WARM MARKET
RECORDING ON PROSPECTING BY DEBBIE NEAL
What is Your Warm Market?
Your warm market are those who are in your daily life (family and friends). They care about you. They may join your business purchase products to support you and/or connect you with their network of people.
You will have invited them to your launch. For those who couldn't come, choose between the "Tell & Drop" and the "Drop & Tell" methods.
Scenario 1: Your friend knows you're doing Arbonne already
You can use the "Drop & Tell" and say something like:
“Viv, as you know I discovered a fabulous line of prestige Swiss, (anti-aging) skin care made from botanicals and am building a business with them! As a personal favor to me, would you be OPEN to trying them for 3-5 days?"
If yes:
•• “Great! I'll drop them off at your home. What works better for you, ______ or _______?"
•• "See you then! I’m excited for you to try these products! I think you'll love them as much as I do!”
OR you can use the "Tell & Drop", and say:
•• “Great! Let’s get together over coffee and I’ll tell you a bit more about what I'm doing and bring you products to try. What works better for you, ______ or _____?"
Scenario 2: Your friend does not know you're doing Arbonne already
In this case, the Tell & Drop is definitely preferable. Say something like:
" Hi Viv, this is Amanda. Do you have a quick minute?” (Pause) “Great! The reason I’m calling is to tell you I started a new business. Are you open to getting together over a coffee to hear what I'm up to? When works better for you, ______ or _____?"
If you are close to this person have the guts to instead say:
" Hi Viv, this is Amanda. Do you have a quick minute?” (Pause) “Great! The reason I’m calling is that you're one of the smartest people I know. I love you, respect you and trust you. I want to get stinking rich and go on vacation with you. I need to tell you about the business I started. When works better for you to connect over a cup of coffee, ______ or _____?"
If you don't believe your prospect will be open to hearing about a business opportunity say:
"Hi Viv, this is Amanda. Do you have a quick minute?” (Pause) “Great! The reason I’m calling is to tell you I started a new business (or I'm expanding my business). I have no idea if this business will be for you but I'm looking for people like you - people who are ........ Since you will know someone who this will be for so I want you to know what I'm doing. When works better for you to connect over a cup of coffee, ______ or _____?"
Or if you believe your friend would be excited to try an anti-aging line you could use the Drop & Tell and say something like:
"Hi Viv, this is Amanda. Do you have a quick minute?” (Pause) “Great! The reason I’m calling is to tell you I discovered a fabulous line of prestige Swiss anti-aging skin care made from botanicals and am building a business with them! As a personal favor to me, would you be OPEN to trying them for 3-5 days?"
If yes:
•• “Great! I'll drop them off at your home. What works better for you, ______ or _____?"
•• "See you then! I’m excited for you to try these products! I think you'll love them as much as I do!”
Telephone Tag?
If the prospect won't call you back keep calling until they do. On a message say something like: "I'm getting worried about you! I've left you a few messages and haven't heard back. I figure either you are just really busy, something has happened to you, or you are upset with me about something. I hope you're just busy but please let me know so I can stop worrying!"
When someone keeps saying "no" to meeting you
Say: I don't think you understand this business. If you meet me tonight I will never talk to you about Arbonne again. ENVP Sheila Greene said no 10 months in a row! Do not give up!!
Asking for Referrals
1) Think of successful people in your life who will not want to join your team but who can refer people to you, such as a wealthy uncle. Say:
"I recently became an entrepreneur. You are one of the smartest people I know. Can I ask you for some advice?"
When they say yes, set up a meeting at which you will go over the DA and then say:
"Now for the advice. As I mentioned, I am now in personal expansion mode. I am looking for smart, savvy, motivated, and hard working professional leaders in Canada, the US, the UK and Australia, with discipline who know that having multiple streams of income is critical. Who want to own their own business to create a 6-7 figure income alongside their current career, passions and other commitment. I'm looking for someone tired of trading time for money. Maybe someone worried about being downsized. Maybe someone coming out of college who wants choices in their life who doesn't know if there will be a job for them. Maybe someone looking for balance in their life. Or someone who may have retired early but is still seeking personal and professional satisfaction. What advice can you give me to find such people and who do you know who fits my criteria?"
If a meeting isn't possible with this person you can say over the phone:
"I've built a business with a 35 year old comp that has only been in Canada for 8 years that is driven by the internet in the health and wellness industry. And I am now in serious expansion mode. The business model is multi level marketing which is highly endorsed by Warren Buffet. It's already the 3rd largest network marketing company in Canada with staggering growth each year since its inception. It's number 36 in the world but it's only in 5 countries and the top 35 are already global. Plus it has less than 3% brand awareness. Right now it's in Canada, the US, the UK, Australia and Poland. It will be going into Taiwan in the first quarter of 2016 and then Korea. The commodity meets all trends of today in the health and wellness sector. Pure, safe, green, vegan, cruelty free, prestige personal care products and nutritional products. And the products are cutting-edge with the number 1 anti-aging line on the market, which the baby boomers who set the trends in the market are all looking for."
Now ask for the same advice you would have asked had you been able to set up a meeting with them.
2) Think of contacts who live in a different city/country. Say:
" I'm looking to expand my business into [their city] and you are the only person I know who lives there. Who can you introduce me to who might be wanting to earn an additional stream of income within theri busy lives?"
Note: This person very well might say themselves!
SONIA STRINGER ON HOW TO APPROACH FRIENDS AND FAMILY.PDF
What is Your Warm Market?
Your warm market are those who are in your daily life (family and friends). They care about you. They may join your business purchase products to support you and/or connect you with their network of people.
You will have invited them to your launch. For those who couldn't come, choose between the "Tell & Drop" and the "Drop & Tell" methods.
Scenario 1: Your friend knows you're doing Arbonne already
You can use the "Drop & Tell" and say something like:
“Viv, as you know I discovered a fabulous line of prestige Swiss, (anti-aging) skin care made from botanicals and am building a business with them! As a personal favor to me, would you be OPEN to trying them for 3-5 days?"
If yes:
•• “Great! I'll drop them off at your home. What works better for you, ______ or _______?"
•• "See you then! I’m excited for you to try these products! I think you'll love them as much as I do!”
OR you can use the "Tell & Drop", and say:
•• “Great! Let’s get together over coffee and I’ll tell you a bit more about what I'm doing and bring you products to try. What works better for you, ______ or _____?"
Scenario 2: Your friend does not know you're doing Arbonne already
In this case, the Tell & Drop is definitely preferable. Say something like:
" Hi Viv, this is Amanda. Do you have a quick minute?” (Pause) “Great! The reason I’m calling is to tell you I started a new business. Are you open to getting together over a coffee to hear what I'm up to? When works better for you, ______ or _____?"
If you are close to this person have the guts to instead say:
" Hi Viv, this is Amanda. Do you have a quick minute?” (Pause) “Great! The reason I’m calling is that you're one of the smartest people I know. I love you, respect you and trust you. I want to get stinking rich and go on vacation with you. I need to tell you about the business I started. When works better for you to connect over a cup of coffee, ______ or _____?"
If you don't believe your prospect will be open to hearing about a business opportunity say:
"Hi Viv, this is Amanda. Do you have a quick minute?” (Pause) “Great! The reason I’m calling is to tell you I started a new business (or I'm expanding my business). I have no idea if this business will be for you but I'm looking for people like you - people who are ........ Since you will know someone who this will be for so I want you to know what I'm doing. When works better for you to connect over a cup of coffee, ______ or _____?"
Or if you believe your friend would be excited to try an anti-aging line you could use the Drop & Tell and say something like:
"Hi Viv, this is Amanda. Do you have a quick minute?” (Pause) “Great! The reason I’m calling is to tell you I discovered a fabulous line of prestige Swiss anti-aging skin care made from botanicals and am building a business with them! As a personal favor to me, would you be OPEN to trying them for 3-5 days?"
If yes:
•• “Great! I'll drop them off at your home. What works better for you, ______ or _____?"
•• "See you then! I’m excited for you to try these products! I think you'll love them as much as I do!”
Telephone Tag?
If the prospect won't call you back keep calling until they do. On a message say something like: "I'm getting worried about you! I've left you a few messages and haven't heard back. I figure either you are just really busy, something has happened to you, or you are upset with me about something. I hope you're just busy but please let me know so I can stop worrying!"
When someone keeps saying "no" to meeting you
Say: I don't think you understand this business. If you meet me tonight I will never talk to you about Arbonne again. ENVP Sheila Greene said no 10 months in a row! Do not give up!!
Asking for Referrals
1) Think of successful people in your life who will not want to join your team but who can refer people to you, such as a wealthy uncle. Say:
"I recently became an entrepreneur. You are one of the smartest people I know. Can I ask you for some advice?"
When they say yes, set up a meeting at which you will go over the DA and then say:
"Now for the advice. As I mentioned, I am now in personal expansion mode. I am looking for smart, savvy, motivated, and hard working professional leaders in Canada, the US, the UK and Australia, with discipline who know that having multiple streams of income is critical. Who want to own their own business to create a 6-7 figure income alongside their current career, passions and other commitment. I'm looking for someone tired of trading time for money. Maybe someone worried about being downsized. Maybe someone coming out of college who wants choices in their life who doesn't know if there will be a job for them. Maybe someone looking for balance in their life. Or someone who may have retired early but is still seeking personal and professional satisfaction. What advice can you give me to find such people and who do you know who fits my criteria?"
If a meeting isn't possible with this person you can say over the phone:
"I've built a business with a 35 year old comp that has only been in Canada for 8 years that is driven by the internet in the health and wellness industry. And I am now in serious expansion mode. The business model is multi level marketing which is highly endorsed by Warren Buffet. It's already the 3rd largest network marketing company in Canada with staggering growth each year since its inception. It's number 36 in the world but it's only in 5 countries and the top 35 are already global. Plus it has less than 3% brand awareness. Right now it's in Canada, the US, the UK, Australia and Poland. It will be going into Taiwan in the first quarter of 2016 and then Korea. The commodity meets all trends of today in the health and wellness sector. Pure, safe, green, vegan, cruelty free, prestige personal care products and nutritional products. And the products are cutting-edge with the number 1 anti-aging line on the market, which the baby boomers who set the trends in the market are all looking for."
Now ask for the same advice you would have asked had you been able to set up a meeting with them.
2) Think of contacts who live in a different city/country. Say:
" I'm looking to expand my business into [their city] and you are the only person I know who lives there. Who can you introduce me to who might be wanting to earn an additional stream of income within theri busy lives?"
Note: This person very well might say themselves!
SONIA STRINGER ON HOW TO APPROACH FRIENDS AND FAMILY.PDF