Several years ago I had the opportunity to hear Diamond Director Sterling Otteson (who happens to be in my upline) speak to a large group of USANA distributors. My topic for this post comes from the indelible impression Sterling made on me.
Sterling walked to the front of our group with a large fishing tackle box in tow. He then proceeded to explain – with passion – the various lures in his tackle box and which particular fish could be caught with each lure. I don’t think Sterling was trying to be humorous, but I can tell you, he had the entire room laughing and sharing his enthusiasm. It quickly became obvious to all of us that he was an expert on all things fishing and my guess is that Sterling’s “why” is that he wants to spend the rest of his life fishing!
Sterling drew some entertaining parallels between the lures in his tackle box and methods of prospecting. As I’ve become more educated in our industry, I’ve added to that initial list of lures. I’ve learned how important it is to have several “lines in the water” because we simply don’t where our prospects will come from or what will pique their interest.
- Initiating conversations with people you know, face-to-face
- Telephoning people you know
- Sending a personal letter to people you know
- Running a small, classified ad directing people to your voicemail
- Purchasing lists for a direct mailing
- Asking friends and family members for referrals
- Posting flyers
- Leaving Health and Freedom Newspapers around your town
- Conducting an opinion survey
- Leaving business cards everywhere
- Participating in a lead co-op
- Operating a booth at a fair or convention
- Sticking audio tapes under windshield wipers
- Wearing USANA logo merchandise
- Mailing postcards
- Internet promotion
The lures in your USANA tackle box are many and varied. They can cost nothing but your time or expand to sophisticated advertising campaigns that are very expensive. The important point is that you must always have several (at least three) lines in the water! You are the one casting the lines so it’s up to you to determine which lures best fit your talents and financial resources. With some testing, you’ll learn which lures pull for you. Remember, fish are comfortable where they are. They’re not going to just jump in your boat. And chances are pretty slim that you upline is going to fill your boat with fish for you. So go ahead…post a note on your office door – “GONE FISHIN!”