I was recently talking with a colleague about the quickest and easiest ways to build a network marketing business. We both agreed that using a proper lead program is an excellent way for Network Marketers and MLM Distributors to build their business. If done properly, that is. After all, the people who respond to the advertisements for these programs have "raised their hands" and said they are interested in a business opportunity. However, many Network Marketers get poor or only mediocre results from their leads. Even when every single month they spend a hundred dollars, two hundred dollars or even more. And, of course, poor results mean that all those dollars have been wasted and gone down the drain. Now, over the years I have worked with many distributors and observed first hand the results of many lead programs. Usually, any time someone is not getting results from a proper lead program, the problem is not the leads themselves. The reason for the disappointing results is how the distributor has approached the leads. For example, many Network Marketers are taught to use "canned" scripts when they call leads. Or to focus on getting the person to listen in on a conference call which will "close" them on the opportunity. Unfortunately, there's a huge problem when you do things like this. The people you're contacting feel like you're treating them as nothing more than sheep being rounded up. It's no surprise that people hate being treated this way. They respond by raising objections and rejecting what you have to offer. Instead of falling into this trap, ask yourself this question. Why has someone responded to an advertisement about a business opportunity? The answer is that they're looking to make a change in their lives. So your job is to find out what that is and interview them. You're looking to discover if what you have will fit what they're looking for. Equally important, you want to discover if they are the kind of person that you're looking for. Someone who will be an enthusiastic and keen member of your team. I'm sure you'll agree that starting off the conversation on the right foot is critical. Here's the six-step formula I suggest for calling and connecting with someone from a lead list: Step 1: State who you are.
Step 2: Where you are from.
Step 3: Give them a heads up as to why youre calling, by referencing and reminding them that they asked you to.
Step 4: Ask them if this is a good time.
Step 5: Discover if they are still looking.
Step 6: Find out their present situation and ask how you can help them. Lets look at an example of this. Say Ive chosen to call a lead named Mary: Step 1: Hi Mary, this is Michael Oliver
Step 2: Of XYZ Company
Step 3: You recently enquired about a home-based business opportunity, and Im calling to find out if I can help?
Step 4: Is this a good time for you?
Step 5: Good! Let me start by asking you a question have you found what you wanted or are you still looking?
Step 6: Okay. Well, before I get into what Ive got, perhaps you can tell me a little about you and what youre looking for, for example, are you presently working? (or ask some other Background Question.) Ive discovered the response to just one question can give you enough material to converse on for several minutes of meaningful relationship building conversation. People really do have the answers, all you need are the right questions and to give them time to answer them. Remember to: 1.Listen to the answers.
2.Ask questions to gather more information.
3.Ask them to expand on their answers and where they are coming from.
4.Ask them to expand on what they are looking for. Once you've discovered more about what they're looking for then you're much better able to explain how what you have to offer can provide what they want. One final tip. Leads are like bananas; they ripen quickly, so use them promptly. If time is an issue think about handing some out to your associates. If youre reticent about calling the leads, remind yourself youre calling someone who has asked you to call. Its impolite not to return their request! |
