You may not have heard of the term ‘warm market’ before, but if you are participating in an MLM (or any other business venture) you should know what it means. Your warm market consists of people you already know: family members, friends, coworkers, etc. Because you already have a relationship with these people and they (hopefully) trust and respect you, they are an invaluable audience when it comes to marketing your products and services. There is a fine line between successfully pitching to your warm market and annoying them, so be cautious when it comes to warm marketing. In order to best prospect your warm market and get positive results, we have compiled several tips for you to use to your advantage:
Keep it short and simple
One of the worst things you could do when prospecting your warm market is to make them feel trapped with an overly-long, overly-complicated pitch. Approach them in a friendly and natural way. Keep your pitch short and simple, use layman’s terms, and approach your warm market with familiarity and respect.
Don’t make assumptions
You know what they say about making assumptions. When trying to prospect your warm market, don’t assume their answer will be a ‘yes’ or a ‘no’. Pitch to them from a middle-ground so that they can see you recognize both answers, but do so in a way that makes them inclined to agree with you and purchase a product or service.
Put yourself in their shoes
If you can’t connect with your warm market, you have already lost any chance you have of winning them over with your pitch. Try to find common ground and use that to your advantage. By putting yourself in their shoes and prospecting from a common ground, you are more likely to win over your warm because they will see similarities with you.
Don’t burn bridges
Learning how to take ‘no’ for an answer and when to back down is an important part of prospecting your warm market. If you are constantly pestering or aggressively pitching when they have already declined, you are certain to burn bridges you may not be able to repair later. Treat your warm market the way you wish to be treated and avoid making enemies.
Ask for referrals
Even if someone says ‘no’, that doesn’t mean they aren’t willing to help out in some way. Don’t hesitate to ask them to share the word about your business venture, but make sure that you are being polite when asking them to help you out. Likewise, always be sure to ask those who say ‘yes’ for referrals as they will be able to refer others to you by providing firsthand experience of your products or services.
Everyone has to start somewhere when it comes to finding business prospects and your warm market can be a great group of people to approach when you are just beginning. Remember to always be polite and kind: you won’t have a warm market very long if you’re burning all your bridges with bad behavior!
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