A home-based business is like a traditional business when it comes to prospecting. All companies need customers or customers. We will discuss how to achieve it with the hot market and the prospect of the cold market. Before a person becomes a client, he is referred to as a prospect.
Most people make the mistake of thinking that anyone in the world is a potential prospect. In theory it could be true, but by adopting this scattergun approach you will probably be disappointed by what you will get.
Using this approach, the people you deal with will probably not want your product or service, or they will not be able to afford it, or they will not even be interested enough to get to know it.
You will also waste an enormous amount of precious time and probably a good portion of your other resources as emotional energy and money.
As noted in a previous article that I wrote, “Choosing the ideal target market for your business based on your home”, I firmly believe in exploring yourself and your potential prospects to find yourself in the ideal target market.
Ask a series of well-designed questions to find out how the market is, where they gather in your community, online, and what other interests you might have on the market that you can draw from.
Prospecting of the hot market
Many new people in a home business will be advised to go after every single soul they know and ask for their business. This is referred to as your “hot market”.
I think it makes sense to let all these people know you’re in business. After all, if you opened a new shoe store in the city, would you probably do it right, The difference is that you would not expect everyone you know to abandon what they are doing to buy a new pair of shoes or to come to work with you.
Too many people expect their friends and family to do just that. The result is that they are often hurt by their negative responses, or we hurt the relationship because of the pressure we applied to them to buy our product or service.
Approach your warm market in a gentle and carefree manor. Do not be attached to the outcome of the invitation “let’s do business”.
Here is a key to having the strength to last in your business for the long haul. Have full confidence that you will find all the perspectives you need to succeed, but do not expect a particular person to buy from you or follow you in your dreams (hey, it’s YOUR dream – not theirs).
The secret is learning to detach emotionally from the individual “results” of prospecting. Expecting your best friend to support you without being detached from the result can cause serious problems. You must allow people to choose their own path while remaining true to their own.
Prospecting of the cold market
The perspectives of “Cold Market” refer to all the others in the world that you do not know. Like it or not, you’ll probably find most people for your home business from the cold market.
The good news is that branching out into the cold market can be an incredible adventure. I highly recommend embodying this perspective which will be a wonderful opportunity to expand your world.
You will meet all kinds of interesting people and hopefully you will develop many new relationships. You will learn new things and you will truly grow as a person.
People want to do business with people they know, like and trust. Become that person by contacting other people and using them.
The Internet offers a lot of ways to attract potential customers. Be careful to spend a lot of money initially on words, banners, ads, etc. Instead, explore forums, chat rooms, write articles on the Internet to educate others about your field and study the Web 2.0 trend of social marketing.
We all know that driving people on your website can also work wonders. Provide something of real value to your visitors in exchange for their e-mail information. This will allow you to continue adding value to them that will build their trust and their business at some point.
Prospecting is a science, an art and absolutely one of the most important elements for success in your home based business.
John T. Kelly