(Click
HERE to
download the worksheets)
(Click
HERE for the Excel spreadsheet)
Warm markets are the “sweet spot” of marketing for new and established
businesses. For the most part, they are considered "warm markets" because they
come to you through a trusted referral. They have the need, they know what the
need is, and they have been told they should talk to you.
Most people, don’t even know that they are surrounded by their warm market and
that their first business leads are often one degree of separation away. (A
degree of separation would be defined as someone who knows someone who knows
you.) The person you know is actually a gateway to other people who you don’t
personally know, but are still within reach. Talking to one friend who’s not
even interested themselves might open up am entire “vein” of people that will
join your business!
People who are one degree of separation away from you literally run into the
thousands. I’m not kidding. You have access to thousands of people, and you’ve
probably never really even thought about it. You just have to take the time to
make your initial list and start making the contacts that will open those doors
for you.
But wait….. I can hear some of you whining already… Are you one of those people
who claim to only have a warm market of 25 people?
People who are one degree of separation away from you literally run into the
thousands.
Making Your List
Make a list of your local family, friends and acquaintances, past and present.
If you think back, you will find that there are many people who you have simply
lost touch with. Pull out old family and personal directories for clues. Don’t
just depend on your memory or you will lose many opportunities.
Think back through your old school connections. Classmates, roommates, frat
brothers and sorority sisters, club members, teachers and professors,
counselors, and other staff members
Pull out any church directories that you have and pay special attention to
those who are involved in smaller groups that you probably know better.
What kinds of civic clubs are you in? PTA, Lions, Elks, Rotary, Kiwanis, and
political party organizations all have a good number of participants.
Think through your business contacts for the last 5-8 years. Write down names
and look up contact info. These are people that know your work ethic.
How about your neighbors and don’t forget about that neighborhood directory.
Depending on where you live, this could be hundreds of people right there.
Now come up with a list of people that you know through your spouse’s family
and their individual and personal friends. Though many of these names will be
some you have already listed for yoursefl, there are probably some people that
they work with, or are just personal friends with, that you don’t have written
down yet.
What trades-people do you know who you do business regularly? They could have a
special interest in talking with you since you are their customer and they
would like to keep it that way.
Consider hobby groups, sports activities, other parents that you know through
the kids' sports activities, golf buddies, etc
And lastly, don’t forget that incredible list of email addresses that you relay
all those stories and jokes to every week.
Now that’s quite a few people. Consider how many people they know. This is the
power of network marketing. If you know 200 people who only know 100 different
people, that’s 20,000 people in your warm market. Out of that 20,000, chances
are that there are going to be a bunch of immediate prospects that would fall
into the warm lead category.
Developing your warm market
Now that you know where your warm market is, how do you get to them? Some of
these people might be people you haven’t been in contact with in years.
Depending upon the situation, it might be a wise idea to pick up the phone and
make contact. Catch up with them and let them know what you are doing. Just
remember to be diplomatic, natural, and reasonable. If someone hears from you
for the first time in 5 years, chances are that they are going to be annoyed if
you spend all of your 2 minute conversation talking about yourself and your
business… but then have to go.
Sending a personal letter is also another way to communicate. Then give them a
call a week or two later. Tell them about your new business, what you are doing
with it, and let them know that you offer free initial consultations. Be sure
to ask them to refer you though. Don’t take it for granted that they will know
what you want. You might also consider offering a finder’s fee for every lead
they bring your way that you close. It’s a very nice incentive to add to the
personal favor you are asking.
Suggest to your friends that they set up a breakfast for you at their house,
one where you will provide the food of course. Set it up as a presentation on
seniors, about seniors, and Q&A regarding caregiving. Chances are that you will
get quite a number of positive responses and this action alone will spread the
word about you and your business.
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Here is a great article by business coach Doug Firebaugh (reprinted exactly as
he published it, with links intact)
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"MLM Prospecting Reality"
MLM Prospecting Reality. It makes sense that if you are going to sell product
or build a Downline, you must have folks to talk to, otherwise you will be in
for a long drought of business.
Understand:: There is a Reason why the Last 3 Letters in Prospecting are ING!
That means... ongoing... nonstop... fluid... unceasing... continuous...
constant... engaged... get the Picture? Prospecting is a Continuous Process of
finding people to Talk to about your business and your Products.
Now the Question is: Where do you start looking if you are new? Your sponsor
should help you with that. But as a review: There are 4 kinds of Markets in
your world:
-
HOT Market - People you are closest to... friends and family you talk to daily
or at least a couple times a week... folks who will help you out no matter
what.
-
WARM Market - People who you are close to, and who you care about, but maybe
see them on a less frequent basis than your Hot Market.
-
LUKE-WARM Market - Professional contacts, Social contacts, People you know and
occasionally see.....and referrals from folks who you know.
-
COLD Market - People you Don't know.
What you need to do is make a list of 100 people you know. Use a memory jogger.
See your upline as your company should have one.
Stop looking for people who only want to Sell! .Start Looking for people who
want to earn an Extra income. People have dormant dreams and there are many
psychological factors involved in why they have not obtained them. Most need
and want extra money. Show them how they can obtain their dormant dreams with
your Network Marketing company. Look for people who WANT to do this business,
not just the ones who NEED it! Beware of folks who are looking for that "Get
Rich' deal. Desperation in folks is not a good quality to bring into this
business. People rarely follow desperate people.
There is a HUGE difference between a Prospect, and a Project. A lot of folks
come into this business and they end up being a Welfare Project for the
sponsor. They end up making the sponsor do the work and drain valuable time and
emotions from people. Understand: This is not Net-Welfare Marketing, .but
Net-WORK Marketing! You should prospect for those who do work and have a
history of it. If they don't, it's Project time for you!
Create more Leads than you can call on! - "How to Create a Prospecting Tidal
Wave" Training series
Use what we at PassionFire call the "5 Star Rule'....look for those MLM
Prospects who are...
-
At least 25 years old or older. This age seems to be the age of where this
business is considered more seriously and approached more maturely. There are
exceptions of course.
-
Married (preferrably happily!)This creates a team effort in a lot of instances
which is one of the TRUE Hidden Secrets of Success in MlM. It is a great
Synergy.
-
Parents.The responsibilty that comes with children can be transferred to this
business. And Parents do want to provide a great Life for their Kids.
-
Employed with at least 25,000 dollars a year.. Being employed shows that there
is a good work ethic and an income that can help support the business as it is
being built..
-
Homeowners. This shows stability and responsibility plus a good eye for the
future. Sshow them how to pay off their House early.
The "5 Star Rule" is a HOT way to Ignite your brain with who first to call on
in your mlm business . Also, there is what we at PassionFire call the "D2
Principle" in Prospecting. Look for those who are:
-
Dissatisfied.There is no better person to talk to about this business than
someone who is dissatisfied with their current life, career, job, situation. A
Fire is smoldering in them but, .not only do they need to be dissatisfied, but
also have...
-
Desire to Change.There a lots of dissatisfied whiners out there who will never
do anything to change or improve their situation. .Look for those who have a
Desire to Change their situation. Ask.... " What are you willing to do to
change that part of your life?" Their answer will reveal much.
Listen to what people say in normal conversation, about change and the things
in life they want, but don't have in their life. Listen to people who talk
about wanting to do something, but not sure what. .Listen for people who want
to change their career, job, life. There is a Gold Mine for Home Business
prospects there.
When Prospecting, push buttons to find out where a prospect is:
-
The Entrepeneur Button. Are they interested in the business? Find out! Ask
them.
-
The Consumer Button. Are they interested in the Product to purchase?
-
The Dud Button.Are they a dud? Just no interest? Great!!! Remember this: Every
Dud knows a Stud! Get a referral from them. Ask: "If you were going to do this
biz, who would be the first 2 people you would call?"
According to Webster's Dictionary..Prospecting is.
."Looking for Gold."
You have to DIG! As long as you have that focus and mentality, and understand
gold runs in VEINS... you will have more MLM leads than you can follow up in
your MLM and Network Marketing Success.
blessings... doug firebaugh / PassionFire Intl
www.passionfire.com
(c) 2005 PFI / all rights reserved