Michael Durkin (aka MJ Durkin) is well known for his closing keynote speeches at network marketing and other sales conventions that he attends each year. His words get deep inside sales and training professionals, motivating them to grow their list of prospects while breaking out of comfort zones.
Michael Durkin: Have fun and let the prospecting flow; Don’t just make calls because you have to…
MJ Durkin stresses that in order for you to successfully grow your business, you have to change the way you look at the whole prospecting process. Much like changing your attitude about a disappointing event or someone you dislike, Michael Durkin says the key to winning the prospect game is to “loosen up”.
Having to talk to contacts is not going to disappear. Whether over the phone, via e-mail, or in person, you have to talk to generate sales and grow your downline – so have fun with it! Mr. Durkin points out that if you do lighten up, you will begin to notice the way you speak to referrals will change for the better. Instead of wasting energy hyping yourself up prior to picking up the headset, you can channel that energy to other parts of your business. He also states the voice messages you leave will be so engaging, it will lead to more returned calls.
Michael Durkin’s 4 P’s – Prospecting Promotes Positive Pressure
Along with financial success and security, personal growth is one of the leading reasons individuals decide to start their own businesses. MJ feels strongly that prospecting can truly create a better you!
MJ Durkin suggests the prospecting process is analogous to an orange and an orange juicer. Think of yourself as the orange and the act of prospecting as the juicer. Durkin says that when you begin the prospecting process you will quickly find out what you are made of. The pressure associated with picking up the phone will squeeze out all the fear you have inside, and once you get into the routine of making enough calls – while remembering to having fun – your thinking on prospecting will have drastically changed. You will have changed.
Bet you didn’t think that prospecting was any more useful than a lead generator. Think of it as fun and it will benefit you more than you could ever imagine.
Michael Durkin, a successful businessman, previously owned a profitable water treatment dealership. After selling his business he started speaking to small businesses and Fortune 1000 companies on sales and training topics. Today, he speaks to network marketing companies as a closing keynote speaker with a focus on obtaining and gaining contacts and is known as North America’s Prospecting Coach. He has written 4 books: Double Your Contacts: What Every Network Marketer Needs To Know About Making Contacts and Booking Appointments, Your First 90 Days in Network MarketingOw, Own Your Home, Own Your Life!, and Selling From The Heart. A new book, Double Your Downline is coming soon!
MJ is the real deal and a personal friend of mine. What he says is pure gold! Here are a couple of other posts MJ Durkin has provided here:
- Lead Conversion – Is Your Online Marketing All Dressed Up With No Place to Go?
- Guest Post with Michael Durkin
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