Calling Warm Leads

I have been asked many times about calling warm leads. It does help if you are in a business that has a hot product that everyone is talking about.

In almost every Network Marketing business, the top leaders always tell new people to contact their warm market. This practice not only goes on in MLM, it is common practice in many businessess. The life insurance business has done this for years. I started with John Hancock back in 1986 and the first thing I had to do was to complete a "Project 100". This was a list of 100 people that knew who I was.

The idea behind this practice is that people that know you feel some sort of obligation to at the very least hearing you out. Obviously there is merit in this practice because it continues to this day.

Here's my take. If you truly believe in what you are selling or doing, you should be telling everybody you know what you do! The problem is that most people do not even know what they are selling. More importantly, they know zilch about the company they are representing. What happens is these businesses go under and often the once excited rep becomes yet another one of our tainted cohorts.

Now they join another business, it fails again, and the cycle continues. Before you know it, their warm market starts running when they see him/her coming.

I know I'm getting off topic but I cannot stress enough how important it is to really vet and really believe in the company you are trying to build. This may mean, skipping "The Fast Start" and just observing for a while, especially with start-ups. Of course, there are many well established companies out there that would allow you to skip the wait and see approach. I'll just offer one last bit of advice based on my own experience. Do not join start ups if you are wanting to build a legacy. Enough said on this topic.

Now to the actual topic ( based on the title) of this article. Calling warm leads. Assuming you are in a rock solid, stable company, you can feel confident approaching your warm market. I am going to use the example of the grand daddy of the all, Amway ( Of which I am not a distributer). Fair enough? $10 Billion in Annual Sales, over 50 years in business, debt free, has sports arena's named after them, and I could on and on.

Here's the approach: "Hey, Joe, Can you do me a great big favor. A started a new business as a distributer of a multi billion dollar international company. You may have heard of them. The company is Amway." At this point, you absolutely must pause and not say another word until you get response.

Three things could happen. A positive, negative or indifferent response. Here is the key to it all. No matter what they say, ignore it. That's right, ignore it, even if it is positive.

Here is what you say. " Here is the favor I ask, Joe. Please watch this video and then give me your 100% honest opinion.  I am not trying to sell you anything, I just really need your input. Would you do this for me?"

A very high percent of your warm market will do this for you. And then my friends, it's a numbers game. You simply wait until someone "raises their hand" wanting more information.

This was a long article for me but I am telling you it works. The formula is simple: Find a rock solid company and tell everyone. Avoid the fast talking allure of start-ups as they WILL break your heart and destroy your warm market.

One last thing for all my Amway friends out there.  Feel free to use this article.