Bill Hawkins discusses the importance of making connections, moving beyond traditional prospecting techniques. Bill has been giving talks on this topic since 1987, advocates viewing prospecting as fishing for connections rather than hunting them.
- Professional vs. Amateur: Many Independent Business Owners (IBOs) lack a strong skill set. Developing effective skills takes time (often 2 to 6 months), but is crucial for business growth.
- Using Products as Conversation Starters: Utilizing products to start conversations can create opportunities for discussing the business. Examples include recommending products in social settings or using popular items to spark interest. Common products used XS, Rhodiola, Light Up Lip Gloss, or one that solves a specific need.
- Building Rapport and Trust: Engaging people in conversation is key. Bill shares anecdotes illustrating how to effectively connect, including asking simple questions to build rapport.
- The Importance of Storytelling: IBOs should craft a memorable personal story about their journey that can be shared quickly, ideally in 20-30 seconds.
- Developing a Single Answer: Prepare one succinct answer to the question “What do you do?” and memorize it to communicate with confidence.
- Continuous Improvement: Participants should practice with a coach, seek feedback, and learn from mistakes to enhance their skills.
- Finding Prospective Partners: The ideal scenario involves identifying people who are looking for opportunities, and Bill encourages strategies to spot these individuals during conversations.
Overall, Bill stresses that confidence, practice, and effective communication can significantly enhance networking skills and ultimately leads to business growth.