How to Recruit the 5 Different Categories of Prospects into Your Business

Are you strictly building your business online? Or do you avoid the Internet like the plague?

Do you run from your “warm market” or think everyone is your “warm market”?

A few weeks ago, I had access to an amazing training call on how to sponsor the five different categories of prospects (don’t limit yourself to only one category… are you crazy??). David Wood, my coach and mentor, defined each category and described the methods for building your business from every kind of prospect.

It should not be an either or… Sponsor from every category! The training was so enlightening (and I took a ton of notes!) so I decided to share what I learned with you.

Category 1 – Warm Market

So, before you skip right over this category, let me explain…

Your Warm Market is the 20-30 people that trust you and that will help you if you ask for their help. These are your greatest assets in life; these are the people you WANT to build a business with and they are too important to ignore.

Keep in mind… just because you have relatives does not mean they are all your Warm Market. You need to approach these people (unless you have completely irritated them – like, have you been in 10 different companies in the last 10 months and approached them with every opportunity). But, don’t annoy them.

Would like to know an approach that consistently works? It’s the “Will you help me?” approach? You have to be authentic and be yourself! So, can you say this to your Warm Market:

“I just started a business, have to learn some things, and have to work on presenting this. Would you be willing to watch my presentation, critique my presentation, and let me know how I can make it better?”

Try it!

Category 2 – Casual Acquaintance

Who are your casual acquaintances? This could be 2,000 people or more! These are people that you consider a friend but don’t necessarily spend a lot of time with them. These are people that are “kind of there” all the time in our lives.

For example, these would be your high school friends, church friends, co-workers, etc. You know who I am referring to?

This category needs to be approached casually. Think about these questions:
1 – Where did you meet them?
2 – How did you meet them?

The way you expose this category to your business is the same way you met them (the way you make contact with them). Let me explain…

If you met them on Facebook, then use the Internet to present your opportunity through Skype, a webinar, etc. If you met them at church, go out for coffee and share what you are doing. BUT… approach them on a needs basis. What does that mean?

Listen for a need or want or desire. Do they not like their boss, do they want to quit their job, or do they wish their life was different? Are they scared about their future?

Learn about their family, their occupation, what they do for fun, and if there is a need.

Category 3 – Business Contacts

This category contains the people that:
a) You have sold stuff to
b) You have bought stuff from
c) You associate with in a business fashion
d) Referrals of business contacts

These are the people that you only do business with. These people have to be approached in a business way. Be direct and expose this category through a simple, third party tool. For example, I utilize a CD when exposing business contacts. It is easy and can be listened to in a car, on an MP3 player, etc. and does not take up a lot of their time (these contacts are typically very busy people).

How do you approach this category? Very simply… This is the magic question to pose:
“Do you keep your business options? Are you totally locked into your “real estate/insurance/corporate” business/job or do you keep your options open?”
They will say yes; you mail them a CD.

“Are you open to looking at projects outside your current business? I am sending you some information and let’s talk on Tuesday at 1 PM.”
They will say yes; you send them your third party tool.

DO NOT ASK IF THEY ARE INTERESTED. Sorry for the caps, but this is critically important. People are open; they are not interested.

Category 4 – Internet Connections

The Internet has become a great way to meet new people (or as I like to call it, your new “warm market”). Do you know how to recruit on the Internet?

First of all… do not limit yourself to sponsoring from the Internet. Learning how to recruit on the Internet will take time. So, don’t rely on just the Internet.

So, how do you sponsor the people that you are associated with on the Internet? You need to be constantly present in the marketplace in ways that are unique. Be authentic; be yourself.

Recruiting online is a process of moving people from suspects, to prospects, to people that know and trust you and want to join your team (this is not an instant process).

It is a process to get to “guru” status… You have to be authentically YOU; people are attracted to YOU. So, how do you go about this? What do you need to do?

Email your list every day with valuable content (videos, articles, trainings, tips, tools, etc.). Be present with your list using the “Triangle of Exposure”: Email, Phone, and Direct Mail (sending a post card or audio tool).

All of these methods of exposure need to include a call to action. Your list will get used to a call to action (a specific instruction on what to do next). Your list will get used to you being the authority. And, most importantly, you need to have a ratio of value to selling of 80/20 (80% value/20% selling).

Do not give up. It’s a process.

Category 5 – Heavy Hitters

The last category are the “heavy hitters”. This category is what you dream about getting in your business. Keep in mind this misconception – These people are not any more important than anyone else in your team. A lot of people that look like heavy hitters… are not.

If you are always focused on this “one heavy hitter”, you will lose the focus.

So, how do you attract heavy hitters? How do you get them? When the success is present, they will come to you (either locally, on the Internet, etc.). Heavy hitters will join with whomever they want to join with (not who necessarily shared the opportunity or information).

Starting off, you will not get any heavy hitters unless you know them and your sponsor helps you. So what do you do? Focus on producing all the time. Focus on consistency. Have a consistent vision and you will continue to product. You then start to have duplication. This will not happen unless you are consistent and in the game.

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Let’s Build YOUR Dream Together,

Andrea Petoskey
Teacher of MLM Transformation
Phone – 866.751.5606
http://www.andiepetoskey.com
http://www.successwithandiepetoskey.com

Chat Skype: andiepetoskey

“Promise me you’ll always remember: You’re Braver than you Believe, and Stronger than you Seem, and Smarter than you Think.” ~Christopher Robin to Pooh

P.S. Don’t have a step-by-step blueprint for MLM success? Click here for this blueprint (unless you are already generating 20-40 leads/day like I am!).