Whats the Best Way To 'Work' Your Warm Market?

QUESTION: What is the best way to work your warm market?

Postby oceanbreeze on 12 Oct 2008 16:03
I would like to know how effective people have been at working their warm market? What are of the techniques used in regards to inviting, presenting, closing and follow up? I am asking these questions, because personally, I have not had a lot of success with the warm market. It is quite possible that my own techniques need some polishing. I am not sure if getting a sales coach will do any good. I try to approach the warm market in a genuine and caring way. How do I come across without sounding like a sales person? I read and listen to a lot of material. It gets confusing because some of it will say, go and out recruit anyone and everyone. Then there is material that says to qualify and be picky about who you bring into your business. Any information will be greatly appreciated. This is my first question on here, so please forgive me if it comes across as haphazard.

Thanks,

Chris

ANSWER:
Stop thinking in terms of "warm market" and "cold market". The only market that matters is your TARGET MARKET. Period.

Who is your target market?

People who are already spending money in the niche your are selling. People who have a genuine desire for and are actively seking your product. Therefore if you sell arthritis therapy products and someone in your family uses it then you won't be a sales man to that person, just someone offing a sample of a product that you may be interested in.

Discover a need and fill it based on their desired out come and not NOT yours.

It doesn't have to be scripted either (scripts are for con artists and manipulative a-holes). Just ask them whether they are satisfied with what they are already using and why so you can begin an open conversation.

Your question sounds as if you are trying to convince them to "see" something instead of finding out what they may be looking for if, in fact, they are even looking for anything at all...

When you get into wanting to "share" your business and products just for the sake of "informing" your family and friends of what you are doing in business... then it can get sticky. Anything more than, "Hey guys just wanted to let you know I started a business that helps ease your rheumatoid pains" (for example) is asking for eye rolls, rejection and put downs. Why? Re-read the first sentence above.

If your family members and friends happen to fall into your target market then you've hit "pay dirt" but chances are they won't.

Concentrate on "attracting" your ideal customers and reps by providing information they are already searching for regarding your products or a business opportunity in your chosen niche/industry, and not "working" any of your warm market.

It's not about being ashamed it's about not being a "saley" sleaze bag just looking to hook a commission check form those close to him by disregarding their wants.

It's not about creating desire in or proving anything to anyone by showing them how successful you have become. It's about being of services to those already looking. How many in your family are looking? If they are anything like everyone else's family not many if any.

The perfect example is this forum post. You expressed a need by asking your question and the community responded... we didn't go to your profile and assume you were here for one reason or the next and try to sell you on our solutions. If you never asked we would post.

Discover a genuine need through listening and fill it. Nothing more. Nothing less. If they haven't expressed a need then there isn't an opportunity there for you to offer your solutions (ie. business op/products/services).

Malika