I did a training recently where the subject of Active Prospecting vs. Passive Prospecting in network marketing came up in our side panel discussion.
The fact is…you need both. Prospecting in network marketing is more than just dialing through a list. There's no light switch or time clock in this profession…and new people need to take note. A lot of people are used to clocking in and out, turning on and off, and doing the 9 to 5 with weekends off. It doesn't work that way here. You need to be READY…whenever.
It's a hard habit to break for a lot of people. They're so used to playing all weekend, that they don't even see an opportunity when it's right under their nose.
Prospecting in Network Marketing: Active vs. Passive
If you're going to be super successful in this profession, you need to understand the difference…and come to grips with the level of awareness that's required to do the passive side of the equation.
Simply put, Active Prospecting is on purpose, and often planned.
It's when you sit down to get some work done.
Active Prospecting in network marketing is when you are at your desk or in your work environment and purposefully drumming up new business. A few examples of this might be:
- Calling through a list of warm market prospects.
- Calling leads.
- Calling professionals.
- Reaching out to people on Facebook Messenger.
- Engaging people in conversation on LinkedIn.
All of these strategies means you are “actively” reaching out to people. You're prospecting new business. We do a lot of that in this business…or at least we should be if we want to grow a check? ; )
Passive Prospecting, on the other hand, has more to do with being present of mind and ready. It's about being prepared enough to capitalize on an opportunity when it comes your way, even when you aren't expecting it.
Its about readiness. It's like when that old phrase, “Luck is when preparedness meets opportunity” comes into play. You tend to get a little luckier when you're ready for something good to come your way.
In network marketing, you're a talent scout and you never know when and where that talent comes your way. It means that you have to be mentally ready 24 hours a day, 7 days a week. No! No…it does not mean that you can't have a life and personal time. It doesn't have to infringe upon your life…and always be poking in on you like a nagging back pain.
For smart people who are prospecting in network marketing…they're ready at any time. There's no light switch, no “Open” and “Closed” signs, and no “Hours of Operation”. You're ready when opportunity arises.
On the subject of family rules and balance…I have very good friends in this profession who DO set pretty strict hours that they take calls and keep a good fence around their personal and family time. That's a good thing!
However…I can guarantee you that if they were to find themselves in a situation where the perfect prospect comes across their path, they don't miss it.
Read this as you may. I have personal family time and business time. I also keep myself in a ready position for new business to come my way…even when I'm not expecting it. I think that's a smart way to be.
Passive Prospecting in network marketing means being ready for situations like this…
- You attend a party and meet someone super cool that you weren't expecting.
- You're dining in a restaurant and receive impeccable services from your server.
- You're traveling and meet an amazing couple who you think would be perfect for your product or business.
- You're at your kid's choir concert and meet a new set of parents of your kid's friend.
- You're having coffee and strike up a conversation with someone next to you.
Network Marketers miss opportunities that are right underneath their nose every single day. Just like the example I talk about in this video…it happens EVERY day.
Teaching people to look at their time differently is one of the most important things you can do in this business. It takes a little habit changing. Why?
Again…people are used to be on…or off.
Entrepreneurs know that you're always open for business. It's a different way of thinking for a lot of people and takes a bit of time to make that move to where you simply recognize opportunity everywhere around you.
One thing FOR SURE that will make you a better recruiter and business builder, regardless of whether you are doing Active Prospecting or Passive Prospecting is learning to ask better questions. We put together a Cheat Sheet on this page to help you in asking better questions to improve your results. Be sure to grab this Free Download you see on this page.