Building a warm list is one of the first things new network marketers are usually told to do. Your warm list basically refers to people you know – you shouldn’t prejudge whether they will be interested in your products or business opportunity at this stage.
The goal is to create the biggest list of contacts that you can, and then to work your way through the list, speaking to each person about your network marketing business.
Here’s why this tactic is useful:
- There’s a good chance that at least some of your warm list contacts will be interested in your product range as you tend to have similar interests to your friends (if you joined your sports supplement business because you are a keen gym-user, chances are you have friends who also exercise often)
- Even if your warm list are not interested, they probably won’t be rude when saying that, so they act as a gentle introduction to rejection
- Your warm list act as a practice audience, giving you chance to become confident talking about your business in a safe environment
However, I believe that many network marketers have abused the warm list. Here are some rules that I suggest you follow when doing warm list marketing:
- DON’T become a business bore – if your friend says they’re not interested in your business, don’t try to convince them that they are. Your job is NOT to convince people to get involved, it’s to get your message out to as many people as possible and then work with the ones who want to get involved. If you try to convince your friend every time you speak to him, he’ll soon stop answering your calls.
- DON’T decide your business is perfect for someone – you know, Uncle Fred never has any money so he’s IDEAL for the business! Firstly, there might be a reason Uncle Fred never has money (he might watch TV instead of going to work, for example… still think he’s a great person for your business?). But more importantly, it isn’t your job to decide who it’s right for and who it isn’t – you give each person the information and let them make their own decision.
- DON’T tell them it’s easy or promise to build their business for them – if you enrol a friend on the basis that she won’t have to do any work… don’t be surprised when she does no work!
- DON’T think your warm list are your only prospects – your warm list is simply a tool to get you started. Too many network marketers are scared to admit that people on their warm list aren’t interested, because then that’s one less person on the list!
- DO constantly generate new warm list contacts – you should add to your warm list each week, asking yourself who you have met for the first time. If you don’t meet new people very often, you might want to start getting involved in the community – it will be good for you in several ways, not just for your business.
Now you know the right (and wrong way!) to handle a warm list, let’s get yours written. Grab a pen and paper and build your list…
STEP 1: Who do you know who…
Everyone respects?
Is involved in the community?
Loves working with people?
Is looking for a change of job?
Has been made redundant?
Wants more time to travel/spend with children/write a novel?
Doesn’t feel fulfilled by their work?
Already owns a business?
Has owned a business in the past?
Has been overlooked for a promotion recently?
Would like more children but can’t afford a larger family?
You see at the gym?
Is looking for a second (or third) job?
Knows everyone in town?
Lives in your old neighbourhood?
Changes jobs often?
Does your hair?
Is on your Christmas card list?
You’ve been meaning to call for a catch up chat for ages?
Does your ironing?
Walks your dog?
Cuts your lawn?
Coaches your children’s sports teams?
Volunteers on the PTA/church committee?
Is in the gardening club? Is in the book club?
Loves to travel?
Never has enough time to spend golfing/fishing/pursuing their hobbies?
Does charity work?
Has just retired?
Is approaching retirement?
Has a disability that limits their employment opportunities?
Looks after a disabled child or partner?
Was at your wedding?
Was your old landlord?
You met on holiday?
Works in sales?
STEP 2: Take a residential phone book and go through the surnames. Add the people you know with each surname who are not already on your list.
STEP 3: Take a business phone book and go through the jobs. Add the people you know with each surname who are not already on your list.
STEP 4: Take a list of the countries (and US states) that your network marketing business is currently active in, and go through each one. Add the people you know who live in each place and are not already on your list.
Your warm list should be updated regularly as you approach people on it, and add new people to it.
Go do it!
Katie Williams
http://www.MakeMoneyThisYear.com
