Rejection Free Promotions Prospecting Strategy #1 – The Curiosity Creating Button This button concept is dramatically affective for introverts who refuse to call friends, family, or strangers. - 1.)We‟re looking for 3 good people - 2.)Ask me about my thousand pound dog Sometimes prospects would press me further about the dog button. They just had to know about my thousand pound dog. I would point out that a thousand pound dog is a “big deal.” Then I would hand the prospect a sizzle tape with my home number on it and ask them to call me back if they thought the information on my tape was a big deal. No rejection. People always approached me. Of course, today the handout could easily be a CD, DVD, or a business card with a telephone sizzle call number on it. Prospecting Strategy #2 – The Lime Green Card Advertisement - EARN $30K PER MONTH WAER DESIGNER CLOTHING DRIVE A NEW MERCEDES Now interviewing Serious inquiries only (Your telephone number) Many retail businesses have cork board displays on the wall and allow people to place business cards or ads on the display board. Your lime green cards will attract immediate visual attention and your message will stimulate curiosity. Post these cards all over town and get ready for calls. *Note* - Make sure that your voice mail has a very brief, friendly, and professional message that tells the caller you‟re tied up. Prospecting Strategy #3 – The Fish Bowl Business Card Builder Find a proprietor who will allow you to award and pay for free dinner for one of his customers each month. Determine with the proprietor the cost of one dinner. You put the sign, provide the fish bowl, and clean the cards out each week. In exchange for that opportunity, you contact the winner of the meal and pay the prospector for the meal. You also contact all the runners up to provide tem with their free CD. The process of converting business cards into front line business builders in straightforward. Call them and give them the good news that, although they didn‟t win first place, they did win a free CD and you need to confirm the correct mailing address. Those who are interested will give you their mailing address. They will call you back if they listen to the CD and are interested in knowing more about your business. The person who does win the free meal drawing will be a great prospect. Prospecting Strategy #4 – Data Specific Lists The thing that‟s so impressive about a data specific list is that it allows people to build a huge warm market in a hurry. The way you use data specific lists is quite simple. Acquire a list and call the people one at a time. Introduce yourself by pointing out that you do what they do. For example, I called parasgliders and said “Hello, my name is Mark Yarnell, and I‟m a paraglide pilot and I understand you‟re a paraglider also.” This is going to sound crazy, but I think I have found a way for paraglide pilots like us to earn $100,000 a month and fly five days a week. Grab a pen and I‟ll give you a number so you can check it out. Data specific lists are marvelous because they allow common people with hobbies, interest, and activities to link with other people with whom they have something in common. Let‟s say you are a nurse. You get a list of nurses within a thousand miles of your home, call them, and identify yourself as a nurse. Then you point out that you have found a way for nurses to earn a whole lot of money. Ask them to grab a pen so that you can give them some information to check out. That‟s the concept of using data specific lists to prospect. Prospecting Strategy #5 – The local Expert Presentation You‟re the local expert. You go to the Chamber of Commerce and purchase the list of clubs and organizations in your community. From Lion‟s Clubs to garden clubs, to country clubs, there are organizations in every city. Next, you begin contacting the presidents of those clubs and organizations an informing them that you‟re an expert in professional networking and are willing to speak to their club. Most company presidents or speech acquisition staff members have a tough job, because if its not an election year, finding interesting speaks for their luncheons and dinners is hard. Explain that you would like to come to one their meetings and deliver a 20 minute presentation on the difference between illegal pyramids and legitimate Network Marketing companies. Attend the meetings and deliver a 20-minute talk on what makes Network Marketing legitimate and what makes pyramids illegitimate. Those are things you can easily learn by going a little bit of research. You‟re regarded as the professional, which is what prospecting Strategy 5 is all about. You are the local expert. Prospecting Strategy 6 – The Employment Agency Strategic Alliance Every city has employment agencies. Some of those agencies are national chains and are very difficult to help. But individuals locally own some of the employment agencies in your area. Those are the agencies that you want to approach. It‟s simple as inviting them to lunch with an idea that will make you both a lot of money. Take them to lunch, after offer them an opportunity to earn 5 or 10% per month on a person‟s check as opposed to just one-time fee. Watch their eyes light up. Remember, employment agencies benefit tremendously whatever they place a person in a job. When you form an alliance with an employment agency, which is the basis of Prospecting Strategy 6, you‟re building a lifetime referral opportunity with a person who benefits by getting interviews for clients. Additionally, you‟re building an organization under somebody who has a constant flow of new prospects on a daily and weekly basis. *Note - You only need one employment agency to fill up a portion of your organization with very good sales people. Prospecting Strategy #7 – The Athletic Event I must confess that very few people may have an interest in executing this strategy. I included it here because of the tremendous success I saw a young distributor have utilizing it. An athletic event is any professional sports event that takes place in a major city with a local football, basketball, soccer, or hockey team. Here is how Chuck built his business around Denver Bronco games. I want to be clear about the fact that he did get into a little trouble and he did have to pay a minor fine for littering. However, the payback was so dramatic; he really didn‟t mind the cleanup fine. Every time the Denver Broncos scored a touch down, he threw a handful of five hundred little business cards that simply said, “Touchdown Bronco‟s!” on one side, and on the other side “You deserve to earn $30,000 per month. Call me immediately” followed by his phone number. In one football game where the Denver Broncos scored four touchdowns, he received so many phone calls that he built a $25,000 a month income in less than one year using the leads generated at that one athletic event. Some call him lucky because he found one real winner at the game. I call him creative. Prospecting Strategy #8 – The ATM Drop The ATM Drop, is very simple, but make sure the bills are nowhere near regulation size because you could because it‟s illegal to make fake $20 bills. Have a significant number of little papers printed so that when you fold them into a small size the only thing that appears on the surface is a simulated corner of a 20-dollar bill. When prospects at ATM‟s pick them up and unfold then, the copy should read, “Earn $30,000 a month. Wear designer clothing. Drive a new Mercedes.” It should include your phone number. I found out that if you leave these little $20 bill cornered pieces of advertising in various spots around the ATM machines, people will pick them up and some who are interested will call you and leave their name and number. Prospecting Strategy 9 – The Overpass Sheet Message To some, this may sound positively outrageous. It certainly seemed that way to me, until I saw how much business it created for one very successful Networker in Atlanta, Georgia. She and her husband got the wild idea while driving to work one day. There were tens of thousands of commuters stuck in traffic under one overpass on their way to downtown Atlanta. She found that every day they crawled along in traffic as everybody was fed onto one major highway from a number of arteries. It seemed to always stall drivers under one specific overpass bridge. She and her husband got the idea to ask one of their friends, a professional sign painter, to paint a creative message in red block letters on a king-sized white sheet. It read, “Fed up with traffic? Earn $30,000 per month. Never Commute Again. “And a phone number. One Tuesday morning, they walked to the center of the overpass, below which were trapped thousands of commuters. They draped the sheet with that message over the side of the overpass bridge. Thousands of people saw that sign. It created so much excitement that the local radio station‟s helicopter circled the bridge numerous times. Prospecting Strategy 10 – The Kiosk CD Handout Do you realize that in every mall, in every city there are small booths in the halls where people sell everything from cell phone technology to costume jewelry, candles, and food condiments? They‟re called kiosks and they are the little work stations in the centers of malls. Many of those kiosks are managed by the people who lease the kiosks, and not people who are clerking for minimum wage. The key to Prospecting Strategy 10, The Kiosk CD Handout is this: All you need to do is recruit one person who leases a kiosk in any mall. That person will generally observe many thousands of people each weekend. They simply pick the people who look responsible and friendly and give them a free CD about your business. You enroll the kiosk person on your front line and make the agreement that all their leads will go directly under them in order to build a power group. The kiosk CD approach is absolutely marvelous because if you can recruit three or four leasers of kiosks in your community to assess consumers as they walk by, visit with those that seem responsible, and hand out CD‟s your prospects will be limitless. It‟s a fine way to filter through thousands of people on any given weekend in malls all over North America. Prospecting Strategy 11 – The Ski Slope Hand Out It‟s easy and enjoyable to climb on a ski lift and meet everybody with whom you‟re riding up to the top. Everybody is in a good mood. Everybody wants to know where everybody lives. When they would ask me where I was from I‟d say, “Well, I‟m from here. I‟ve got all the free time I need. I ski for a living. My life is about free time.” And they‟d ask something like, „Oh really, you mean you live in this area?” To which I‟d respond, “Oh yeah, as a matter of fact I have a free CD on how you too can ski all the time.” This is Prospecting Strategy 11, the ski slope handout. The faster you can get down a ski slope, the faster you can get on another high-speed quad or six-person chair and meet a whole bunch of new people. I got to the place where I could ski down most runs rapidly and I got back on each lift I always had a backpack with at least 25 to 30 CD‟s in it that I handed out to people. If you don‟t Ski Slope idea may trigger ideas for you personally. What do you love to do that would put you in the middle of a group of happy, active people who might be open to listening to a free CD? Prospecting Strategy 12 – The TV Lead List I call this The TV Lead List because my experience has lead me to conclude that some of the best lead lists come from television advertising. A number of ads have appeared in the last few years and generally result in people calling in and asking about the home business opportunity they have seen advertised. I have met a number of quality Network Marketing leaders who‟ve made tremendous inroads in their business using lead lists. A number of Networkers have said that they prefer lead lists generated from television ads on small business. So, regardless of how you acquire lead lists, there are people in our industry who have made them work very effectively. I personally believe, based on my experience alone, that those acquire as a result of a TV ad tend to be a little bit better than others. Lead lists do work. The trick is to work the lead list effectively. Prospecting Strategy 13 – The fate Approach I believe Laura Kall is one of the most brilliant young women in the history of Network Marketing. I had the distinct pleasure of being sponsored and mentored by her father in my first MLM venture. Mr. Richard Kall, to this day, is one of my most respected friends and one of the best mentors anyone could ever have. Richard‟s daughter Laura developed this Fate Approach when she first got out of college. I‟ll never forget how effective it was. It‟s easy for anybody who is an extrovert like Laura Kall. Laura would put herself in a position where she was surrounded by other people in New York City. She‟s from Long Island and I can remember her distinctly saying that she worked the Fate Approach on a number of occasions in Manhattan and in Long Island. In my opinion, it will work anywhere. I have used it myself and verified that she‟s absolutely right about its effectiveness. Here‟s how it worked: Standing in line at Grand Central Station, or a movie theatre, or a Broadway playhouse, Laura would ask the man or woman standing close if he or she believe in fate. Her goal was to find professional people who appeared a bit tired, and burned out. Of course, that‟s the way most people are in today‟s world, so those kinds of prospects are easy to find anywhere in North America. After chatting briefly Laura would ask the person, “Do you believe in fate?” They would generally respond, “Well, what do you mean?” She would say, “Well, do you believe that things happen for a reason? For example, here we are together in a line in a city of ten million people. What are the odds that we would be standing in the same line together? Of all the places in New York where we could have been right now with these millions of people, maybe fate has drawn us together.” Then she would give them a CD or a cassette tape, or a business card and say, “I want you to think about it. I do believe in fate and I think we’ve been drawn together for a reason.” The Fate Approach is remarkable for those with the courage to be that kind of extrovert. It worked for Laura Kall. I applied it myself to obtain some fine frontline distributors over the years. Why not try it yourself? Ask a person you meet, “Do you believe in fate?” And when they get home they‟ll probably start thinking about that and it‟ll bother them until they call you back. Prospecting Strategy 14 – The Graduation List Of all of the fantastic warm market approaches that are missed by most Network Marketers, this has to rank in the top. Absolutely everybody, from North America, who graduated from high school, has an immediate association with other graduates from that same school. If you graduated, for example, in 1985 in a class of 300 people, three thousand people graduated from your high school in the next decade. If you‟re older than that, it‟s even better because when you reach people from your former graduating class, it‟s been so many years that they‟re delighted to hear from you. Here‟s how I applied Prospecting Strategy 14, The Graduation List. It paid me big dividends. I graduated in 1968 from Glendale High School in Springfield Missouri. I telephoned the woman who organized our high school reunions. She gave me the recent list she had compiled for high school reunions. I later learned that she knew the people who handled the reunions of those who graduated one and two years after me and I obtained those as well. Over time I acquire an updated graduation list for ten years, from 1968-1978. Here‟s the approach I used. I called people on the phone and said, “Hi! This is Mark Yarnell, I graduated from Glendale High School just like you. How have you been?” They were immediately friendly, because, after all, we had something remarkable in common – years ago, we graduated from the same high school! After catching up a little bit with small talk I said, “You know, I think, as crazy as this sounds, I may have found a way for Glendale graduates to earn a hundred thousand a month and stay at home. Grab a pen; I’d like give you some information.” Usually they responded with something like, Mark, you kidding. You’ve discovered a way for Glendale graduates to make that kind of money? This must be some kind of joke.” And I would say, “No Bob, just write this phone number down, and listen to this short message. Let me give you my home number so you can call me back if you’re interested in knowing more.” Here‟s an interesting side note. None of those who were successful ever knew me when I was in high school. One of them graduated five years after I did. But the mere fact that we all graduated from the same high school created an instant warm market that allowed me to build a huge organization under them. Prospecting Strategy 15 - The T-Shirt Promotion Let me ask you a very important question, “How much do you earn advertising for Nike, Quicksilver or I-Zod?” Think about it. Friends, if you’re going to be a Network Marketer, stop advertising big clothing companies and start advertising your own business and product. You may recall the button approach that we discussed earlier. The t-shirt or sweatshirt approach is identical, with the added advantage that the ad is easier to read from greater distances. I discovered years ago that it‟s very simple to go into a monogram outlet and have anything you wish either silk screened or sewn onto a sweatshirt or a t-shirt. Statements such as the following work well: “We looking for three good people,” or, “Ask me about my thousand pound dog,” followed by your phone number. Do not waste your time advertising Nike or Quicksilver or I-Zod or any of the other myriad of companies who are smart enough to realize that Americans, Canadians, Asians, Eurasians, Europeans, and Mexicans will gladly be free walking billboards for them. Remember, you will not earn a penny from Nike, but you can become very wealthy advertising your own company. Prospecting Strategy 16 – The Volunteer System Did you know that there are a large number of volunteer programs in every community in North America? Some people think in terms of Candy Stripers at hospitals when they hear the words “volunteer program.” However, if you check with your Chamber of Commerce you will discover a tremendous number of volunteer positions in a wide variety of fields. Of course, your main objective is to contribute to a particular cause about which you are passionate, but a peripheral outcome is the connections you will make for your business. The important thing to remember about Prospecting Strategy 16, The Volunteer System, is that whenever you are in a position to help others, that means you‟ve got time freedom to do it. I have discovered that by joining volunteer programs you rub shoulders with people from many walks of life. They‟re always curious about why you have volunteered for a program. This curiosity gives you an opportunity to explain, “In my line of work, I’ve been able to create personal time freedom. The reason I’m volunteering to give food out here,” or “the reason I’m volunteering to help disseminate this important literature or volunteering at the hockey club and helping the young people is that I’ve got the time to do whatever I choose, thanks to my business.” It’s an immediate interest creator when you volunteer for anything. There are people from all walks of life wanting to know who you are and why you’re there. “Recruiting is all about getting out there in as many different ways as possible. Volunteering is both personally rewarding and a wonderful way to prospect.” The Volunteer, Prospecting Strategy is a marvelous no-rejection process for acquiring both customers and distributors. And remember, we are paid to acquire customers and distributors in Network Marketing. That‟s what a professional does. More importantly, this strategy helps others and is rewarding on that merit alone. Prospecting Strategy 17 – The Cab or Limo Driver This Prospecting Strategy may involve rejection initially because I‟m going to ask you to go out and recruit somebody who drives a limousine. Each month limo drivers are exposed to hundreds of people who have money. If you, as a Networker, can recruit one cab or limo driver, that individual will set you up with all kinds of team members. Now, I‟ll be the first to admit that most drivers will say no to the business opportunity. In most cases, you will have to find a limousine driver who owns his own limo. But the point is this, there‟s little rejection in this approach. Once you get the limo or cab driver, they will approach people on your behalf as one of the leaders in your organization. So, if there is any rejection, it will only be during the process of attempting to acquire a person who is a cab or limo driver. Once they‟re recruited, they will deal with future rejection because they‟re the ones who meet with prospects. Prospecting Strategy 18 – The Bumper Sticker Perhaps the most overlooked prospecting strategy in Networking is the bumper sticker. It‟s overlooked because it‟s so inexpensive and nobody uses it. It‟s effective because it‟s quite easy to find people to help you recruit large numbers of distributors. The bumper sticker is very simple. Make sure it‟s a white bumper ticker with black letters that are readable and a large phone number that‟s also easy to decipher. Create one that reads, “Earn $30,000k per Month” with your phone number below. This is one of the greatest ways to attract large numbers of potential recruits on a weekly basis. I have used bumper stickers in Austin Texas, Reno Nevada, and Aspen Colorado. In Austin Texas, I solicited the help of different friends and young people who I paid five dollars a month to advertise for me. They drove around Austin Texas with a bumper sticker that said, “Earn $30,000K a Month,” and my phone number. For fifty dollars a month, I had ten people advertising all over Austin, Texas on my behalf. The other thing that‟s wonderful about the bumper sticker is that it leads you into an exposure technique that is doable for everybody. When somebody calls me after having seen a bumper sticker, they usually ask, “Okay, how can I make $30,000 a month?” My response is that the way we earn that kind of money is simply giving people a CD, a web address or a telephone number. I‟m sure you know what I‟m leading up to here. Get those bumper stickers made immediately and put them to good use. It is the ultimate tool for rejection-free prospecting because the only people with whom you‟ll be speaking, are people who are interested in earning big money and they‟ll call you! Prospecting Strategy 19 – The Billboard I include this strategy because it‟s a wonderful way for a team of Networkers to pool their money and create a large number of prospect names that they can share among themselves. It‟s not a system that most people will attempt because of the cost. The billboard is generally a tool that will require a minimum of $800 - $1,000 per month. That means if eight to ten people in your organization agree to pitch in, you‟ll each be spending about one hundred dollars a month to put up a large billboard on a highway in a high traffic area. Sit down with a group of people in your organization who are willing to spend a little money for a high traffic billboard location and pool your resources. Make certain that you have a mechanism set up to share the leads when they come in. The trick to the billboard system is to keep it clean and simple. Remember people are driving past the sign. It has to be brief and to the point. Two effective ones are as follows: 1) Exit the rat race forever. Earn $$$$ a month from home. (hone number) 2) Hate this traffic? Work from home. Become wealthy.(Phone Number) Let me ask you a simple question. As you‟ve driven around your city over the last two or three years, or even the last six months, have you noticed one billboard anywhere that‟s a business opportunity ad? The chances are great that you have never seen one. Why not capitalize on that gap? One word of caution: On a billboard, you must tone down the income potential. What I‟ve learned is that anywhere from $10,000 to $15,000 a month will grab people‟s attention. If you advertise income over $15,000 a month on a billboard, the average person will drive right past and ignore it because they can‟t relate to it. So keep your numbers interesting, but realistic. Make certain that you state in the copy on the billboard that you‟re looking for people who are interested in, as opposed to saying, “Let me show you how to earn $15,000 a month.” The regulators do not seem to be disturbed by billboards unless those billboards infer or make an earning claim that is unrealistic. The billboard is a great way to attract large numbers of people, if you can buy one for several months in a high traffic area. Prospecting Strategy 20 – The Media Appearance Did you know that over the last ten years it has become increasingly challenging for radio and television talk show hosts to book legitimate guests? Did you know that there are radio talk shows all over the United States in small local markets that are hungry to find somebody who can talk intelligently on a subject? Prospecting Strategy 20, The Media Appearance, is not for everybody. If you‟re comfortable in front of a camera or a microphone in a radio recording studio, consider the possibility of this approach. You will reach many people quickly. Call radio stations that broadcast daily call-in talk shows, especially those that have talk- show guests. Explain to the Program Manager that you‟re an expert in legitimate Network Marketing. Explain that you would like to do a talk show one day, not about any particular company, but about the industry itself. That way listeners will be informed about the differences between illegal pyramids and legitimate business enterprises. Explain that this is a public interest story that will benefit the community. During the interview, explain a few elements of a legitimate Network Marketing company. In other words, the media appearance is geared to provide public information to large numbers of people that will help caution them about getting involved in frauds. Now obviously the Media Appearance, Prospecting Strategy 20, is not for everybody, but anybody with the courage to go on a radio talk show can reach a tremendous number of people and receive a significant number of prospect calls in a hurry. Prospecting Strategy 21 – The Newspaper Article If you can demonstrate that you‟ve started a business that has allowed you to change $300 into a principal–less interest income equivalent to $100,000 in liquid assets, you have a newsworthy item. In my case, I was even more fortunate because my first big check was over $15,000. When I told them I had gone home, become a businessperson and had created a check that size, they decided to interview me. The article showed a picture of me jumping over my tennis net and the caption below read, “You couldn’t put more energy into Mark Yarnell if you zapped him with a cattle prod.” The story was a success. Many in my downline made copies of the article and handed it out to their team. It became one of the best recruiting devices. You are a professional Networker. The fact that you have the courage to go full tilt in this industry is newsworthy. When the time is right, call your local newspaper, and get them to do a story about you that could absolutely propel your career into the stratosphere. I do want to give you one warning. If you are fortunate enough to be interviewed by a journalist, tell that journalist the entire truth and nothing but the truth. Make certain that you‟re in a company that has a good management team, quality products and a fair compensation plan, because Investigative Journalists are notorious for doing everything in their power to discredit Network Marketers. Honesty is of the highest priority if you‟re going to use Prospecting Strategy 21, The Newspaper Article. Prospecting Strategy 22 – The Job Fair When you go to a job fair, the key is not to purchase a booth and pay money for the privilege of having people mill pass you. Rather, when you go to a job fair, it makes more sense to take a bunch of CD‟s related to your specific company. Pay your entrance fee and make it a point to meet as many people as you can. Here‟s the best way to capitalize on a job fair if you want to pursue a rejection-free prospecting technique that works. Do not walk around introducing yourself to people. Do not walk around giving out your business card. Do not leave brochures laying around in rest rooms and other areas at the job fair. Do you remember the other Prospecting Strategies that I‟ve already shared with you? Remember Prospecting Strategy 15, the t- shirt? The t-shirt is a marvelous tool to use at job fairs. If you‟re walking around wearing a t-shirt that says, “We looking for 3 good people,” a lot of individuals will approach you and question you as to what exactly you‟re looking for. Do you remember the button approach? Wear a button that says, “We’re looking for 3 good people. Earn $30,000K a Month.” Just wander around a job fair where there are thousands of people looking for opportunities and allow people who are interested to approach you. Does it work? Over the years, some of the most shy, introverted, men and women in our industry have created nice incomes as a direct result of combining these two Prospecting Strategies: the button or t-shirt, and the job fair. It makes sense to always carry CD‟s about your company or cards with a web site address to which you want to send potential prospects. I highly encourage you to begin checking out job fairs in your immediate vicinity. Prospecting Strategy 22 is a wonderful rejection-free prospecting technique. Never overlook the job fair. Prospecting Strategy 23 – The Ad Reversal The Ad Reversal is a process of acquiring successful people’s names and phone numbers who want to do our business and are looking for prospects themselves, and reversing the process by prospecting them for your own opportunity. A strong extroverted person can respond to those ads. When you call, generally they will refer you to information. Once you‟ve reviewed it, call them back, and tell them that you‟ve decided you would prefer to remain in the company you‟re in. Mention that you‟re always open to new opportunities, but after reviewing their information, you believe your own Network Marketing company is better. Ask them to review your sizzle message. Or cut to the chase the first time you call them. Tell them that you recognize them as a professional and would like to recruit them into your company. Ask them if they are open to looking at what you have. That’s how I’d do it, if I used Prospecting Strategy 23. As in the Job Fair approach, some people question the ethics of this strategy. Although I‟ve never used this, I see nothing wrong with turning the table on people who are advertising. After all, they are professionals, who can afford advertising and they do believe that their business opportunity offers great promise. You are a professional, you read those ads and you believe you have the best company in the world. What could be wrong about contacting people who are running ads in order to show them why you believe your opportunity is better? Prospecting Strategy 24 – The Congratulations Letter This is a strategy which should be applied once per day. And here‟s how it works. It can be very effective for building relationships with successful people. Simply scour the newspaper for interesting articles in your immediate area about people who have done things that are worthy of congratulations. Perhaps somebody has donated to a local United Way and the newspaper has written about what a wonderful person he or she is. Perhaps somebody has been promoted, or has just moved into the community to assume leadership in a local company. Maybe somebody‟s child has just saved someone from a fire and a wonderful article was written about them. Once a day, sit down and find somebody worthy of a congratulations letter. Write a letter congratulating them on the recent press coverage they received. Mention that you have a business which allows people like them to rise to levels of income they never dreamed possible. Explain that they are the kind of person with whom you would like to associate. Ask them to call you if they are interested in earning $30,000 a month because they certainly seem like the kind of person who would fit into your organization. Prospecting Strategy 24 requires no more than one letter a day. It take time to write a letter, but please remember, most people in today‟s world do not get thoughtful letters from other human beings. When they do receive a handwritten letter, they pay very close attention. We all love to feel appreciated and congratulated when we do something news worthy. I can assure you that in today‟s world of high speed information and rapid change, a simple hand written congratulations letter will do a lot towards creating prospects. Prospecting Strategy 25 – The Lost CD I love this rejection-free prospecting technique because it works so effectively. Locate or record a CD designed to intrigue people about your business or even a recorded conference call. It shouldn‟t be too heavily loaded with information about your products, or the comp plan. It should just be a sizzle CD calculated to excite people about your company or market. Write on the label of the CD, this statement, “If found please return immediately. This information is valuable.” Include your phone number. A Networker left CD‟s in magazines in doctor‟s office, coffee shops, and by ATM machines. The CD had an intriguing title on it called, “The Ultimate Secret.” Then it said, “If found please return immediately. This is vital information” and a phone number. Distribute four or five CD’s a week in strategic places all over your community. Preferably, put them in a good book in a bookstore in the business section, or in a magazine in a doctor‟s office. The important thing is to leave no more than one in any particular place. Prospecting Strategy 26 – The Pall Bearer Pay attention because this strategy is going to separate you from competing with messes of people in this industry. I call it the Pall Bearer for this reason. Everybody who becomes your prospect should be contacted by you every six months until that person either signs up in your organization or you become his or her Pall Bearer. You must track your contacts in order to apply this strategy. Get a recipe box that holds 4 x 6 index cards, and get dividers for January through December. Now you have twelve sectional dividers in your card file. Put thirty blank cards behind every month. Whenever you talk to anybody about your business, assuming that they‟re pleasant, fill out a card on that person. Include the person‟s contact information and anything that will help jog our memory about them. Place the completed card six months from today in your card file. Now here‟s why that‟s so important. The average Networker, if not the majority of Networkers, throws away prospects as if they were disposable. The reason I call this the Pall Bearer Prospecting Strategy is that you should never give up on prospects. You should contact prospects every six months until they sign up or die. The vast majority of Networkers call somebody one time and then they discard that person‟s name, as if that person were a throw away. They then go out immediately and start looking for new prospects. Friends, nobody is a throw away and many will ultimately wind up in a change window. Keep calling.
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