Step 1: Prospecting Organize and Continually Develop Your Prospect List

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Annice Johns
5 years ago
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1 g n i t c e p s o r P a i l Med a i c o S s u c a B Hermie ctor ire D d l e i Area F

The man who makes an appearance in the business world, the man who creates personal interest,

3 Step 1: Prospecting Organize and Continually Develop Your Prospect List Purpose: To organize and continually cultivate all of your resources to identify potential leaders and clients. The man who makes an appearance in the business world, the man who creates personal interest, is the man who gets ahead. Be liked and you will never want. Arthur Miller Death of a Salesman, Act 1

Step 1: Prospecting Organize and Continually Develop Your Prospect List One of the most powerful tools you ll use in building your team is the Prospect List.

4 Step 1: Prospecting Organize and Continually Develop Your Prospect List One of the most powerful tools you ll use in building your team is the Prospect List. Make compiling this list your top priority. Keep it with you at all times. Constantly work it and update it often. When you first start building your list, there are some important points to remember.

5 Step 1: Prospecting Most Powerful Tool 1. Continually add names to your list. Don t eliminate them. People s circumstances change often. They may not be ready to do 1on1 or attend FOS now, but in a few months that could change. 2. Complete your list with your leader. By using the PFA Memory Jogger, he/she can help you think of people to add to your list. 3. Look at the contacts list in your mobile phone. Review your holiday card list. Find people you know on Facebook, LinkedIn or other Social Media sites. Add them to your list.

6 Prospecting 2 Main Areas Of Your Prospect List 1. Your Warm Market Your warm market consists of all people you know personally. 2. Networking to Develop New Business Contacts These are the people you meet through personal contact, referrals, the Internet and other social media outlets.

7 Social Media Prospecting Facebook LinkedIn Meetup Craigslist Twitter

8 Step 1: Prospecting Continue Adding Names It is also very important to continue to build your prospect list by constantly adding new people. These introductions will come through personal contact, referrals, the Internet and other social media outlets.

9 Step 1: Prospecting Networking to Develop New Business Contacts The key to meeting personal contacts is to be natural; don t say too much. Nobody wants to be overwhelmed, no matter how good the message is. As you go about your day, look for people with whom to start a conversation. Study the following example, and then use the F.O.R.M. method to help develop a new warm market by meeting new people. Remember: No matter where you meet someone, keep in mind the basic recruiting principles and never say too much to scare the person off. Your goal is to get the person name, & cell phone number

10 Step 1: Prospecting Using FORM F O R M If you can remember one simple word, FORM, you can talk with anyone. FORM stands for four topics that everyone is comfortable discussing, even with someone they ve just met. F stands for Family (Ask about his/her family and tell about yours) O stands for Occupation (Ask what they do for a living and briefly state what you do) R stands for Recreation (Ask what he/she does for fun; discuss shared interests) M stands for Motivation or Message (What s important to a person)

11 Step 1: Prospecting What Do You Do? What To Say When Asked, What Do You Do? When asked this question, you want to be factual about what you do, but not so specific that it fails to intrigue the person with whom you re speaking. Here s an example of how to answer the question, So, what do you do for a living? I teach people how to access $100k - $1.5M in the event they get sick. I don t have time to get into the details now, but if you d like to know more, here s my card. [Hand your business card to the person, then ask for their name, phone & address]

12 Step 1: Prospecting Power of Friendship Farming BONUS You can expand your warm market by using the Friendship Farming technique to cultivate new relationships. Prospect as you GO. Find ways to start up a conversation with the people you meet. Your goal here is to make new friends. There will be plenty of time later to when you do 1-on-1. Keys to Friendship Farming Remember: It is Win Friends then Influence People, not the other way around. Don t press too hard on the first contact. Understand the power of The Law of Averages and the Law of High Numbers. Don t forget: People need our opportunity to make a serious second income, or to make a career change. This is the most powerful crusade we have let them feel it from your heart.

13 Step 1: Prospecting Friendship Farming How it works The Approach Where: Shopping centers and small businesses. When: The best times are between 9:30-11:45 a.m. and between 1:15-5 p.m., when most businesses are the least busy. How: Walk into the business and start looking around. The person in the store will usually ask, May I help you? No, thank you. I have an appointment nearby and I arrived a little early. I am just killing a few minutes. This is a nice store -- are you the owner? [The person usually isn t but wishes she were, and this question usually gets her talking.] You say (in a very friendly polite tone)

14 Step 1: Prospecting Friendship Farming Then use the F.O.R.M. Method to get a casual conversation going while you are still browsing. Questions such as: Have you worked here long? Do you live close by? Etc. Remember: Stay no longer than 3 to 5 minutes. Don t talk about the business. As you leave, ask if they have a card so you can remember where this store is. If he doesn t have a card, ask for his name and write it down with the store name after you leave.

15 Facebook Sample What I did NOT use my personal page for business but tells people what I do What I do Created a Business Page to announce my business

16 Facebook Find a prospect on a target area

17 Facebook Find prospect in a target area

18 Facebook

19 Facebook Sample invitation

20 LinkedIn

Step 1: Prospecting Business to Business Referrals Once your PFA business is firmly established, you d want want to try your hand at Professional Prospecting.

21 Step 1: Prospecting Business to Business Referrals Once your PFA business is firmly established, you d want want to try your hand at Professional Prospecting. In this form of prospecting, you reach out to colleagues or executives that you may not know, but who could be a great source of referrals and or in need of the products and services you market, or in the PFA business model.

Making New Contacts: Networking and Career Fairs. Brianna Blaser April 2, 2009 Science Careers/UCSF Career Fair

Making New Contacts: Networking and Career Fairs Brianna Blaser April 2, 2009 Science Careers/UCSF Career Fair AAAS International nonprofit organization dedicated to advancing science, engineering, and