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How to Use Facebook When Prospecting for Your Business

Ron Gelok recently shared some of the marketing approaches/scripts that he uses on Facebook via an informative webinar with Amy Neal and Jessica Peretti.  He shared the main 4 approaches he uses along with accompanying scripts, primarily on Facebook (but these approaches obviously would work in any context):

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facebook (Photo credit: sitmonkeysupreme)
  1. How have you been affected by the economy?  “Hey this may or may not be for you, but are you open to making extra money in this economy?”  is an approach used and taught by Ray Higdon.  Another one would be “Hey I don’t know if this would be for you, but are you open to checking out a side project to make extra money?”
  2. Opinion Respect – “You obviously are a very sharp guy and know what you are doing when it comes to your business (honest compliment).  I recently started my own business and I was hoping you could do me a favor.  Could you take a look at what I’m doing and just give me your honest opinion on it?  It would mean a lot to me.
  3. Attraction – When someone asks about your positive posts in social media, e.g., Max Steingart’s approach of “I’m ready to help 5 more people make a fortune online.”  “This may or may not be for you, but you’re welcome to check it out.  What’s your number and I’ll give you the info.”
  4. Hail Mary Pass – “Hey just throwing it out there.  You’re not open to making extra money from home are ya?”

Once you get a yes to any of the above, just say:  “Great, what’s your number and a good time to chat?  Mine is XXXXXXXX.”  Then after the call, set a follow-up time based on the answer to the following.  “Hey how soon can you take a look?”

Here is a script for the actual phone conversation:

Hey John!

Make small talk for about a minute or two to build some rapport by asking about them, the weather, sports, books, or what you have in common.

Here’s what I’m going to do.  I’m going to send you a little video with information about my business.  It gives you everything you need to know.  How soon can you take a look?

Great, I’ll give you a call afterwards to see what you think.  Keep in mind this may or may not be for you.  Sound good?

Here is the close when following up:

What did you like best about what you saw? {Don’t talk}

How would you build this business?

How serious are you?  Is this something you want to do with me?

If questions, then 3-way call with your sponsor or leader in your company. {Don’t try to answer questions yourself, so that your prospect will be able to envision doing this process himself.}

This brief webinar provided some excellent tips and suggestions as well as very specific scripts that can be used when prospecting, either online or in your local contacts sphere.  One of the main things to keep in mind is that Facebook exists for social interaction and direct prospecting attempts will be viewed negatively, possibly resulting in cancellation of your account.  But if used in the context of legitimately making friends and communicating with people, a natural progression to include people looking at your business is completely valid.  For further information and tips, we suggest the following excellent session on Facebook Marketing.

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