One Step At A Time
          
          
               Remember, prospecting is prospecting.  No one is
          going to say, "Sure, I'll become an XYZ distributor,"
          after a brief phone call or casual meeting.  If you
          find someone who does, be careful.  That's a sign of
          someone who's not taking this venture very seriously.
               Instead, your object when prospecting is to make
          an appointment for a detailed presentation.  You make
          this appointment, in some way along these lines:
               1.  Introduce yourself.
               2.  Ask the prospect if he or she would be
          interested in earning extra money.
               3.  If you get a yes answer, tell the prospect
          you'd like to "discuss an idea" for a few minutes.
               4.  Try to make an appointment.
               When you ask for an appointment, don't give the
          prospect a chance to say no.  Instead, ask, "Would next
          Thursday night at 7 or 7:30 be better?"