lead strategy
One Little Question That Will Immediately Qualify A Prospect
We as marketers have to know the fine art of conversation. Not just how to have one, but also how to spin one to go the way we want it to go so that the end result is positive for us and our business. And we have to know how to do all this without being insensitive or pushy to the person on the other end of the exchange.
Now we know that we will never know if a person is really a good prospect until we qualify them. That means we have to find out if that person has a use for our product or is looking to make a change in their life that may include our business opportunity. We need to uncover as much information as possible about the person to answer this question. So we start out by building a rapport with that person and asking general questions about their lives. “So, what do you do?” “How long have you done that?” “Do you like it?”
But to uncover their hidden motivations or needs, we have to stop the chit chat and ask the question that allows us to turn the conversation toward a solution for them and a sale for us. After you find out what they do and whether or not they like it. The next question sets you up to uncover their dreams and gives them a chance to explain why you should approach them.
Here’s what you say: “Have you ever thought of doing anything else?”
If they say no, then they are no longer a prospect. They must love what they do and that’s great.
If they say yes, allow them to expand on that thought to include what else they really wanted to do. Then introduce them to your industry and ask them if they have any experience in network marketing. Be very upfront. This will go a long way with your credibility and positive experience. This is not the time to be secretive and invite them to an undercover meeting with half-truths and decoys.
The same sentence can hold true with a potential product-only customer. Ask them what their experience has been with certain products and if they mention anything negative, ask them if they have ever thought of using anything else. Then introduce your product if they answer in the affirmative.
Let them tell you they are looking for something else before you approach them with a solution and your results will be proof positive that this approach works.
Use these questions on people you meet as you’re out and about, on social media friends and connections, and people you haven’t spoken to since high school. As long as you first build the relationship and then find out if there is a need, the conversation will not be not be met with rejection. They may even thank you for being so helpful.
I’d love to hear your thoughts and even your own qualifying questions that you use. Please share this content if you like it and remember to sign up on the right for more free marketing training for network marketers.
Gretchen
P.S. Here’s what I highly recommend if you are you still not sure what to say or need more quality prospects? http://bit.ly/EndlessFreeLeads
Mike Dillard’s 6 Steps to Success in Network Marketing
These days Mike offers lots of products to show you how to successfully build a network marketing business, but boil all that down and what do you suppose he actually did to be so successful? There had to be a time when he didn’t know what to do either; when he was trying to figure it all out and he developed his leadership skills in the same way we all have to. He started in the same place we have all been. But then he cracked the nut and figured out a plan to change his level of success.
Here are the six steps he followed right from the horse’s mouth:
1. He started treating it like a real business, not a hobby. He got committed. In other words, you have to do it every single day. Sporadic doesn’t cut it in the world of network marketing.
2. He increased his value to others by buying products and training courses on marketing and personal development. He used what he learned to turn around and give value to his downline and followers by sharing his knowledge.
3. He started selling himself and his other leaders, not his opportunity, which generated attraction. Then he marketed and sold his system to his prospects.
4. He led with this funded proposal in the cold market which targeted other network marketers and generated endless free leads of people attracted to a successful system.
5. He promoted his company’s product in his warm market which built a sizable customer base.
6. He developed an awareness for finding leaders in his downline’s warm market.
To me, this clarifies a distinction between the way a marketer should treat their warm and cold markets. He used his warm market to sell his products and the cold market to sell a marketing system that would increase their (and his) lead-flow and cashflow.
These steps also show the evolution we all can follow to increase the size of our own businesses. When we first begin, we must concentrate on increasing our value to others by learning everything we can about marketing and personal development. Then as we market our knowledge and our marketing system, we will grow a fan base of our own through which we can make upfront cash through the sales of the system, affiliate products, and ultimately our primary network marketing company.
Introducing our company to our family and friends just through a product-style approach removes the rejection and can increase our customer base while we sift through people they may know for people looking to make a change.
Mike placed the highest value on number three, which follows the general rule of thumb in business which is that the fastest way to get rich is to solve other people’s problems. I challenge you to commit to this 6-step plan and watch your business take off in the next 90 days. If you’d like to brainstorm ways to do this, please feel free to contact me.
Internet Marketing Q & A: Your Questions Answered
I have come across many questions from people in the course of building a network marketing business online and I would love to share the answers and allow you to ask your own. Although I may never tout myself as a guru or expert, I have had many successes due to the lessons I have learned and the knowledge that I have about the industry and what works.
Q: Do I need to pay for my own website?
A: The short answer is no, you don’t have to, but it will definitely make your life easier in the long run to get started the right way. There are certain pieces of the website puzzle that must be in place first in order to run a successful online business. So unless you’re a marketing genius who has tons of time to write autoresponders and test conversion pages then it may be much simpler to pay a monthly fee for an all-inclusive website package that not only shows you how to set up your website (or system of websites), but also shows you how to market it.
Likewise, when it comes to blogs, you don’t have to pay for your own at first either, but I learned from experience that starting with a free site and then transferring everything to a hosted site can be quite the pain to do and if you use a different domain, then you’ve spent a lot of time generating traffic for nothing.
Q: How much money do I need to get started?
A. How much you have to budget is a personal decision. But I will say that if you are serious about any type of marketing business, then you will need to spend some money on marketing. Most everyone can find $100-$200 per month to get started with. And the money can be spent many different ways to help your business. It could be spent on straight advertising, outsourcing, or on learning resources. If you contact me personally I can give you a better idea of a dollar figure to get you started correctly.
Q: Do you advise against marketing offline?
A: No, I do not advise against advertising offline. Whether you are talking about newspaper and magazine ads or face-to-face marketing, only you can decide which methods make you comfortable and if they are within your budget. There has been a lot of talk in the industry about getting out of your comfort zone and that idea has a lot of applications. However, if you play to your strengths and your personality, you will see results faster.
Q: How long does it take to get set up and generate your first hundred leads online?
A: You can be set up and ready to generate your own leads in a matter of hours or a few days for the technically-challenged or less experienced. As for how long it takes to generate the first hundred leads, well that all depends on you. If you have a raging focus on lead generation, then you will get to 100 much faster than someone who is working sporadically or who has less time to spend on those activities. The most important factors to getting there are focus and consistency. Getting 100 leads could happen in one month or six depending on your focus and how often you are marketing. I have heard it said that once you have generated 1000 leads you will have created such a name for yourself online that your leads will grow without as much effort on your part.
Q: Where can I learn how about the best ways to market online?
A: That’s the age old question and there are tons of resources out there available to teach you. From a network marketing standpoint, though, you have to consider that if you have this question, so will every person you sponsor into your business and you have to be able to provide the answer for them. Otherwise, why should they join with you? So, the ideal would able to offer your team members a turnkey system to generate leads and learn how to market at the same time.
For more specific marketing techniques, sign up for my FREE e-newsletter in the blue box to the right there and see what I can show you that really works.
Try This Simplest of Strategies To Convert Leads into Partners!
I have used this simple strategy from the very first day I set up my website and since then I have gotten lots of compliments on my website and my front-page video.
The simple strategy I use is so mind-bogglingly simple that you I am warning you, you might smack your forehead when I tell you. Okay, here it is:
I Act Real!
I use a video on the front page of my website that is actually the very first video I ever made just to prove to people that you do not have to be high-tech to have a successful website and you do not have to produce professional videos to connect with your visitors. I have had many compliments from my website visitors who were impressed with that video because it made them feel like they could make their own video at least as well as mine if not better. It gave them confidence to make the effort to make their own videos.
My sincerity and transparency resonates with my potential partners and they gain assurance.
I have also had people tell me that I write the way I talk. So when I write articles or e-mails to people, they can almost hear me reading it because most times they have heard me speak and they can visualize me saying the words. This is just another way I connect with people by being real. I am not an internet guru that is unreachable. I am a real person with a real voice and I write my own articles.
This strategy was shared with me prior to setting up my website by a man who said his conversion rates were actually higher on his website when he left the less sophisticated video on his front page. Prospects seem to bond with the authenticity and they are more likely to sign into your website, they will look you up in other places to learn more about you and they will be more likely to buy from you because they trust you more.
For other simple strategies that make a huge difference in your marketing, check out http://www.FocusOnNetworking.com, my training site.
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