyramid scheme”.

Your perception of rejection is really about you, and who you are, not about network marketing or your primary business.

When I was a kid, I grew up in a home that didn’t share much love. I was told that I would never amount to anything and I was just going to be a garbage man for the rest of my life. I was constantly barraged with negativism and sarcasm, and because of it, I grew up withdrawn and not very assertive. But one thing that I did have, was the will and drive to prove you wrong. You say I can’t, I’ll show you I can. That drive to win, propelled me into playing sports, and that’s what keeps me going in this business as well. The ones who finish the race are the ones who will have all the success and money.

When I played sports, and that first game of the season came, you trained and were prepared, but you wanted to have that first ball hit to you, or take that first hit into the boards and get it out of the way because once you did, the rest of the game became easier. There was some sort of mental block that was erased when that happened and you could now go on and play your game.

When I worked in the mortgage industry and had to make all those cold calls the same was true. Once you got your first couple of rejections, out of the way, it became easier to pick up the phone and make the next call. Now I was ready for the rejection, and actually looking for it.

The worst rejection is by your spouse or family members. These are people that you love and look to for their approval and when they don’t give you anything but rejection… well, that is the hardest thing to take.

You can avoid rejection. Just stay locked up in your office or home and don’t talk to anyone, or face that fear of rejection head on.

When I played hockey and I would get decked, all I did was get back up and get back into the game. I knew I would probably get hit again, but it wasn’t going to stop me from playing. As a matter of fact, it would fuel me even more, and make me more determined to score the next goal.

The same goes with your prospecting. After you do that first couple of calls and get rejected a couple of times, it becomes easier and easier and after awhile, you find that rejection is actually an agent that’s working on your side. We would even make a game of it when I worked in the mortgage business. It didn’t deter us one single bit.

Now I still  get those butterfly’s in my stomach right before I start doing my phone calls, and I think I always will. Sometimes are will find myself reverting back to that little shy withdrawn kid that I used to be growing up, but once I start, and get the ball rolling, it becomes easy and actually kind of fun.

Don’t let people steel your dreams, and don’t let rejection from people who hate their own lives, and don’t know what their talking about, kill the motivation and the drive that is going to lead you to financial freedom, and the successful entrepreneur that you are.

 

 

 

The Brain and Consistency – Your Secret Weapon

Weather you know it or not, you have a secret weapon when it comes to your prospecting on the Internet. It’s working behind the scenes helping to convince your prospect that you are the one for them. What is this secret weapon…his brain.

The Brain and Consistency - Your Secret Weapon

The only way to capture, hold and keep the attention of your prospect’s brian is with consistency. One thing we all like is consistency.

I love doing my grocery shopping at a the Kroger store in our home town. One of the biggest reasons for that is not just the products that they offer, but the fact that I know where everything is at. I almost could walk the store blind folded, I’m so familiar with the stores layout.

I hadn’t gone grocery shopping in quite awhile, so I thought I would give my wife a break and go to the store. Little did I know that they had redone the entire store. I was lost. It took me an extra hour to do just a little bit of shopping. I left without getting a lot of things that I wanted, simply because I couldn’t find them. Very frustrating.

The same is true with your Internet prospecting. Just when people are getting used to who you are,  how you write, what you market, and where everything is at on your blog, you go around and change everything.

My mother liked moving the furniture around all the time, and almost killed my dad one day when he went to sit on his easy chair.

People like familiarity and consistency. Just because you get bored with what your doing, doesn’t mean that your prospects are. Changing when you find the right fit will mess up their brains and you don’t want to do that.

The brain realizes that the repeated constants around it must be important and it will automatically retain that information.

Think back, and I bet you can remember a commercial from way back in your childhood days, but you struggle to remember your wife’s birthday, even though you have it once every year. Those commercials were drilled into you and your brain filed them away as important.

Brains like to group together or categorize similar items. The more it sees of the same item, the easier it is to access that item at a later date and links them together.

Think of a commercial that you may have seen a million times. You may hate it and can’t stand the sight of it, but you remember it. Companies pay millions of dollars to do this through the branding of their products.

Familiar is comfortable to us. That’s why we have favorite restaurants, or bars that we attend on a regular basis. People know us and we are familiar with the surroundings.

The famous sitcom, “Cheers”, was based on this rule of the brain. “You want to go where everybody knows your name.”

Familiar is safe, and it breeds trust with people. Even the most obstinate people are safe to be around because their actions are consistent with who they are, and we are familiar with that.

Building this kind of consistency takes time. It doesn’t happen over night.

So the next time you want to change your blog or do some drastic redecorating, change the message, or how you present it…stop for a minute. Think…just because you are getting bored, doesn’t mean your prospects are.

 

Patience is Required When Prospecting

How many of you love fishing? I am not an avid fishermen, but I do enjoy getting out and relaxing in a boat with a fishing rod in my hand. I may only do it once or twice a year. It’s not for the love of the sport, it is more for the relaxing time that I go. The camaraderie that you have with a couple of good friends and the occasional fish that you might catch. I enjoy that.

There is one thing that you must have while you are fishing. That’s patience. If you struggle with patience you will not make a good fisherman or a good prospector for your business. Fishing is a lot like prospecting.

Lets examine this further. First you have to go out to the right spot. You just don’t go to where you want to go. You have to go where the fish are. You see, when you are prospecting you may have to get out of your comfort zone and go to where your target market is. Like we said before, talking to grandma and Uncle John are probably not going to get you very far in your prospecting attempts. Oh they will listen to you, but your bank account will soon run dry.

When you see a certain marketing strategy, that you really like to do, is not working out for you, change the location. Or try a different marketing technique. Don’t get frustrated and do what the 95% of all network marketers do after about sixty days of working their business. Quit! “This isn’t working for me, I quit!” Patience is required when prospecting.

Try a different spot on the lake. Use a different lure or maybe these fish like worms?  The fish are out there. You just have to be patient. Find them, and use the right bait. You’ll catch em.

One example of this is when I first started video marketing. I was not a good candidate for the screen. At least that’s what I thought. I was nervous and fumbled my words, but I keep working at it. Practiced what I would say before I went in front of the camera. (You don’t want to be reading a scrip.) Finally I put my first video out and I had more people say how good my video was. I thought I was terrible. Sometimes you have to get out of your comfort zone. Try different marketing techniques, even if you are uncomfortable with them.

Ever catch a small fish, or one that just wasn’t right? What did you do with that fish? Throw em back in the water?  Sometimes you have to do that. A person in your organization just doesn’t have it or wants to leave for this, that, and the other reason. Let em go. Throw them back. There are more and bigger fish in the lake. It’s the big fish that your looking for anyway.

Remember, once you learn the art of marketing and prospecting, it doesn’t matter what kind of business that you are in. You will be able to find the fish. You will have an arsenal of lures to attract the right fish to you, and you will have the right strategies and techniques to catch those fish and bring them into your boat.

Be patient! Fishing takes time, and so does prospecting. Remember. Quitters never win, and winners never quit.

Prospecting

It’s going to take your marketing expertise and efforts to generate the leads that your business is going to need. It’s also going to take the prospecting  skills that you will need to develop and turn those leads into the cash flow of your business. Prospecting is going to become the heart and sole of your business.

Becoming proficient at prospecting is going to take some education. Prospecting always starts on a physiological level. This is where most people, including myself, fall flat on our faces.

I was not born with an A-type personality. I was more of the, sit in the back of the room kind of guy, and just listen to people. I learned that listening skills are very important when it comes to prospecting, but it is only part of the equation.  You still have to know when to listen and when to talk and what to say when you do talk.

This might sound very complicated. I made it more complicated then it had to be, as most people do, when it comes to prospecting.

When I worked in the mortgage industry, we used to do cold calls to get leads. We were told we could go home after we got fifty No’s. Well that never happened. You see, after you would get a couple of hang-ups and some “not interested”, you would get an application. That would take some time. You would build a report with that person, and before you knew it, an hour or more has just gone by. You see my fears were all in my mind. I was paranoid for nothing.

As I educated myself on our products, and the prospecting techniques that I would use, I could relax and be myself. I could now use those listening skills that I had, and work on the others that didn’t come as easily.

All those hang ups, and all those No’s were just a training ground for me to develop and grow my prospecting skills. You have to get it out of your head that prospecting is painful. The phone is your friend. All those No’s brought me closer to a yes.

Remember, we are talking about attraction marketing. You have learned how to laser beam your target market. Your target market is other network marketers. We learned that in the first article of this series. If your prospecting other network marketers, your closing ratio should be very good.

Embrace the art of prospecting. Embrace all the no’s. Prospecting will become a fun daily routine that you will look forward too. Yes I said a daily routine. Because if your not prospecting, your bank account is not growing.

Attraction Marketing Rule #4

Rule number four for the implementation of attraction marketing to your business is marketing and prospecting. You must spend a good majority of your time to this purpose. Most people fall apart at this point. This is the life blood of your business. This is what pays the bills. Without marketing you won’t have prospects and without signing the prospects you won’t have the money to put into your bank account.

First there’s marketing. How many sources are you using to market your business? If you are just talking to family and friends, that’s one source. Making cold calls is another. If you are only doing one or two different types of marketing techniques, you are limiting yourself to the people you are targeting. How effective will your marketing be. You see,  people respond to different things.

Have you ever heard of Google? The number one website in the world. What about Yahoo? The number two website in the world. You Tube? The third largest website in the world. Maybe you’ve heard of Face Book. Face Book, with 350 million users, is the fifth largest website in the world. Let me ask you a question. What kind of presence do you have on these, the largest websites in the world? If you don’t, why not? These are only four of the many sites that you could be marketing on.

Most people only remember the first word in network marketing. Yes they call all there family and friends and network  like crazy. But what happens when you run out of these people to talk too?  It’s not if it will happen, it’s when it will happen. Your warm market is going to dry up. Then you will have no choice but to learn how to utilize the second word, marketing.

Most people jump into their business without a clue as to how to market. Would you jump into a 747, sit in the cockpit of the plane, and expect to fly that aircraft? I don’t think so. So why do you think you can start a business and without any knowledge of how to market, expect to carry your business into profitability. Not going to happen.

When you learn how to market, it doesn’t matter what kind of business you have. When you learn how to market, you will be able to separate yourself from all the other peddlers. That’s why those that understand marketing can come into your business, and within months, shoot right up to the top of the leaders.

Think of marketing like food. If you don’t eat your body becomes weak and unresponsive. The same is true if you don’t learn marketing. Your bank account will become weak and unresponsive.