Plenty of Prospects
One of the first things you should teach new
distributors is to make up a prospect list. Ask for at
least 100 names on each list; some people will be able
to include many more.
Where will all these names come from? Start with
the prospects' personal address books, the ones in
which they list the phone numbers they call. Then ask
about people they've worked with -- some of the
prospects may have business cards stashed away in
drawers. Suggest also people who share interests and
people who belong to groups they've joined.
More than likely, your new distributors will
already have lists they can use. Do they have
children? Ask about school rosters. If a prospect
belongs to a community group, find out if a membership
list is available.
At the beginning, tell your new distributors not
to try to be selective but to make their lists as large
as they can.
The reason is psychological. If a new distributor
starts out with 10 names and the first three people
turn him down, he's likely to be discouraged. But with
200 names to prospect, the loss of three isn't any big
deal. Your new distributor still is looking at a list
of 197 prospects. Eventually, your new distributors
will recruit their own distributors.
