BUILDING A CONTACT LIST

Transcription

1 BUILDING A CONTACT LIST

2 Upline Support and Systems Before we get started, it is important to note that there are many systems, and different distributors build their businesses in different ways. What works for one group in one company may not work in another. Therefore prior to following the advice in this report, please consult with your upline. Chances are they have experience in your company and may be able to offer additional companyspecific How Many People Do You Know? How many people do you meet on average each week? Multiply above by 52. Put your answer here. Subtract 18 from your age and multiply by above number. Warm Market insight and support that this report simply can t provide. Warm Market Defined Warm market is a network marketing/direct sales term. Chances are, if you are new to networking or sales, you haven t heard this term before; so we will define it. Warm market: People within your circle of influence with whom you have established some form of relationship, including friends, relatives, colleagues, community members, those you do business with, etc.--past and PRESENT. The key to the above definition is circle of influence. When you work with a cold market (individuals with whom you have no form of established relationship or prior contact), establishing credibility can take time and extra work. For this reason it is best to start with those individuals who are already in your circle of influence. Warm Market: People within your circle of influence with whom you have established some form of relationship. Recalling Your Warm Market Think about the amount of people you know. Let s just say that you meet and have a conversation with an average of 3 people a week every week of your life. Let s calculate it out for a 40 year old. 3 people X 52 weeks X 22 Years = 3,432 warm market contacts We took out the first 18 years of life and marked it as childhood for argument sake--although you may have many childhood friends you still stay in contact with. Either way you look at it 3,432 is a lot of people, and that is being conservative. So how can you get all those names out of your mind and on paper? For some, remembering where they put their car keys is hard enough let alone remembering the name of their dentist or hair dresser. That is why a memory jogger can be extremely useful in helping your extract these names so you can pen them to paper.

3 Assuming that someone won t be interested...only limits the potential of your business and harms you financially. However, a memory jogger can only do just that: jog your memory. You need to take the initiative and do the rest. There are three success principles you should follow when filling out a memory jogger: 1. Let Your Contact Choose for Themselves Don t assume. Just because your contact may have a steady job, don t assume they aren t looking for additional income or a career shift. Let your contact make that choice. Assuming that someone won t be interested for one reason or another only limits the potential of your business and harms you financially. Put their name down on your list and let your contact decide for themselves. 2. PAST and Present You ll notice that at the end of the definition of warm market we gave earlier we put the words PAST and PRESENT. Just because you haven t talked to someone in possibly years doesn t mean they have left your warm market. When the memory jogger lists out dentist, think of all the dentists you ve had, not just the one you are seeing now. This will expand your list and open up additional opportunities. 3. Overcome Internal Objections A common reason for someone to come away from a memory jogger with a short list is because of internal objections. What will Mary think of me if I talk to her about my company? Here are some common internal objections: Ashamed of the the networking business model Wouldn t know what to say to that person That person is way above my pay grade Not yet a believer in the product/ business These objections are real and if you have any of them you need to talk to your upline about them. There is a secret to overcoming these objections with regards to filling out your memory jogger. It is...you re not going to contact everyone on this list! Just because you list them on your jogger doesn t mean you have to call them and pitch the business. If you find yourself hesitating about putting someone on your list, repeat the phrase, Just because they re on my list, doesn t mean I have to call them. That said you should still talk to your upline about any of the objections mentioned earlier. Not resolving them will only hurt your business and hamper your progression. If you don t have an upline willing to help, keep moving upline until someone will. In addition, here are a couple of books that may help you: The 45 Second Presentation That Will Change Your Life - by Don Failla 100% Success Basics - by Ed Ludbrook Memory Joggers Use the following pages to help build your contact list. Remember to follow the three success principles of filling out memory joggers. Print the following pages out. After filling them out you should have a healthy list to start working with.

4 1. _ 2. _ 3. _ 4. _ 5. _ 6. _ 7. _ 8. _ 9. _ Members of Your Family: Immediate family (mom, dad and siblings) In-laws Grandparents Children Aunts and uncles Cousins Nieces and nephews

5 31. _ 32. _ 33. _ 34. _ 35. _ 36. _ 37. _ 38. _ 39. _ FRIENDS AND ACQUAINTANCES : Classmates Co-workers Former co-workers Friends Neighbors Former Neighbors Church members Christmas card list 60.

6 61. _ 62. _ 63. _ 64. _ 65. _ 66. _ 67. _ 68. _ 69. _ PEOPLE YOU DO OR HAVE DONE BUSINESS WITH Hair stylists Grocery clerk Accountant Real estate agent Doctor Chiropractor Dentist Lawyers Dry cleaners Convenience store clerk Mailman Pharmacist Mechanic Lube shop Restaurant Manager Owner Server Cashier Bank teller Insurance agent Clothing store salesman Fitness center attendant Fitness trainer Car salesman

7 91. _ 92. _ 93. _ 94. _ 95. _ 96. _ 97. _ 98. _ 99. _ Million Americans 120. ORGANIZATIONS AND CLUBS Parents of kid s sports teams People you work out with at the gym Chamber of commerce Political clubs PTA Rotary Lodge, Elks, Kiwanis, etc. Charity organizations School groups Hobby clubs Theater groups

8 121. _ 122. _ 123. _ 124. _ 125. _ 126. _ 127. _ 128. _ 129. _ 130. OTHERS People you know who own their own business Decision makers (executives) People in direct sales Online relationships Facebook LinkedIn Twitter Collected business cards

9 Narrowing Your List Now that you have a substantial list of names it is important to review the individuals on your list. We suggest writing the person s why next to their name. In other words, what would motivate them to get involved in the business time freedom, money to send kids to college, pay off debt, etc.? Given that these individuals are personally motivated they may be much more likely to respond to your business and/or product. In the process of determining your contact s why, you may need to talk to them to do some finding out. Don t talk to them about your business or product, just show genuine interest in their life. By asking a few basic questions about their work, family, or recent vacations you should get a good feel for what they are doing and what they may need, or want. After you have determined why s for as many as you can, contact your upline and make a plan of action for crafting a message for your contacts and start working your list. Sponsor, Sponsor, Sponsor! With your list completed and sorted you are ready to start the one activity that will have an immediate effect on your income: sponsoring. Don t just burn through your list. Work with your upline and other experienced networkers that can help guide you and/or do 3-way calls or meetings with you to help you through this process. That is the beauty of networking. You re never alone, and there are always plenty of experienced people on your team to help you succeed.