Last week I covered identifying potential prospects for your business. This week I’ll review rating those prospects to maximize your return on investment through the time spent recruiting into your business.
BTW, if you want to get a leg up on this process, check out my series “You Can Win.”
To further prioritize a prospecting list, the second step is to rate individuals on a scale from 1 to 10 with a corresponding color code for each group. This makes it easy for when it’s time to make phone calls- instead of recruiting down, you’ll be able to use this list to recruit up, which will more effectively allow you to grow your business.
To break down your list using this method, begin rating each individual on your list by the following criteria:
- 1-4s or BLUES: People in a lower income level bracket. These individuals usually make $25,000 or less annually and have no formal education. They tend to have low self-esteem and aren’t motivated and don’t like to work.
- 5-7s or GREENS: These people tend to be your friends and peers. These are people making between $35,000 and $60,000 a year and have a formal education. This is essentially Middle America, and 90% of the people you will talk to and interact with will be in this group. These are individuals who are often beat down by current job situations and are looking for new opportunities to increase their income.
- 8-10s or REDS: People you look up to who are high achievers and in higher income brackets. These are entrepreneurs or successful small business owners who have a great work ethic. These are the people to look out for, as they will be the individuals who will explode your business!
As you begin to use this system to organize your prospects, you’ll get a better idea of who you should be looking for as you make new connections and grow your list. As you develop a better understanding of your ideal prospects, you’ll be able to grow a stronger and more profitable network!
P.S.- My Train the Trainer workshop registration is going strong – get more info here. Come and join some phenomenal people interested in building their business, just like you!