If you haven’t read the prior posts on recruiting, click here .
Where are all the good prospects at?
After reading the title and the question above, your answer will probably be the internet. Yes, the internet gives you access to millions of prospects, but I’m a firm believer that you must also use offline methods to grow your business. With that in mind, let’s get started.
Many networkers are positively convinced they don’t live anywhere near them! That’s why so many will spend hundreds of dollars a month on leads or genealogies insisting that there are no decent prospects in their area.
Fact is, there are, no matter how small of a town or city you live in.
People who want to change their lifestyle are everywhere. The problem is that they don’t know how to do it. That’s where you come in. There are people in need of your product or service.
So, what’s the best way to “tap in” to this goldmine of prospects known as the “local market”?
We’ll answer this by approaching it from two directions:
1) People you naturally come in contact with and
2) Services that can put you in contact with even more people who may be candidates for your opportunity (or product/service).
To get started, let’s define some terms.
“Local Market Prospects” refer to people who live or work in the same general area as you, people you come in contact with (or COULD come in contact with) on a daily basis. They are not necessarily people you know (although they can be).
Approach Number One: Think about places you go and the people you cross paths with and practice alert living. Be on the lookout for sharp prospects wherever you go. Some might call this the 3 Foot Rule.
Example: You visit your local Pizza Hut. You have a waiter who’s sharp, friendly and gives you great service. Right away, you observe this person has great people skills, a strong work ethic and is “on the ball”.
Here’s how you can EASILY prospect this person. Let’s call him “Larry”:
Larry, I want to thank you for your great service this afternoon, it’s some of the best service I’ve had in a restaurant this year. Now at this, “Larry” should be all smiles as you’ve just paid him a well-deserved compliment.
You then proceed: Larry, I own a business here in the area and always keep an eye out for sharp people and you definitely caught my attention today. Let me ask you a question, do you keep your work options open? Now, if Larry really is a sharp, heads-up person what’s he going to say? Obviously “yes”.
To which you respond: Good for you, Larry. I think you’ll be glad you do! Tell you what, you’re working right now and I’m busy myself, I’m heading off to meet someone, but let’s do this. Let me get your contact information and I’ll call you tomorrow (or when he get’s off later the same day) and give you some more information on my business and who I’m looking for and see if we’ve got a match”. Then you simply write down his information and you’ve just generated a strong local lead.
What makes this lead so strong is that you’ve had a chance to MEET your prospect personally, observe their work ethic, their personality, and their people skills. How much stronger is THAT than simply calling a prospect “cold” on the phone? This is powerful.
And it’s not just limited to restaurants (although people in this industry often make excellent prospects). No, you can do this in virtually anywhere.
Approach Number Two: Now, what can you do to come into contact with qualified local prospects in a “leveraged way”?
Attend networking events!
These are groups that meet locally. They refer prospects to one another and share ideas.
You attend a meeting in your area and share a little about yourself and your business and you can immediately tap into the leveraged power of business networking.
You can check your local listings, radio and local websites. A lot of these groups will announce when they’re meeting. Also, some great sites to visit for this are Facebook, Meetup, BNI(Business Networkers International) and LeTip.
That’s it’s for today…
Next time, we’ll take a look at the question: “Who are you, and why do we care”.
What are your thoughts? Leave your comments below.
If you haven’t read the prior posts on recruiting, click here.
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