Who To Refer- Connecting the Community    
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  • Schools - Public or Private     
  •  Any Business Owner
  • Non-Profit Organizations
  • Sports Clubs/Teams - Social Clubs
  •  Career Change Seekers
  • Entrepreneurs
  • Sales Associates
  • Civic Organizations   etc, etc, 


Warm markets are the “sweet spot” of marketing for new and established businesses.  For the
most part, they are considered "warm markets" because they come to you through a trusted
referral. They have the need, they know what the need is, and they have been told they should
talk to you.

Most people, don’t even know that they are surrounded by their warm market and that their first business leads are often one degree of separation away. (A degree of separation would be defined as someone who knows someone who knows you.)  The person you know is actually a gateway to other people who you don’t personally know, but are still within reach. Talking to one friend who’s not even interested themselves might open up am entire “vein” of people that will join your business!

People who are one degree of separation away from you literally run into the thousands. I’m not kidding. You have access to thousands of people, and you’ve probably never really even thought about it. You just have to take the time to make your initial list and start making the contacts that will open those doors for you.

People who are one degree of separation away from you literally run into the thousands.

Making Your List - Referrals Pays!!! 
  • Pull out any church directories that you have and pay special attention to those who are involved in smaller groups that you probably know better. What kinds of civic clubs are you in? PTA, Lions, Elks, Rotary, Kiwanis, and political party organizations all have a good number of participants.

Think through your business contacts for the last 5-8 years. Write down names and look up contact info. These are people that know your work ethic. How about your neighbors and don’t forget about that neighborhood directory. Depending on where you live, this could be hundreds of people right there.

  • Now come up with a list of people that you know through your spouse’s family and their individual and personal friends. Though many of these names will be some you have already listed for yourself, there are probably some people that they work with, or are just personal friends with, that you don’t have written down yet.

What trades-people do you know who you do business regularly?  They could have a special
interest in talking with you since you are their customer and they would like to keep it that way.   Consider hobby groups, sports activities, other parents that you know through the kids' sports activities, golf buddies, etc.   And lastly, don’t forget that incredible list of email addresses that you relay all those stories and jokes to every week.

  • Now that’s quite a few people. Consider how many people they know. This is the power of network marketing. If you know 200 people who only know 100 different people, that’s 20,000 people in your warm market. Out of that 20,000, chances are that there are going to be a bunch of immediate prospects that would fall into the warm lead category.

Developing your warm market

Now that you know where your warm market is, how do you get to them? Some of these people might be people you haven’t been in contact with in years. Depending upon the situation, it might be a wise idea to pick up the phone and make contact. Catch up with them and let them know what you are doing. Just remember to be diplomatic, natural, and reasonable. If someone hears from you for the first time in 5 years, chances are that they are going to be annoyed if you spend all of your 2 minute conversation talking about yourself and your business… but then have to go.

Sending a personal letter is also another way to communicate. Then give them a call a week or two later. Tell them about your new business, what you are doing with it, and let them know that you offer free initial consultations. Be sure to ask them to refer you though.  Don’t take it for granted that they will know what you want. You might also consider offering a finder’s fee for every lead they bring your way that you close. It’s a very nice incentive to add to the personal favor you are asking.

Suggest to your friends that they set up a breakfast for you at their house, one where you will provide the food of course. Set it up as a presentation.  Chances are that you will get quite a number of positive responses and this action alone will spread the word about you and your business.

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 "Prospecting Reality"

  1. HOT Market - People you are closest to... friends and family you talk to daily or at least a couple times a week... folks who will help you out no matter what.
  2. WARM Market - People who you are close to, and who you care about, but maybe see
  3. them on a less frequent basis than your Hot Market.
  4. LUKE-WARM Market - Professional contacts, Social contacts, People you know and occasionally see.....and referrals from folks who you know. 

 
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Yes, I recently saw the News.............

Let's face it, unemployment is a constant threat, more so now than ever before. Entire industries are downsizing, the stock market is unstable, trillions have been lost and it's not over. One of the richest man in America, Warren Buffett said this, "this downturn could last 8 years".


You think you won't be affected, if you haven't already? Do you think you are beyond the problems of the economy? If you lost your job tomorrow..... I don't care if you are a CEO, dental hygienist or plumber, if you lost your job tomorrow and couldn't find a job for 8 weeks......... Would you have enough money to survive. If the answer is yes, what if it took you 6 weeks, 18 weeks, 52 weeks to find a job, would you still have enough money.


If the answer is NO, you need to make more money NOW! This is not rocket science, this is reality. According to statistics "....most American families only have resources to cover one month's worth of expenses." - Edward N Wolff, Economist, NYU.


If you run out of money in a slow economy, you and your family will suffer. In this economy, no one is recession proof no matter who you are or what you do. In a weak economy, the rules change. Let's face it if you work for someone else, how secure could you possibly be.


Think about it .... If they find someone faster than you or cheaper than you.... You are out of a job. Look around you, it's happening right now. So, what are your options?


You could choose Option #1
Get out and get a 2nd job - but chances are you won't make enough to pay the taxes, the additional child care or the extra mileage on your car, that is if you could even find that second job.


Option #2 - sit back and do nothing, you have your 401k or IRA
Yeah, you could always relax and depend on those 401K and IRA and that was a great plan, but have you checked it lately. Remember, that money is not sitting in some magic vault where it gets sprinked with 8% pixie dust, it's in the stock market - ‘the risk market'. And guess what, when the market goes down the tubes, your money goes down with it.



Option #3. Start your own business.
Of course, you have to lease an office, buy equipment, sign contracts get a CPA, inventory, retail space, employees ... yeah, that sounds like fun. With 95% of businesses outing out of business the first year, GOOD LUCK! Of course you could buy a franchise, a proven system, marketing tools, training ........ Good Option if you had $100,000 to $1M to invest.


You could become a freelancer or an independent contractor, if you have a marketable skill and the patience to be a salesperson, bookkeeper and collections manager. Bottom-line, starting a business from scratch is tough, risky work.


But owning your own business is the only way to take control. Control your time, cash flow and quality of life. Those people out on the golf courses at 11AM on a Thursday, the Dad out fishing with his kid 3pm on a Friday, the guy driving his Mercedes and Porsches. Chances are those people own their own businesses and the good news, YOU CAN TOO!


This country was built on small businesses. Owning your own business, being your own Boss is the American Dream. So what are the options for the rest of us? What type of business can the average person get involved with? With little or no capital investment, with little or no business experience, no expertise, part-time or full-time? A business that will give you the chance of making some real money.


Whatever that means to you? Whether a $1000 extra a month or an extra $1000 a week or 6 figures a year. Let's face it, MONEY changes everything. When you are the Boss your life changes dramatically. You decide when you want a pay raise, you decide when you work and when you get up. You decide what to wear -- not them.


Bottom-line, you can do it. You can beat a recession, You can take control of your life. It's easy to get started, you can work part-time with no employees, no headaches and not a lot of money.


Let's face it, the economy is weak and with the current global situation, it will be that way for a long time. You can live in fear of the economy or you can control the economy. It's your choice.


What is Your PLAN B?   You may not have as much time as you think. But whatever, you do, DO SOMETHING, because the government is not going to save you. Your BOSS is not going to save you. It's UP TO YOU!

 

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