With structure you get freedom! This is a popular phrase my up-line sponsor, who has one of the most successful teams in the business likes to repeat often.
Structure is especially important when following up with someone. If done right, it will be your most freeing way to never run out of warm market prospects, which means no cold calls, ever.
Applying structure is is not hard. The technique is like water dripping on a stone and slowly, drip by drip, makes a indentation in the stone. That’s why it is named the DRIP method. In our case, this technique makes an impression on our lead.

Why are commercials aired dozens of times within an hour or day?
Because it’s all about repetition. In the same vein, when sharing a new idea or product with a possible client, it may take 6 to 7 tries before they respond favorably!
9 out 10 just don’t get it.
So how do you DRIP your lead to a possible sale?
Start by keeping a record of all your contacts with dates and personal history. Your memory may be good but over time, as your list gets longer, it’s not that good, and remembering specific details about that person will become difficult.
I keep this information on 3x6 index cards in a little plastic container. This may seem a little throw back to the caveman but for me, this is one resource I like to do by hand, not by computer.
There is some reason to my madness, as I like sifting through the index cards and to just see how many I am getting. It inspires me!
Ok, what to do next?
Well, choose 2 days of the month which are going to be dedicated to following up with these clients.
Eliminate the active clients from your list as you are already following up with them if you are doing a good job.
This strategy is for clients that are still in the loop but no longer actively buying. You are not cold calling since you know who they are already.
You are calling these clients not to bug them about buying more products.
Your strategy is to bring them value without wanting anything in return.
You can do this simply by offering new information which can be strictly verbal and/or through email or post office with documentation, DVDs or CDs.
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At the end of your call, ask permission to follow-up with them next month.
Your purpose is to NOT WANT a reply.
You are strictly giving information to keep them up to date. You are also furthering your relationship which increases trust between you. That person may eventually begin to be active once again or not.
Eventually, as you become cursory friends where, in order to feel that they are contributing to the exchange, these leads can become real sources for new contacts which will expand your warm market indefinitely.
Teaching your team to use this technique is a smart move and easy to be washed and repeated.
This is a great technique for taking away that cold call rejection shiver that grips us all at the thought of talking stranger.
Everybody wins.