Prospecting
Prospecting is the process of “sorting” through people to find those who see
value for themselves in becoming a customer or Distributor. Everybody in the
world is a prospect.
We are looking for those who may be interested in more information about our
products and business opportunity.
Your job is to invite people to look at enough information so that they can
decide whether or not they would like to become involved.
We are not trying to convince people that this is for them, or to argue about
their perceptions. We just want to provide them with enough information and
support to make an informed decision.
Their job is to make a decision.
There are several methods that can be used to find people to provide
information to and we’ll explore these in the following pages.
Word of Mouth
Word of Mouth
The best prospecting recipe is to work your “Circle of Influence” immediately
combined with at least two other methods of advertising.
Spreading the message through word of mouth to your circle of influence is
free and always provides some immediate results, while other forms of
advertising involve financial investments.
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Classified ads and Direct Mail
Classified advertising and direct mail can provide a powerful return for
investment, but be sure to have the cash flow plan to support these methods.
Your Sponsor/Mentor will advise you with this.
The personal columns are a great place to run weight-loss ads for the
products. There a samples in your career manual. And the employment columns
and business opportunity sections are great for business prospects..
IDirect Mail is another option, but if you are not prepared to direct mail
consistently for a least a year, then you are not ready for a direct mail
campaign at this time.
You may prefer to use “friendship” packs, classifieds ads, flyers, and
pull-tabs.
Flyers
Flyers
Ask if you can put out flyers at the hairdresser, video rental store, gas
station, etc. Offer them a percentage of your sales.
Buy restickable glue stick – apply to back of cards and leave them everywhere
you go all the time, bathrooms, restaurants tables, phone booths, ATM
machines, soda machines, newspaper machines gas pumps entry doors; 200 to 400
daily.
If placing on cars – place them on the driver side door above handle between
the rubber molding and the window glass. Do NOT leave them under the
windscreen wiper as this infuriates many people.
Minimum 500 a day consistently. Some distributors do 1,000 a day!
Please comply with local laws pertaining to flyer distribution.
Pull Tabs
Pull Tabs
These can be put in Laundromats, phone booths, or any place where there is a
bulletin board for public announcements.
Newspaper advertising
Newspaper advertising
Make sure there are no duplicate ads running in that paper. Duplicate ads will
destroy your response rate!
Work with the newspaper to assure that you have “exclusivity”. If necessary,
choose a different ad that you know is pulling at the time.
Place ads in your local papers and ask if they have sister papers you can run
in.
Circulation between 2,500 and 50,000 do well.
50 – 100 miles outside big metropolitan cities work well (stay somewhere close
to STS cities for each training access).
Run on largest circulation days.
IIf paper does not take credit cards, send a check to get your ad in. Few
competitors will go through such a “hassle”.
Run ad in 3-week blocks for as long as you get a good response. Keep track of
response and ad placement activity. Stay on top of it.
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Suggested newspaper advertising approaches:
The balanced approach:
“I am willing to put in a reasonable amount of time to and money to see my
business grow to a six figure income in 5 years or so, but I don’t want to
turn my life into a juggling act.”
1. Distribute 1000 flyers a week in your local area
2. Place one small classified ad in your local newspaper one day per week for
two months.
Advertising blitz
Consider an aggressive advertising blitz with your group pooling together to
share costs.
Commit to a 6 to 12 month weekly ad campaign over several newspapers in your
local area.
Distribute the leads on an equitable basis.
Advertise at the needed level to bring you one new Success Builder and five
new customers each and every month for 12 months.
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