You wanted answers? You got them!

Here’s one question I found particularly interesting from yesterday’s simulcast. It came from the group at Paradis Broadcasting in Alexandria, Minnesota.

Warren, aside from referrals, what’s the best way to find new prospects?

To me, the best way to find warm prospects, after referrals of course, is to join a business organization or club. But do it with some rhyme or reason.

1. Figure out the kind of organizations your clients and prospects belong to and go join one of those. In the case of the people from Paradis Broadcasting, they’re selling radio advertising to local businesses, so naturally they should be joining organizations like the local Chamber of Commerce or Rotary Clubs.
2. If you sell to specific industry groups, be aware that each industry has their own association. For example I belong to the National Speakers Association. Most of the members are in the speaking and training business, but there are other members who sell products and services to speakers.
3. While most of the members work in that industry most industry organizations take in non-industry members. You might have to pay a little higher membership fee but, with the chance to meet hundreds, if not thousands of people who can buy what you sell, who cares about the cost.
4. Don’t just pay your dues and sit back waiting for the business to roll in, because it won’t; get involved! You won’t find a lot of hot prospects at the monthly networking sessions.
5. The problem is most people join these organizations strictly for what they can get out of it. They pay their dues, then sit back and wait for the business to roll in. When it doesn’t, they complain about “cliques” within the organization where “only certain people benefit.”
6. The truth is; those “cliques” usually are the people who do all the work. By the way, that’s why they reap the biggest benefits of membership. Or, as my kids would say, “Duh!”

Here are some tips on how to get into the “Inner Circle” find the hot prospects and get the most out of your membership.

1. Join with more than your wallet. Most organizations are dying for volunteers. The 2^nd thing you want to do, after paying your dues of course, is find out what committee has the greatest need for volunteers. Then get yourself on that committee. Believe me it won’t be hard.
2. Don’t worry about who gets the credit. Most volunteer organization committees are loaded with non-working members. These are people who join just so they can be recognized and receive credit. This creates a real opportunity for those who want to work. Committee chairs would kill for selfless workers. Most committee chairs end up doing the bulk of the work themselves. Even if you’re not made an “official” member of the committee, put your head down, do good work and I guarantee you’ll get noticed.
3. Don’t say “No” when asked to serve. If you’re asked to serve as a Committee Chair or Conference Chair, jump on it. But, what gets you into the “Inner Circle” is not being “Chair,” it’s doing great work as the “Chair.”

You’ll become well known in your organization for the work you do and people will want to know more about you; like what you do for a living. Before you know it, the prospects will be coming to you. Which just goes to prove the old adage: You get what you give.