Cold Market Prospecting: “The Airport”

 

I’m sitting in the airport surrounded tons of people who are
Waiting for their flights just like me.

I can’t help but think to myself “how many of these people
Are thinking about making some extra money right now.”

Just so you know, I laughed just now as I wrote that line above.
It’s laughable because I know that’s how sooo many
aspiring Network Marketers think.

They canvass the terrain looking for the next
Overweight person to pitch their weight loss deal to, or they
wait for the hunt for the individual who looks like the
best “broke prospect” so they
Can offer them the opportunity of a lifetime.

It’s absolute craziness!

Just for fun, I’m gonna act as if I were going to prospect someone
right now…kinda like a challenge.

First thing I do (before the actual steps listed below) I pan the area.

So I’m looking around right now and I see about 3 people out of a mass
crowd that I would go out of my way to prospect to get into my business.
Let me show you my thought process as I hand selected these 3 people:

1) Hot Habits:

There are certain habits, or pieces of character that
I LOVE that I spot right off the top.

Certain things a person wears, does, or reacts to
says tons about the person. Today, let’s keep it
simple.

I instantly canvassed the place for the best dressed person.
First thing that caught my eye was this lady who looks like she
is in her early 40’s. She’s wearing designer sunglasses, great
matching colors, looks like she takes care of herself, has a Louis
Vuitton purse, and hammering away on her laptop which just so happens
to be the newest Macbook Pro. $2,000+ dollar laptop.

Why do I care about the way this person looks?

It’s obvious that she cares about how people view her. I’ll best you
9 times out of 10, she works in some type of marketing or sales that
forces her to be in front of people.

If I am hand selecting a prime candidate to mentor, who am I gonna choose?

The person who looks like she doesn’t give a flying hoot about the way
she looks in public, or the person who goes out of their way to portray
a professional image?

Of course, this is just me. You might be different from me and you might
be thinking on a total different wavelength on this one.
I’ve been doing this for a while, so I have my quirks on this stuff.

Ok, back to the real life scenario…

2) Situation Placement

Alright, so this lady looks like a prime SUSPECT for my
business right now, I don’t know if she is truly an absolute
fit but that is for me to find out.
Now, the next thing to do is place myself in the situation
very naturally.

Here’s an example of what I would do. I take notice that
she is sitting by the Airport massage chairs.
2 of the 5 chairs are taken.

She’s looking down at her iPhone and firing away some text
messages to her clients or friends I suppose. Maybe she’s
just playing a very serious game of AngryBirds or something.. who knows!

I notice that she has 2 bags in front of her. That makes me
wonder if she is traveling with someone else or if she is by herself.

Now, if she is married and traveling with her husband, that will
switch up the dynamics up a bit here but I will turn that into a
very positive thing in just a minute if that is the case.

Now, I would move in with the Situation Placement…

I would walk over to the massage chair a few chairs over and as
I’m walking to the chair, I’d make eye contact for a brief second
at her and acknowledge she is there. I’d openly smile and ask her if
she tried one of these massage chairs herself and jokingly ask if

It’s worth the “big money”.

I say a quirky one liner to gauge her “entertainment level”.
If she laughs or smiles as she says something in return,
I’ve got a LIVE one.

If she is nice right off the bat, I’ve got a runner.
If she is a snot, I’ve got a few more arrows in my quiver
until I call it quits on this suspect and move on to someone who is a
stronger candidate.

Someone with a bad attitude is definitely a huge minus in my book.
I would never want to deal with someone like that in the first place.

Let’s say in this situation she ends up having a great attitude,
she actually smiles, and responds back
in a favorable way.

BINGO. “Houston, we have liftoff”!

Now, I’m still waiting for that wildcard… does she have a
significant other?? If she does, I am not going to engage in
detailed conversation until I see the full hand of cards
I’m playing with.

The reason why I’m so picky on this is because what do you
think will happen if her unsuspecting husband shows up only
to have another dude there talking to his wife? I’ve learned
my lesson a long time ago with this one.

If she is just traveling with her co worker who
happens to be another female. Once, I verify that detail,
I’ll move in to Phase 2.

Just so you know, most times it’s a lot harder to cold
prospect a couple rather than a single party. Why? Because
it takes more energy from you since it’s more spread out.

3) Conversational Pieces

First question I’m gonna ask is, “Is that the NEW Macbook PRO?”
I’d let the conversation stem from there. Little does she know,
but this is a pre framed interview that I’m doing with her.
I’m going to find out if she’s the type of person I would
truly want to work with.

I won’t think about throwing the amateur pitch at her. My only
job is to find out if she’s a good match for one of my next
success stories under my mentorship.

I’m gonna test her ability to carry a real, meaningful
conversation. I’m gonna test her ability to engage in explorative
questions, posture, smile, personality, etc…

Because I’m more concerned about what she is going to say, I’m not
really focused on what I’m saying. That’s the reason why most
networkers drop the ball in cold market prospecting, they are too
worried about what THEY are going to say.

Once you have a conversation going, you really don’t need any other
tips. You just let the conversation go.. oh, and you throw
just ONE more thing in there.

This is how I’m able to get there information and/ or give them
my card. I rarely, if ever, give out business cards to prospects.

I’ll talk about that on the next
post.

Please comment below and share what you feel most
uncomfortable with when cold market prospecting.

Stay tuned for next post. It’ll be a good one.

-ec


2 thoughts on “Cold Market Prospecting: “The Airport”

  1. This is very informative and looking forward to the next post. Yup, you really have to be very careful with ladies who are married and/ or who are traveling with their significant other. I do tend to stay away from it too. And I usually give out my card at the end very easily so I need try to control myself. Great piece, Thank you, Elias.

  2. Very great article. It’s dead on point with the listening more than you talk and allowing the prospect to take the conversation over. This allow a person who is cold market prospecting to be able to engage how to appropriately pique a person’s interest.

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