Learn the Art of Prospecting in Your Personal Network:
What is Prospecting?
Prospecting is the art of looking for customers and partners for your business. We call it an “art” because there is a “method to the madness,” and when you master it, you’ll never run out of prospects again.
Why do we start in our Personal Network?
Because these are people we know, like, and trust, and it’s mutual! So why shouldn’t they get the chance to join as the very first in your team. And because of the mutual know, like, and trust, you’ll have a 10 times better ratio of people saying yes to you.
The aim of this module is to teach you how to make your “Who Do You Know” list, categorize it, and also reach your second circle.
The Golden Rules of Prospecting:
Be curious and don’t judge people before you know their dreams and challenges (both physical and existential). Always remember that the person you’re talking to also has 250 people in their first circle. Maybe that’s where you’ll meet your next superstar! And lastly, always get the contact information. When you meet new people, always get their contact information to connect on social media.
How big is your Personal Network?
Your First Circle: This includes all the people that you know and that know you: family, friends, colleagues, people from schools, courses, churches, training centers, etc. These are people who, if you called them, would recognize you since most of them also have you in their phone. Science tells us that our first circle consists of about 250 people on average.
Your Second Circle: This is the 250 times 250 = 62,500 people that the people in your first circle know! Those people are very easy to access with a question like “Do you know a good plumber?”
Your Third Circle: These 15,625,000 people are the people in your first circle’s second circle!
Do you get the picture? When you master the art of prospecting in your personal networks first and second circle, you’ll never run out of people to talk to. This is the power of networking, and it’s completely natural!
1. The Onboarding List of Prospects:
You create this list of about 20 prospects together with your coach at the onboarding meeting, and it will get you started on your journey towards the four start bonuses. It is described in depth in Skill #6 Onboarding.
2. Your “Who Do I Know” List
This is a dynamic list that you keep expanding daily, both when you remember people from your past and when you meet new people. It starts out with everyone you have ever met, even people who are dead and animals (they will serve as “memory pegs”).
In the process of creating your “Who Do You Know” list, you’ll encounter your worst enemy regarding success – your “inner voice.” That little voice inside your head that’s talking “shit” to you all day long.
The aim of the “Who Do You Know” list, besides getting all the people in your life out of your head, is to silence the little voice in your head saying stuff like “I can’t do it,” “she’s not interested,” “better give up,” or “what would he think about me.”
The task is to write down the names of every person you’ve ever met in your life. There are eight steps. The target is your age times seven names on the list. You should start developing this list within the first two weeks after registering:
- 15 min: Write down all names from your phone.
- 15 min: Write down names of people that you actually know on social media.
- 10 min: Write down the names of people you’ve studied with.
- 10 min: Write down the names of people you’ve worked with.
- 10 min: Write down the names of people you’ve worked out with.
- 10 min: Now let’s “jog” your memory: Who do you know that is working as a: acupuncturist, actor, advertising agent, architect, antique dealer, artist, assessor, author, baker, barber, bartender, biologist, blacksmith, bookbinder, bookkeeper, bookseller, bricklayer, bus driver, butcher, carpenter, chauffeur, chef, chemist, coach, computer programmer, construction worker, consultant, dancer, dentist, designer, dietitian, director, doctor, doorman, driver, editor, electrician, engineer, entrepreneur, event manager, farmer, fashion designer, firefighter, fisherman, florist, gardener, geologist, glazier, graphic designer, grocer, hairdresser, historian, housekeeper, IT consultant, janitor, jeweler, journalist, judge, kindergarten teacher, laboratory technician, lawyer, librarian, locksmith, machinist, manager, marketing specialist, mechanic, messenger, midwife, musician, nurse, nutritionist, optician, painter, paralegal, pharmacist, photographer, physical therapist, physician, pilot, plumber, police officer, politician, postman, printer, psychologist, real estate agent, receptionist, reporter, restaurant owner, salesperson, secretary, security guard, seamstress, shoemaker, social worker, software developer, soldier, speech therapist, stewardess, store manager, tailor, taxi driver, teacher, telemarketer, tour guide, translator, truck driver, veterinarian, waiter, welder, writer, YouTuber.
You could also “jog” your memory with first names and surnames.
3. Now sort your list into 3 categories:
Your Top List: These are the people you most want to work with, people who are already successful, and people who already have experience with network marketing. These are people we don’t want to “burn our bridges” with due to a “failed” invitation.
Your “No Go” List: These are people that you, for some reason, don’t want to contact, or they’re on your list primarily to remind you of other people. But don’t put people on this list because of fear of contacting them. Let’s solve the fear later.
Your “Practice” List: This is the rest of the people on your Who Do You Know list. These are people that would be nice to have in your team but you’re not so emotional attached to them saying “Yes” as the people on your Top List.
4. Always ask for References!
This is probably the most important part of prospecting in the long run. Many partners have built their business using references. Here you go from your first circle to your second circle with a simple question:
“Hey, I’m building my own online business and maybe you can help me. Do you by any chance know anyone who is looking for an extra source of income? Or do you know people who have been working in direct sales companies like Herbalife or Forever Living?”
Most people love to help in this manner. If you can, get some names and their contact information, and invite them to a short presentation (SP). Remember to refer to the person you both know who gave you the name.
Keep putting names on your list
Your “Who Do You Know” list is your primary tool in building your business! From now on, you keep putting people on your list whenever you remember people from your past or meet new people. Or as the saying goes: “Two people a day bring freedom my way.”
Where do you keep your list?
You can keep your list in a Word document or better in a spreadsheet, or even better in a dedicated CRM system (ask your upline).
Quiz for Learning:
- How many people are in your fourth circle?
- Why is it important to “win the battle” over your inner voice?
- Why is the “practice” list important?