The Difference Between Active And Passive Prospecting on Social Media ⋆ Karin Wälivaara

The Difference Between Active And Passive Prospecting on Social Media

By Karin Wälivaara | Internet Marketing

In Network Marketing Prospecting and Recruiting is the key to grow your business. The “old-school way” of doing it offline and approaching everyone you meet is still working and probably always will.

But I find that the Internet is a more leveraged way since you can get your opportunity or products in front of a lot more people AND you get to stay at home (mostly) which is one of the arguments for Network Marketing.

Running around at hotel-meetings or home-parties at your team members different houses isn’t working from home and since those often occur in the evening you get even less time with your family then if you have a day-time job.

There are a couple of ways to do it online I’ve listed the ones that are proven to work in this post.

Today I will talk about Prospecting on Social Media.

Why do some people have great success and others can’t make it at all?

This has a lot to do with what you actually are selling. And you are NOT selling your product or your opportunity to ANYONE and EVERYONE you find.

We are told that everyone is our prospect but that is far from the truth. Many Network Marketers are pushy and trying to force people to buy/join and that is where the bad reputation of this profession comes from.

Everyone isn’t your prospect and you should only present your product or service to those who are.

There are two ways to prospect on Social Media.

Active Prospecting

It’s when you initiate a conversation to see if the person that you are speaking to are a “fit” for your product or opportunity.

You are trying to create a business interaction leading to a sale or a conversation about joining your business.

YOU are the one initiation the conversation.

This is what you normally do offline when finding new people to talk to about your business – approaching your waiter or your yoga instructor.

The main problem with Active Prospecting is that most are doing it completely wrong.

They are approaching a potential prospect with a mindset of selfishness, every conversation has an agenda behind it and this ulterior motive creates an aura of desperation and neediness.

No one wants to talk to a desperate person who only thinks about the sale/recruiting-

So what does Effective prospecting look like?

Always approach from a mindset of service!

You always want to help the one you are talking to. A person only becomes a prospect if he or she is interested to know more about your business and how do you know?


Ask questions and listen for a need, want, problem or desire. If and when they express that something is wrong or missing maybe you can help them to solve the problem.

You want to help them solve their problem with or without buying something from you. The conversation should be about them not about you. You should always aim to serve.

Why are some people good at recruiting and others suck at it?

Effective recruiting comes down to mindset.

About 90 % of the issues for struggling networkers are about mindset.

The problem comes from the fact that most companies, most trainers and most uplines are telling you something like this:

“You just need to get three who get three who get three. You just need to find more people. If things aren’t working in your business, it’s okay. You just need to find more people and bring them to meetings etc.”

They are telling you to solve your problems:


“You need to find more people if you want your business to grow”

Instead the advice should be to solve your prospects problem:

“You need to listen for people with specific problems or desires with whom our business or product can help.”

Do you see the difference?

If this was the message given to network marketers and direct sellers, we would probably have less problems with people being skeptical and thinking it’s a scam. The reputation of the profession would be much better.

Who you should be looking for

Instead of looking for EVERYONE that are alive you are looking for people with specific issues.

That is what marketing is, craft a message in how your product can solve a specific problem.

If you think about it you know that people want solutions, they don’t want products.

Nobody who bought a drill actually wanted a drill. They wanted a hole. Therefore, if you want to sell drills, you should advertise information about making holes, not about drills.

Perry Marshall

And face it – not everyone want to make a hole. Everyone isn’t your prospect!

As I’ve said. Listen to people, find their problems or dreams and help them!

If you are talking to someone who doesn’t want or need what you have you can’t sell it to them – it is as simple as that.

Most people do have problems as it turns out so you can help a lot of people if you just listen and have a product or service that can help the masses.

Always Keep in mind that your prospects need to express their problem first!

Passive prospecting.

This is unique to online social media recruiting.

This strategy is best shown by telling you a story about a massively successful networker, Julie Burke.

When Julie got started in the network marketing space, it was her first time in network marketing.

She didn’t want to approach her friends and family, or make a list of 100, because she thought that was too limiting.

Instead, she wanted to build her business BIG, and she simply didn’t have enough friends and family, so she went straight to the cold market using Facebook.

She was new to Facebook at the time, but she quickly started making connections with different people.

When she finally felt ready, she put up her first Facebook post.

And she couldn’t even imagine what happened next…

Importantly, this post wasn’t about her company or what business she was involved in.

Instead, it was about a RESULT she had achieved from consuming a product inside her company.

She basically announced…

“Hey, I’m so happy I achieved abc result through using xyz! My life is changed. And it’s amazing. I’m loving it.”

Again, she didn’t mention a product by name.

She didn’t mention that she was part of a business opportunity.

And incredibly, that same day she had 45 messages arrive in her inbox with people asking what she was doing and how they can do it as well!

That first month, she made $2,300 in commissions.

Which is pretty cool, don’t you think?

Now, if you want to learn more about how Julie built her team of over 8,300 people, hit six-figures in her 13th month, and achieved MULTI-six figures just a few months later…

Click here to download Julie’s Social Medial Recruiting Frenzy Guide absolutely FREE!

So in brief…

Passive prospecting equals people reaching out to you

When you’re using social media to passively prospect effectively, people will ask you about your product or opportunity (instead of you having to tell them about it).

And actually, people won’t so much be asking specifically about your product or opportunity…

But instead about how they can achieve a certain result or get a certain benefit for themselves.

They’ll see you as somebody that can show them how to achieve the result they want, based on the posts they’re seeing.

For example, let’s say you’re helping people lose weight, or look better, or overcome certain ailments, or transform their lifestyle, or achieve financial freedom, then, to promote your business on social media, you’re focused on saying…

“I’m so proud of John. He just was able to achieve x, y, and z. Love you, John! Keep up the great work.”

Well, guess what—when your prospects see this, they’ll go…

“Wow! I too want the results John has!”

That’s the type of post that elicits passive inquiries where people now are reaching out to you.

That’s a whole new prospecting mindset.

It puts you in a position of authority because people are now reaching out to you, because you know something they don’t.

This creates tremendous leverage.

Most network marketers are recruiting in a disempowering way!

Most networkers focus their message on their company or their product.

I hate to break it to you, but that’s exactly what the company wants you to do, because it takes the power away from the distributor and gives it to the company.

In this scenario, the reason why somebody would want to join the company is because of the company, and not because of the person that brought them in.

The right way to passively recruit on social media is to focus on the benefit and the impact you’re making in people’s lives, not on any one company, product, or service.

The moment you start introducing your company’s products, or specifically, the company name in any of your social media posts, you’re commoditizing yourself.

Which basically means you’re really no different than the other products on the shelves in the stores (like pills or vitamins) that are represented by company labels of multi-million dollar, or billion dollar brands.

In contrast…

You can’t commoditize expertise, a friend, or somebody that’s willing to help.

These aren’t commoditizeable, and they are precisely what makes you unique and attractive to your prospects.


People on Facebook don’t want to buy stuff!

No one goes to Facebook to seek out new products to buy, right?

They want to be informed, mostly entertained, and to connect with other people.

Now, when you’re sharing that you’ve helped someone achieve a result, that’s entertaining because your audience is inspired, and people will want to connect so they can keep informed about what you’re up to.

Remember, your audience doesn’t know there’s a product involved.

Sure, maybe they have an inkling, but it’s pretty much kept in the background.

The focus is on what you can actually DO for people’s lives, which tends to inspire people on social media and results in these types of passive inquiries.

Bottom line is this…

Be a solution provider.

Be somebody who’s knowledgeable about helping people in specific areas of their life.

Employing active and passive recruiting together for maximum effect

For quickest results, not only should you be doing active prospecting, but you should also heavily focus on sharing inspiring results, which, of course, encourages people to reach out to you passively.

Now, if you want to dive deeper into how passive recruiting is done, see proven examples, and get fill-in-the-blank templates for the types of posts you can use to create curiosity and interest…

Julie is a master recruiter and she’s tested all kinds of different posts over the past three to four years and pretty much has figured out what type of strategies work on Facebook (and what doesn’t work).

So if you’d like to learn how Julie personally sponsored 270+ reps and grew a team of 8,300 distributors from the comfort of her home in 3 years, using these passive social media recruiting strategies…

DOWNLOAD Julie’s “Social Medial Recruiting Frenzy” Guide


About the Author

Helping you build your business so you can create the life of YOUR dreams! Find your passion and succeed online!

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