What I Learned About Prospecting on Social Media From This Dog
If you're tired of getting rejected, or even growled at, when you're prospecting, there's a more passive approach that can make rejection a thing of the past by earning trust first.
Somebody abandoned this beautiful little fur-ball on our property years ago. When I approached her the first time, she rejected me. How she and I got past her bad first impression of me taught me a lot about marketing...
Be present. Solve problems. Earn trust. Help more... let people choose their own time.
Click the button below to receive a free mini-course that shows you how to turn the process around and have people come to you.
Now back to me and the dog...
We lived at the back of an unfenced agricultural property on a country road. There were no neighbors close enough to see them do their dirty deed.
The "active" approach
We were leaving to run errands when we saw her sitting there, looking lost. I got out of the car and tried to approach her with a soothing voice.
She jumped up, puffed up to twice her size, snarled at me, and aggressively backed me back into the car.
We decided she needed some space and we would try again later.
Does this remind you of any prospecting conversations you've been in?
The "active" approach is what we're all taught. Make a list, call people, talk to strangers. "Get" more people. Enough said? It's painful and inefficient.
The "passive" approach
We spotted her hiding by our pump shed when we came back. I got a bowl and a milk jug with water in it and went out to try again.
I walked up very slowly, put the bowl down a few feet in front of her and poured water into it.
I made sure not to look directly at her. I backed up a few more feet and sat down on the ground with my feet crossed, stayed very still, and silently stared at the bowl of water.
She watched my every move, ready to run. After I sat down, she looked back and forth between me and the bowl for about a minute, sniffing the air a couple times.
Then she inched toward the water, staring at me over the top of it. I stayed motionless. She sniffed it and risked taking a few sips.
I could never have expected what happened next!
She ran right through the bowl, water splashing everywhere, and dove into my lap. She wriggled and squirmed and licked me excitedly.
That's when I realized she was just a scared little puppy.
Everybody wants to feel safe
Who loves having a pushy salesperson try to convince them that they need something?
And who hasn't been smooth-talked into something that they realized later they didn't need? Most folks are as wary as that scared puppy when a sales pitch starts. They smell a trap.
But, when we care enough to ask people what they need, what they are thirsty for, and then we sit very still and listen, we create a safe space.
If we can show that we have a solution and let them come to us in their own time, with no pressure, we create trust.
When we over-deliver on our promise, we create fans.
Passive prospecting equals people reaching out to you
There is no rejection when someone asks you to help them.
This is really unique to social media. There has never before been a way for businesses to have the kind of ongoing interaction possible today. It was never possible to personalize the buying process like it is now.
When you’re using social media to passively prospect effectively, people will ask you about your product or opportunity (instead of you having to tell them about it).
And actually, through social media prospecting, people won’t so much be asking specifically about your product or opportunity…
But instead about how they can achieve a certain result or get a certain benefit for themselves.
They’ll see you as somebody that can show them how to achieve the result they want, based on the posts they’re seeing, like:
“I’m so proud of John. He just was able to achieve x, y, and z. Love you, John! Keep up the great work.”
Well, guess what—when your prospects see this, they’ll go…
“Wow! I too want the results John has!”
That’s the type of post that elicits passive inquiries where people now are reaching out to you.
That’s a whole new prospecting mindset.
It puts you in a position of authority because people are now reaching out to you, because you know something they don’t.
So you can help them solve a problem that they need to solve.
Most network marketers are recruiting in a disempowering way!
The right way to passively recruit on social media is to focus on the benefit and the impact you’re making in people’s lives, not on any one company, product, or service.
The moment you start introducing your company’s products, or the company name, in any of your social media posts, you’re commoditizing yourself.
Which basically means you’re really no different than the other products on the shelves in the stores (like pills or vitamins) that are represented by company labels of multi-million dollar, or billion dollar brands.
You can’t commoditize expertise, a friend, or somebody that’s willing to help.
Those qualities are precisely what makes you unique and attractive to your prospects. Nobody else can be you!
Employing active and passive recruiting together for maximum effect
For quickest results, you can keep doing active prospecting with a confident posture, if you enjoy it. But you should also heavily focus on passively sharing inspiring results, which, of course, encourages people to reach out to you.
Now, if you want to dive deeper into how passive recruiting is done, so you don't have to have scared prospects growling at you, get the free mini-course below...
P.S. We named the dog Keesha, because she was a Keeshond. She and our son (in the picture with her) bonded instantly and she lived with us until he was almost through college. She was a wonderful part of our family!
If you'd like to read the full version of the article that inspired this one, you can access it by clicking here.