Prospecting is 90% Timing...
When we meet someone in a random situation, we have no idea what’s going on in his or her life. While we may believe that our opportunity can bring value into his life, she may not be at a point to mentally or emotionally evaluate something new. So yes, we’re going to make an offer—by asking the only question that is fair, respectful, and to the point. I have an entire set of these questions that I draw from based on several factors, but the general form is this: “Are you at a point in life where you’d be willing to explore outside opportunities as long as they don’t take too much time?” This is a powerful question loaded with positive psychology. Most importantly, it qualifies the prospect based on his current situation. If the timing in his life is right for an opportunity, this question is the key that will unlock the next step. If the timing isn’t right, nobody got hurt; not you and not the prospect. In fact, if he says “no”, you haven’t even offered a tool! No harm, no foul, no rejection. How refreshing. Prospecting is primarily a matter of timing—the timing of your words, and the timing of events in the prospect’s life.
