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The Spiral Notebook Plan
proposes
3
kinds of lists.
1. Master List -
list
everyone
you know
and
all new contacts.
Just empty your brain on paper. Should this list include
non-prospects? Yes, a non-prospect name can sometimes help you
think of a good prospect. You may see your doctor as a
non-prospect. He is too busy, too settled in
his profession, financially secure, not open minded. As you
enter "Dr. Jones" in your master list you think
of someone who works at his office, an unrelated guy named
Jones, or someone who looks like the doc's receptionists.
That's how the human mind works. Thoughts and memories are
interconnected.
2. Prospect List -
Go through your master list and put a star
by all the names you plan to call or approach by mail. These
are your prospects. Put 2 stars
by the really good ones. One might be good because
he is your friend. Another might be good based on
a dynamic spouse, networking experience, personality,
talent, or location. To me, a prospect in Honolulu will get extra notice because I want to build a leg over
there.
Your Master
List
and Prospect
List
are one and the same—being distinguished by the stars. You
might have 40 pages of names
(in
a 7 x 10 book we get 5 names per page)
with 70 of them starred. For now, focus on the 70. Start making
calls. Others might later become
prospects.
Some prospects will be
stand-offish and defensive. Others will be receptive. You
have to learn what to say, what not to say, how long to
talk, and how to evaluate people's interest.
It's like shooting
pool. You look at the table and choose your best shot. Be careful not to shoot too hard.
It's good to be aggressive in some cases; other times it's
good to be cautious. You
also must think ahead. Even if
you don't play pool this ought to make sense to you. |
(a) Work multiple
prospects at the same time.
If you are pursuing 20 prospects and 3 turn you down, you'll think positive thoughts about the remaining 17. You
might quit if you work 1 prospect at a time and the first 3
turn you down.
(b) Be cool.
Don't cover everything you know on the first call.
Call #1 is for setting the stage.
(c)
Develop some openers.
"Pat, do you know
anyone who owns a washing machine?" "Could you use an extra
$1,500 a month starting this month?" "I think I've found
something. Are you still looking for a way to make more
money?"
3. Six Most Wanted List
-
a week
into your first effort you can re-evaluate
your prospects. Some that were really
negative should be crossed off your list. Others will have become
your favorites. Many are in the middle.
Choose 6 for special attention:
those who are most likely to say yes within a day or two and
those with the greatest potential even if their interest is
uncertain. Write your Most Wanted on a separate sheet of
paper.
Include
names,
email addresses,
phones, and notations.
Look at your Six Most Wanted List every hour and act on it
often.
This list will change
frequently! Once someone signs up, they are no longer a
prospect. Remove those names; add new ones. Take people
off if they've convinced you they're not such a great
prospect. If someone tells you their daughter has just been
diagnosed with a disease and they're not going to be looking
at anything right now, that's pretty strong. They have to
come off the list.
A Six Most Wanted List is for prospects that can be "worked"
and "resolved" within the next few days or weeks.
A third reason for removing someone is if you have a hang-up
and can't bring yourself to contact them.
Work your Most
Wanted people for yourself and for your prospects' benefit.
Call them. Visit them.
Send emails. But don't smother them. Send letters. Offer to
do a load of laundry for them. Lend them an air purifier.
Give them a gallon or two of water. Offer meetings.
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When you can, reach
through your own prospects and contact their prospects.
Try to get "someone else" from every prospect.
"Mary, if you do this,
who are the first 3 people you will call?" "How about if I
call 1 of 2 of those on your behalf. Let's see if they will
listen to a LaundryPure call?"
Use your
Six Most Wanted List
as a talking point.
"Joyce, you are on my
Six Most Wanted List. I see your name and think about how
much this can mean for you every day. What do I have to do
to get you to say yes? What have I failed to say?"
Sell the calls and our
system, not the whole ball of wax.
It takes time before a
new person will be convinced that Vollara is great. Vollara
is a too big an idea. It's a company, a product line, and a
networking system. People like to take their time before
endorsing a company.
However, after only 1 LaundryPure or Million Friends call you can
ask, "How do you
like our system? These calls are free. They're here to help
you...and at no cost. Isn't that a nice benefit?"
It's not hard for a prospect to admit that our system is
excellent.
Then you say,
"I want to work with
you, Duane. I'll keep reminding you to use our calls. I'll
be your mentor when you put your goals together. This is the
real deal. Why don't you say yes? You can get a LaundryPure
Pack, a Fast Start Pack or both."
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Simple to
understand
