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F.O.I.L

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Kaboodle Gifts:
F.O.I.L

No I am not talking about Reynolds wrap. FOIL is an acronym for:

Family
Occupation
Income
Leasure

This is how you break the ice when cold contacting for your business. What is cold contacting? Well in a nut shell it is any time that you introduce your business to someone that you don't know. This might be a neighbor, a store owner, a buyer for a group or major retailer, etc.

In order to break the ice start by using this method. Look the person right in the eye, introduce yourself and shake their hand. Most people are brought back by this because we live in a world of me me me. I have to hurry up and get my coffee because I am late for work. Can't you see that I am in a hurry? etc

Slow down a bit and work your way into a conversation let me see if I can create a situation:

Okay here is the setting, it's early morning, you are on you way to work and stop at the local gas and go. You hear someone talking about the economy.......

Riley: I wish this economy would pick up so that our family could get away more often;
Scott: How many kids do you have?

Riley: 2, been married for 25 years, the kids are grown and hubby and I are looking forward to getting away more often now. ( you have used the "F"oil) you found out how many are in the family. This is an ice breaker but keep in mind the person you are talking to is apprehensive because no one talks to them this early in the morning. Let's move on

Scott: Riley, what is it you do for a living?
Riley: I am a forum owner.
Scott: What's a forum?
Riley: It's place on line that I operate where people can come to relax,chat and even sell their products if they choose to. (You have used f"O"il) You have talked about occupation, and as well got the other person to talk about themselves. People love to talk about themselves. Even though you are already a member in 50,000 different forum and you know what they are, let Riley explain it to you. You will befriend Riley, make her feel good that she is being listened to and also make g=her feel that what she is doing has purpose. Let's continue:

Scott: A place to sell your items? Wow that's great. I own my own business and am always looking for different venues to get my product out to people. What's the address? ( what you are doing here is making a business contact with someone that you befriended over a morning cup of coffee at a local gas and go. You found a place to increase the eyeballs looking at your products and Riley found an additional; member of her forum that can add new products to her site. In turn she has found someone that will increase her forums site visibly by the new  SEO opportunities and also increase her business income form the purchase of a store, as well as Scott finding a new venue to sellhis products. Let's continue:

Scott: Is there a lot of financial opportunity in selling personalized products on your site?
Riley: Yes here is a lot of income potential, we have had several members that have joined that haven't sold anything on other venues, but are selling on our site. Confidentially speaking, one of our members sold $5,000 in product last week. ( You have uses fo"I"l) What you have done is got down to the meat of the conversation. Scott broke the ice , made a new contact to sell his products and Riley got a new customer. Let's continue:

Scott: So what do you do for leasure time?
Riley: Well when I'm not burning the midnight hours our family likes to get away for long weekends and camp, fish, hunt, things like that. What about you?
Scott: It's been a long time but I like to fish , hunt, snowmobile, ride dirt bikes and street bikes.
( you have used foi"L") You both have found out what each other likes to do away from the "office"

Riley: Look Scott , I have to go now but here is my email address, send me some additional information about your products.

At this point it is important to have two(2) business cards with you. Take the first one and get Riley's e mail address on the back of it. You keep this one because this is the contact point that which you can get hold of Riley, be it to sell on her forum or sell her a personalized product. You keep this card it goes into your pocket. The second card , with your business information goes to Riley, she keeps it and contacts Scott to see if he is interested in becoming a member of her forum and selling venue.

That in a heart beat is cold contacting. I didn't know Riley before I stopped to get gas and coffee, in the time that I was in line to pay for everything I used the FOIL method and got all of this information. Go home an sell her a personalized product while you are signing up for her forum and stores!

This is one way to cold contact.

Another one is qualifying your buyers.

At the gas and go you see another person that looks like they really want to be sleeping right now.

Scott: Excuse me, hello I'm Scott. I own my own personalized business. I sell personalized jewelry, security blankets and a bunch of other personalized gifts. DO you know any one that collects frogs?

FroggysPad: OMG I do. I have a huge collection of frogs. I absolutely love them.

Scott: Wow! Really, I'm running late right now but if you could give me your email address I 'll send you some links to some things you would be interested in.

(again two business cards one she writes her information on the back and you keep, the other one you give her).

Now, let her wait a day or two for your links. You don't want to come across as being eager to make a sale. Don't email the links till 3 days have passed. This tells her that you don't need her business and in most cases, she will contact you wanting to know where the links are. Thus making her more likely to buy your personalized frog items

This is called postering in the Sales world.

EASLING2008:
 :o <<||  kaboodle, you really got me thinking,  What a great perspective and actually so easy to understand.  If the CEO's of the of the banking had half of your perspective our economey wouldn't be in the toilet now.  :-* :-* :-*

Anothertime:
 <:) ?:):  Another excellent helpful post... thank you  :-* :-* :-* :-* :-*

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