PROSPECTING SYSTEMS

Meeting with some colleagues today getting ready for a workshop we are doing, and I mentioned the concept of "Prospecting." One of my friends laughed. She had never heard anyone use that phrase before. But isn't it just totally apt? We are prospecting for gold all the time. We are looking for new customers, new business partners, and the 20% who do decide to join us in our business that will help us take it to the top.

Where are you prospecting for gold? Are you going where the geologists tell you is a vein of gold? Are you panning in a creek full of gold nuggets? Or are you dipping a net into a lake, and wondering why you are getting guppies instead of beautiful yellow stones you can take to the bank?

Gordon Hawkins described his best prospects in the category of his Natural Market: the people with whom he could relate, and with whom he liked to work. He said his market was not any particular occupation, profession, or specific needs group, but once a person mastered awareness of his natural market, he would be more successful. So how do YOU find your natural market? According to Hawkins, try these four steps:

1. List the names of the last 20 people you sold your product to, or brought into your business.

2. Out of those individuals, think to yourself, "What do I like about this person? Do I enjoy being around them?" Now place a check mark next to the names of the people you relate best with.

3. Review the characteristics of the people you like, and think about why these individuals bought from you, or joined you in your business.

4. Place a check mark by the names of the individuals you feel genuinely like you. Wherever you see a double check mark, that is your kind of person.

These people represent your Natural Market. So now take a look at people that might be included in your warm market list who share the characteristics of the people you like and that like you, and if they meet the four basic requirements (see Blog Post 12/20/2009), they should be next on your list to talk to. Next go to the referrals from people you know. Then how about the people you write checks to each month? They should at least be willing to give you a few minutes to hear about your products or business, and if they aren't interested, perhaps you need reconsider those relationships.

Happy Prospecting, and keep panning for GOLD!

Kaaren