Prospecting and Sharing: The 80/20 Rule

Prospecting Ratios

 

Pareto's Principal

Pareto’s Principal

Pareto’s Principal, or the 80/20 Rule, applies to prospecting just as it does to most things in life.  You need to talk to 100 people to sell 4 or recruit 1.

 

80 won’t be interested at all, 20 will talk to you.  Of the 20, 16 will hear your message and say no.  Four of the twenty may actually purchase your product or service and one of those may join your business.

 

This is where I/R theory becomes so important.  Don’t let disappointment in the sales role take you out.  Like it or not this is a numbers game.  You need to talk to as many people as you can to spread your message.

 

 

Sharing (Not selling)

criticismStop selling!!!

 

There was a time when people were less educated.  In the 50’s, most considered it a great accomplishment if your kids finished high school.  There was no internet to find information.  It could take weeks to find out enough about a product or service in order to make a decision about purchase.  That means in those days I needed you to educate me.  Translation, sell to me.

 

 

Society today is far more educated and most are very capable of finding out whatever technical information they need.  I only need two things from you.  Share your service or product and help me understand why I should deal with you.

 

Take some time to get to know me and let me get to know you.  I need to know that I can trust you before I tell you too much.  Only then can you decide if it’s worth sharing your product or service with me.  If you come out of the gate trying to sell me, I’m just going to shut down and now I don’t trust you any more.

 

Once you gain trust, let me know your product exists and what problem it will solve for me.  Give me a link to the technical stuff to check out later.  Spend the rest of our time together helping me understand why I should buy from you.

 

Make it a great day,

 

Barry

 

P.S.  What am I thankful for today?  I’m thankful it’s finally spring (I think)!  I’m thankful my family is all healthy.  I’m thankful for opportunity.

 

What are you thankful for today?

Facebook Fan Pages. Why do I need one?

Facebook Fan Pages aren’t the same as your personal page.  They are for promoting specific activities like your business or favourite sport and allow you to keep your personal stuff separate.

 

LIKE VERSUS FRIEND

1196px-Facebook_like_thumbYou can have friends but your Fan Page can’t.  Your Fan Page can “Like” other Fan Pages and invite other Fan Pages to “Like” them.  This is about promotion, not making friends.  That’s what your personal page is for.

Once you “Like” a Fan Page, their posts will show up in your Fan Page news feed.  This way, when there is something that you believe will interest and benefit your fans, you can share to your Fan Page wall.  You can then “share” to your personal wall if that’s appropriate but this gives you the ability to focus on business to business rather than flooding the walls of your family and friends with stuff that is not relevant to them.

 

fb_friendInvite your friends and family to your personal page.  This is where you can wear your heart on your sleeve and they will understand.  When you post to your personal page, it won’t show up in your Fan Page news feed.

Stop spewing your business stuff all over your friends and family.  Stop sharing your personal stuff in the business arena.  Trust me, neither group appreciates the same things as the other.  They don’t like irrelevant content and will appreciate the separation.

 

LEARN MORE

To learn more about how to create your own Fan Pages, click on the banner below.  There, you will find videos that explain how to use Fan Pages to expand the reach for your group or business.  Whether it’s a sports team or a business, the tools will help you get more people to “Like” you.  There are video tutorials as well as a manual that you can print if that works better for you.

Make it a great day!

Barry

P.S.  What am I thankful for today?  I’m thankful for those who take the time to read this far.  I’m thankful for GVO.  I’m thankful for every opportunity God chooses to bless me with.

What are you thankful for today?

FB Fan Pages 728x90