But you know the bottom line is, is that you have to find people. So where do you
find people? Because you're not going to cold call people that you don't know.
Now if it's a warm lead, or somebody says, "you know there's that company over there..
..they probably.. I just was talking to the owner..", it's a little bit different right?
Now it becomes somewhat "warm", you want to do a lot of that. So here are some options for you..
Number one; the first thing you can do is you can be normal and have a life.
Number one, normal and have a life. I have got
clients right now that their marketing plan includes walking of the dog, and
that is one of their revenue streams. Walking dog. So when you make sixty
$60,000 a year walking your dog, you put it in your business plan.
Now how does that work? People with like interests actually will
talk to you. So you're walking your dog, and you're in the park where the dogs
walk in downtown Toronto, and there are people walking dogs, so you bump into
people with common interest, and automatically you have a natural
connection with that individual. Have you ever noticed that? Have you ever had family
members, or kids, or something that are in a sport and you go with the sports
playing, you already got the connection with those folks. If you're a part of an
association where people have certain beliefs, and values, and structures, you're
already connected, kind of already, and then it's about, you know, how you work
that out, and then from there, because people like to work with people that
they work with, or like, and naturally know and you have common interest with,
you start having a conversation and it's really relaxed. There's no hunt going on here.
It's like, "Hi! What do you do?.. Oh I do this for the moment.. what do you do?", a
little of chitter chatter, "Oh really? Well you know what, we might be needing your
services in the future. Give me your card." Dog walking. Now, I would have not
believed that probably 10 years ago that you could make $60,000 a year from one
revenue stream by walking your dog daily. How many people would have thought that
would have been a first choice? Honestly, right? But honestly, if you get around
people with like interests, they're going to have a natural connection to who you are.
Now this requires effort. You will have to have a life. You will
have to get out of your house, and you will have to do something that you
normally do. I have another client that turns around, goes grocery shopping. Oh my
goodness what a radical concept, grocery shopping, and they actually bump into
people at the grocery store, all the time, because they are having fun, they're just
making it light, they're making it easy, they're approachable, and people walk up
to them and say the darnedest things. "Nice melons" (audience laughter). Really, right?! I mean it starts a
conversation, you have a laugh, and you get going, and before you know it you're
passing on a card or two, and another 15 or 20 thousand dollars, where the
business can come from just random context, but they're not random. So think
about your last number of weeks. We've just gone through a holiday season, and
how many of us have actually gone to the place where we actually looked at every
time we went out, as an opportunity to bump into some people? Right? Okay.
Have you noticed that I'm wearing a suit? Right? If I go in my sweats to wherever,
and I don't have my hair clean, and you know, shaven, and all that kind of stuff,
and I look like this, what does that tell people if they bump into me? You have to
be prepared for those chance meetings, because they happen all the time, right?
If you're a fitness instructor, you're in sweats! And you will want to "look" your
job right? You will want to look.. really you will.. because they know "yeah of
course you are. You must be quite successful, because you're just coming
from.. yeah okay it makes sense!" So you want to dress the part.
(Audience comment) "But everybody looks like they're going to the gym these days".
They all are, aren't they? My kids, I have my kids home-schooled, so we have to
negotiate with them to get them out of their pajama sweats, so that they will
actually put on real life clothes, because they're like, "Why do we have to?", because that's
the way it works, right? We want you to actually know what it feels like to
dress accordingly and have a habit of dressing (chuckle). So you have to
have the same kind of habits. You have to have a habit that gets you ready to go
out and wait for opportunity. You have to know that opportunities will come and
you have to take that opportunity and seize the opportunity in the lifetime of
the opportunity. If you've got 30 seconds to make an impression everything counts,
and it could be the biggest deal that you've ever done.