It doesn’t matter whether this is your first experience in Network Marketing or your seventh, you need to be approaching your warm market.
“Warm market” essentially means family and friends—people who have already “warmed up to you.” They know you, and (presumably) like you. So, you need to share what you have found with them.
But you also need to be careful.
As Mark Yarnell points out, they are not a group to be exploited. You should never try and make a buck off your family and friends. That’s not cool.
Don’t do it.
However, that shouldn’t mean you never approach them either. Some of them might be seriously interested in what you’re doing and that’s why you need to tell them about it.
Here’s how to do it in 3 easy steps:
Step 1: Reach Out and Make It Personal
Do not think that tweeting about your new business means you have successfully approached your family and friends. Instead, make it genuinely personal.
Face-to-face interaction is always best, but a phone call works too. Don’t even think about sending a mass text and calling it a day. That’s way too impersonal for your warm market. The same rule applies for mass-messaging through Facebook.
Find the time to really connect with someone you already know. Have a coffee with them or something. But whatever you do, make sure you reach out.
Step 2: Bring It Up and Be Direct
Once you’ve reached out to someone face-to-face or through a phone call make sure you actually bring up the business. Here’s the easiest way:
“Have you heard of [company name] before?”
No matter what they say (yes or no) you simply share your involvement with them. “I just started working from home with them and I’m really excited about it.”
Now you’re sharing what you believe and how you feel about it. That’s good! But we want to find out how they feel about it.
Listen to what they have to say.
Discover whether or not they might be interested. If they sound open, invite them to a business briefing, hand them a DVD, or give them your website address.
If you aren’t sure, ask them directly: “Would you be interested in learning more about this with me?” Make it clear that this is something you’d like to do together with them. You aren’t just after their cash or quick sale.
Finally, if they are extremely negative or harsh, add them to your Six-Figure Prospect Club.
Step 3: Present
You’ve reached out and brought it up, now it’s time to let the information speak for itself.
Do not give your warm market a sales pitch. Instead, get them to check out a source of information that is designed to capture their attention, explain the business, and prompt them to either move forward or say “no.”
Keep it simple and be relational.
Finally, some of you may be wondering how long to pursue your warm market and how many names to come up with.
The short answer is to let it be natural.
25 people a week for as long as you can think of new people should be a guideline, but there is no way to impose any kind of static rule on this. It just depends on how many people you know and how quickly you can get in touch with them.
Remember: Mark Yarnell teaches that your family and friends are not to be exploited, and he’s right! You’re approaching your family and friends because they might naturally be interested in what you’re doing and you want to share that opportunity with them.
You should never just try to make a buck off another human being (warm market or otherwise). Instead, you’re sharing an opportunity with them. That’s all.
Has this article helped you in your approach toward your warm market? What else needs to be added to this training?
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