Your Prospect List
Draw up a list of 100 - 200 names of people you know. This means friends, relatives, colleagues ....... and also everyone you meet during the course of the week - the postman, the milkman, the shopkeeper, clubmembers, your customers etc. You will find that you can keep adding to your prospect list as you think of new names. Speak to people at every opportunity about your business. This is a useful phrase to learn:-
"By the way I wonder if you can help me? Do you know anyone who might be interested in an extra £50 to £250 a week in their spare time?"
Memory Jogger
| WHO ARE MY relatives friends neighbours co-workers business contacts friends of above (past & present) |
WHO IS OUR insurance man milkman postman dentist doctor plumber mechanic |
vicar mini cab firm accountant lawyer window cleaner catalogue agent decorator |
MP vet optician chemist builder odd-job man TV repairer |
| WHO DO YOU KNOW WHO IS Nurse Tobacconist Laboratory Technician Gas Engineer Cook Psychologist Social Worker Furniture Dealer Midwife Seamstress Office Manager Youth Club Leader Auditor Bank Manger Removal Firm Interior Decorator Plumber Shop Fitter Dance Instructress Grocery Store Owner Student WineMaker Actor/Actress Central Heating Engineer Model Car Tuner Antique Dealer Electrical Engineer Baker Town Planner Physiotherapist Air Conditioning Engineer Butcher Physicist Coach Driver Washing Machine Engineer Jeweller Messenger |
Miner Hairdresser Coal Merchant Carpet Salesman Manager Magistrate Dry Cleaner Clothes Salesman Vet Shop Repairer Off Licencee Driving Instructor Tailor Contractor Restaurateur Funeral Director Fireman Plant Foreman Tyre Stockist Landscape Gardener Welder Brick Layer Welfare Officer Petrol pump Attendant Editor Civil Servant Scout Leader Kitchen Salesman Printer Publican Nursery Nurse Mortgage Broker Surgeon Statistician Music Teacher Timber Merchant Typist Fisherman |
Waitress Car Hirer Draughtsman Bank Cashier Farmer Financier Machine Operator Newspaper Seller Packer Dietician Mobile Grocer Motor Car Dealer Musician Librarian Hotel Manager Swimming Instructor Nanny Electrician Boiler Engineer Telephone Engineer Roofer Ironmonger Carpet Layer Hire Shop Worker Cleaner Pharmacist Clock Repairer Guest House Owner Plasterer Policeman WineMerchant Health Food Eater Carpenter Bus Driver School Teacher Investment Adviser Conductor Truck Driver College Lecturer Public Relations Officer |
Osteopath Chauffeur Rent Collector Scrap Metal Dealer Engineer Dress Maker Window Cleaner Computer Programmer Surveyor Estate Agent VAT Inspector Computer Operator Solicitor Groundsman Security Guard Restaurant Owner Gardener Hi-Fi Dealer Delivery Agent Personnel Consultant Secretary Stockbroker Photographer Riding School Instructor Labourer Travel Agent Hospital Worker Switchboard Operator Architect Dog Breeder School Outfitter Locksmith Crane Operator Research Engineer Car Body Repairer Pilot/Stewardess Upholsterer Garage Mechanic |
| WHO DO YOU KNOW WHO IS A KEEN Footballer Swimmer Jogger Darts Player Chess Player Motor Bike Rider CB Enthusiast Keep Fit Enthusiast Squash Player Dancer Sailor Tennis Player DIY Enthusiast Rock Climber Flyer Hang Glider Bowler Angler |
Golfer Runner Cyclist Badminton Player Stamp Collector
|
Chemists Cafe Builders Merchants Employment Agency Garage Garden Centre Publishers Rental Shop Supermarket Toy Shop Building Society Estate Agency Car Accessory Shop Clothes Shop DIY Shop Insurance Office |
WHO DO YOU KNOW WHO WORKS FOR THE Council Gas Board Navy Coal Board British Telecom Electricity Board RAF Airlines Post Office Army Merchant Navy Government |
| WHO SOLD US OUR House Fishing Gear Wedding Ring Bicycle Avon products Carpet Car/Tyres Suit/Tie/Shoes Wedding Photos Furniture Tupperware products |
Records/CD's TV/Stereo Business Cards Boat Glasses/Contact Lenses Lawn Mower Insurance |
WHO Was my best man Takes their children to nursery school Is the Purchasing agent where I work Are our baby sitter's parent's Was my Army/Navy/RAF Friend Is in parents association at school Are our old boyfriends/girlfriends My wife/husband Boss/Former Boss Are people from our old jobs |
Teaches our children at school Was our matron ofhonour/bridesmaid Do I go to Nightschool with Are the people we met on holiday Was my teacher at School/college Belongs to my club Belongs to a union Do I have lunch with |
How to Keep Extending your Prospect List
1. Use all the company's tools. EVERY ONE WILL PRODUCE RESULTS USED CORRECTLY.
2. Remember the 3 foot rule - anyone that comes within arms reach, simply say, "Do you know anyone who could do with a second income?' (NEVER ask if THEY are interested - the answer will always be no!)
3. Use a different service point each day, e.g. petrol station, newsagent. (See above)
4. Name - Occupation - Area, association game. WHO DO YOU KNOW?
5. Collect business cards - e.g. From hotel lobbies, petrol stations and everyone you meet.
6. Approach people on your Christmas card lists, birthday card lists and wedding invitation lists.
7. Approach people who are selling their homes because they can't meet the mortgage payments.
8. Approach local estate agents - some are struggling to keep their jobs.
9. Circular and junk mail that you may receive - call them.
10. Speak to business people that display cards in windows.
11. Set your goals, i.e. new car, washing machine, house, etc.. Go to suppliers for quotations or invite the sales people around. Tell them why you are planning to buy their product and would they know anyone who may be interested ... See No. 2!
12. Approach people who distribute charity envelopes and your local pools collector.
13. Approach any local roundsmen.
14. Approach local small businesses - a lot of them are struggling and would welcome a new opportunity.
1 5. Newspaper journalists - approach them to cover your success story. They might not print it, but they might join you!
16. Approach local business people from the "Thompson Directory" or "Yellow Pages".
17. Approach seasonal business people, e.g. coal, ice-cream sellers etc.
18. Regularly pay your cheques into a different branch of the same bank.
1 9. Check all your household insurance policies, personal policies and investments - invite sales people for advice.
20. Do office and factory demonstrations.
21. Arrange talks at local job clubs or career seminars.
22. Approach door to door sales people next time they knock.
23. Approach local sixth form colleges to do a business study on Kleeneze.
24. Approach local women's groups, schools, charities to talk about the Company and how our business works. Lists can be obtained from local libraries.
25. Join social or leisure clubs, or even sponsor them.
26. Talk to people at car boot sales.
27. Ask your retail customers who they know who may be interested in an extra income.
28. Arrange coffee mornings and fund raising events.
29. Approach video shops to offer the video as free rental.
30. All the people that originally said no.
31. Never ever get out of the habit of talking to everyone you meet.
Work on three separate categories at any one time aiming to produce 3 - 5 new prospects to contact each day. If you do eventually get to the end of the suggested source of prospects, simply start again at the beginning. You will have a whole bunch of new people by then!
DON'T FORGET
- NO MEANS NOT YET!
ALWAYS CARRY A VIDEO OR OPPORTUNITY BROCHURE AND
PROSPECT LIST BOOK WITH YOU AT ALL TIMES.
PROSPECT GUIDE
Make sure you add as many names as possible in
your first few days, then make a point of adding names to it
every day.
Under COMMENDS, tick each trait which applies to your prospect.
The more ticks - the better the prospect.
Keep using the memory jogger to add more names -10 names a day
.... it's the profitable way.
C - Credibility
O - Open Minded
M - Money Oriented
M - Miles - within a 25/30 mile radius
E - Entrepreneurial
N - Network Experience
D - Dissatisfied with work
S - Successful / Self Employed
| NAME ...................... | TELEPHONE ......... | C | O | M | M | E | N | D | S |
I've made a list but what do I say?
Avoid prejudging friends who you think may or may not be interested. Only mention Kleeneze if they insist as many other people will prejudge the opportunity.
Hello John it's Tony. How are you?
(Brief Conversation)
This is just a quick call. Are you aware that I have been
involved in my own business for ________ and it is going
extremely well. We are due to expand into your area soon and I
was wondering if you would like some free information on what we
are doing.
Reply: "What is it?"
I knew you would be interested but it would take too long to explain over the phone. I'm going to send / drop in a 15 minute video for you to look at . It will explain everything. Talk to you soon. (Put the phone down.)
*****************
Many new distributors lack the confidence to do this on their
own from day one or even once they have had their first few weeks
retail success. This is where the new distributor can use the
experience of their sponsor or upline Gold Distributor.
Likewise, if you have sponsored someone, this is how you can help
them find their first few people to sponsor. It will
help the new distributor stay in the program; and lead you to
others even if they do drop out!
The distributor makes the list and the sponsor makes the third party phone call as follows:
Hello, can I speak to James please?
Hi! My name is Tony Briffa, How are you?
I am calling on behalf of Fred Smith. I don't know if you are aware, but Fred has recently become involved in his own business associated with a British plc.
Fred and I are working closely together and Fred is doing extremely well. He has already earned £____ in his spare time.
I have been involved in my own business for ____________ and am now earning ___________ a month. The reason for the call is to see if you are interested in receiving some free information as we are expanding in your area. Of course there is no obligation.
I will ask Fred to post you a 15 minute video. It has been a pleasure talking to you and I will call you in a couple of days - on Friday evening.
All the best James, bye.
( The phone can be passed to the distributor at this point to confirm "It's true what ......... has said. My turnover was £......... last month - it's going really well. I'll put the information in the post to you today.")
If the prospect wants to know more then just respond by saying - " It will take too long to explain over the telephone; it's all in the information we are sending you"
(courtesy of Tony Briffa)
Contacting people on your and your downlines lists is crucial to the rapid and successful growth of your business. It is cheaper, faster and more successful than advertising. Advertising is also very important, as you can find even more people to find out who they know!
Copyright © Richard Roberts 2001