I was warned. Several times, actually.
First, by training from my network marketing company.
Then, by Dani Johnson. I know I’ve been told by others, but I can’t remember who – I just remember being told.
Yeah, yeah, yeah, I thought.
And then it happened – like rapid fire progression.
First, I get a call from a friend of mine. She wants to show me a business presentation.
Dang, that’s a shame, I thought. Would’ve been cool to have her on my team. If I only spoke to her.
Then, a couple of weeks later, my cousin calls me. A cousin who’s contact info I had, but hadn’t spoken to in years (you know how it is). She shoots the breeze, and then…..wham!….wants to show me a business presentation.
Oh. Who knew? Dammit! I thought. Then I rationalized….she’s family. You don’t want to have family on your team, that can get awkward.
Then, my ex-roommate, who lives in my area, announced on Facebook she’s a consultant for her company.
Alright, already!!!! I GET THE POINT!!! I screamed to nobody in particular.
Don’t Let This Happen To You
Perhaps you are afraid to talk to your warm market. Or, you had already tried and made a mess of things. Or, maybe you have people in your network like I do, not ready to join until you can prove that YOU are at a certain level. So far all of these reasons, you stay quiet.
It’s a mistake not to talk to everyone you know about your business. Now, when I say that, I don’t mean that you should try to force everyone to see your presentation. I don’t mean harassing people. I don’t mean calling folks up after not being in touch for years and saying “want to join?”
There are a few approaches to talking to your warm market that made it easy for me to talk to them. Use the ones that fit the situation and that feel comfortable to you.
What you want to do is call your prospect and tell them that you have started a new business and are test driving the product. You trust their judgment. Would they be willing to try a sample and let you know what they think?
You can also use this approach even when you’ve been in the business but have a new product to try. The key is to choose a product that is a lower cost item – people are willing to try things to help you out, but only if it doesn’t cost so much.
The Referral Approach
Call your prospect and ask for a referral. Tell them that “this may or may not be for you”, but you were wondering if there was anyone they knew who would be interested in a side project if it didn’t interfere with what they were already doing (this line brought to you by Ray Higdon). Ask them to take a look at your SHORT presentation (please keep this short – I have one that is less than 10 minutes long) so they can know what it is while they think of anyone who may be interested.
The Practice Approach
Call your prospect and tell them that you value their opinion. You are working with your sponsor on your presentation, and you were wondering if you could set up time with them to practice and they can give you feedback. Again, use the “this may or may not be for you” line and emphasize you are looking for feedback. After you do your presentation, get your feedback and then, as an aside, ask them for a referral.
Folks You Haven’t Spoken To In Years
There are 2 ways to approach this so that they won’t feel like you had an ulterior motive when you called them. One way is here, but Ray Higdon had another great approach that works really well too.
First, compliment them. For example, you can say to an old high school friend, “I remember you always being so friendly to everyone.” Have your catch-up conversation. Inevitably, life’s problems will appear (super busy; broke; hate job, etc.) and you can qualify them. If they do qualify, right before you are about to go – say “hey, you know, just throwing it out there (<== indicating that it just came to mind), but you mentioned (insert pain point here), so I was wondering if you would be interested in a side project that wouldn’t interfere with what you were already doing”. This makes it seem natural, unrehearsed, and, most importantly, your prospect doesn’t feel tricked.
Whatever your approach – do approach them. Or, I guarantee you; they will sign up with someone else! Don’t let your fears stop you from helping someone start their business and be on the road to financial freedom. Come from the perspective that you are sharing a great opportunity that will help them!
There is someone in your warm market who will say yes. Who will that be? You’d better go find out before someone else does!
To Your Victory,
Email: [email protected]
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