A List of Names
It was back in my early twenties that I first heard the concept of developing a names list. I was sitting at my parent’s dining room table where my boyfriend (now husband) just finished showing me a business plan. I remember him distinctly saying, “Who do you know that we could share this idea with? Let’s write their names down.” We both took a sheet of paper, separated for 20 minutes and began to write down names. We got back together and I handed him my names list, full of 7 potential prospects. Needless to say, I had a lot to learn about Network Marketing!
Producing a names list seemed like a big commitment to me when I first entered this industry. I felt that if I wrote down a name, I was committing myself to share a presentation as soon as possible, even if it was poor timing in the prospects life. Have you ever felt that way? I have since learned that compiling names and information isn’t always for an immediate approach (contact), take off (presentation) and landing (registration).
After handing Lance my 7 names that first day, he wasn’t impressed. In fact he laughed and turned me around to “go try again.” So, I did and returned after racking my brain for 5 more people, who I could “see” getting into our new business. This would be my first lesson in network marketing. As I handed him my list, he handed me the phone. I was rejected 10 times, leaving me with 2 yes’s, thanks mom, and my best friend Jamie. By the end of the day, my immediate approach (Without knowing what to say), my take off (Without knowing what to show), resulted in two CRASH Landings! Two “No’s and I was out of business.
Well I was out of business….Until the next day when Lance came over with a yellow pad of paper for his new business partner (Me) and said this, “Write everyone down that you would invite to our wedding.” Well, now he was talking! After an hour or so, I handed him my most prized names list, full of family, longtime friends and even some new acquaintances. The list even had phone numbers and addresses.
I was ready!
The names were flowing, I felt free to write these names down because I wasn’t having to prequalify if I thought they would suit my business. I learned a BIG lesson that day, “Never pre-qualify a potential business partner. The ones you think will join, most often won’t and the ones that you think won’t, often will!” This took a lot of trust and confidence after my first nights attempt. I was confident that we would be using a different flight plan.
Some lessons and resources that have helped me through my networking years.
1. You must develop a names list and add to it daily.
2. You need to write down as much information about your prospect, to see when/if ever they would be a good fit for your business, then tailor your presentation around their needs.
3. Before you personally contact, know how they will fit in your team and where they will be placed. Give them something to lose or miss without making a decision.
4. While you share the business concept, knowing their “why” and showing them “why I contacted you” will set you both at ease and create a team.
5. Don’t drag your feet contacting, but still pause and concentrate on your prospect before just taking off and pushing full throttle. Ease into your approach its way more comfortable for you and the prospect.
6. Know that there will be “No’s”, but their “No” isn’t the end of your business… in fact, you are just closer to a “Yes.”
7. Never scratch someone off your list. We don’t always know what’s happening in people’s personal lives. They may not be a yes now, but they could be a yes later.
Contacting was my scariest exercise in this business. It still takes hours of practice for me and lots of role playing with Lance. Naturally, I’m a very shy person and being nervous on an approach doesn’t come across very well. One of my greatest lessons on contacting was when I read the book; “The Nordstrom’s Way.” Nordstrom’s started as a shoe company, to improve salesmanship, a catalog contacting system was developed for every customer. Each salesman was instructed to keep a contact list which would have:
9. Recorded past purchases
10. Last attempted call and requested call back
11. Calendar to book follow up
What an incredible example of a names list that would produce a relaxed (contact) = a successful approach, (comfortable invite) and an easy landing, (plan showed)
Developing a list of names is the first step to not only business development, but it’s also a way for you to continue to dream and have hope for a successful future.