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The $10 Million Secret To Making Leads Work For Your Network Marketing Business
While network marketers have more options than ever for generating leads, the reality is that there are few options as successful and duplicatable as working with leads. That said, getting leads for your network marketing business is far from foolproof nor is success guaranteed.
There is a big advantage to getting leads that’s often overlooked. Getting leads allows you to bypass the long and often expensive learning curve for successful advertising. Most network marketing newbie’s just don’t have the budget or the experience to get results from their own advertising or PR campaigns (social networks, YouTube, Twitter, etc.).
We've seen network marketers literally drop $1000 on a network marketing eBook offer with NO sales, not a single person joining. Then suddenly they get one person to join (earning them maybe $20) and get all excited and drop another $1000 on it. The result of a poorly executed advertising effort can often be devastating financially and emotionally.
One marketer recently told us that they had invested over $35,000 promoting their network marketing business in less than 4 months! It’s not the amount of money that was the problem but rather the return on their investment which equaled about $150 a month in commission. At that rate it would take over 19 years just to break even!
Starting with leads allows a new marketer to learn vital skills and gain momentum in their business without investing radical amounts of money every month. Statistics prove that this experience will make future advertising and PR efforts that much more successful. The key is to start with the right perspective.
Here are a few tips for getting results with leads…
Don’t Believe The Hype On MLM Leads or Lead Generation
Let’s get one thing straight, now matter how you get your leads, prospects are just not that into you. The modern prospect has been bombarded with a nonstop stream of phony and deliberately deceptive offers. It’s only natural that they are subliminally if not consciously afraid of wasting money or making a commitment to the wrong thing.
When your caller ID flashes on their phone, chances are that their first thought isn’t a positive one. Even if they just requested a CD from your web site, prospects still feel a bit of anxiety when you call. On our network marketing training video, web site ranking expert Glenn Burks shares that less than 20% of self-generated leads (the kind that ebook/affiliate gurus promise will solve all your prospecting problems) have valid contact information beyond maybe an e-mail address. It’s a byproduct of the skeptical nature of prospects.
Knowing that prospects are skeptical and often quick to answer with defensive responses like, “I didn’t request anything,” leads many marketers on a search for an easier way: e-mail, web sites, YouTube, Twitter, Facebook, they all seem less threatening than a phone call. Yet survey after survey of successful marketers has shown without a doubt that the humble phone call outperforms all other contact mediums in actual results. The key is to know why prospects are skeptical and learn how to turn cold leads into hot prospects.
The reason personal contact is preferred by full-time pro’s is directly tied to the core nature of network marketing itself.
A Surveyed MLM Lead Is Easier To Call
While you won’t find many prospects waiting for your call, having basic information about what they are looking for can help. However, few marketers know how to get the full potential out of this information.
Most marketers jump right into a sales pitch about how the prospect is just going to love hearing about whatever it is they have to share. The thought is that if you love what you saw only and idiot would come to a different conclusion. This is a dangerous and ultimately unproductive mindset from which to build a business.
In many cases we have found marketers interrogating their prospect on their survey responses – like they don’t believe the answer. Or they make generic or universal assumptions about the prospect such as talking about being serious about earning six figures. The problem with these approaches is that they do nothing to break down skepticism or create a foundation for building trust.
Having a surveyed network marketing prospect and a resource like the exclusive Leaders Club Prospecting Note Sheet (© Leaders Club), can make calling more comfortable and productive for both you and your prospect. It starts right from your introduction.
We know this is basic, but it’s vital to know how to introduce yourself as professionally, politely, respectfully, and as briefly as possible - just like any other real-world business person would do. If you don’t, you won’t have a prayer of gaining trust from your prospect. Reality shows that the introductions found on the majority of company or upline scripts just don’t work. They are cliché, even presumptuous, not trust building.
Next, we use the information we already have about our prospect to show them we are on their side. Looking at the sample Prospecting Note Sheet it would go something like this…
Amy, you recently requested information from us indicating that you’re looking for a business where you can start making money right away and that will also allow you to have more time with your family. I’d like to talk with you about that and to see if there is any way we can be of service to you. Have you looked at anything recently that will enable you to earn the income you need from home so you can begin to spend more time with you family?
Now it’s important to point out that what’s said above isn’t canned. In fact it’s based on the survey input the prospect gave us. Every surveyed lead completes the form differently so this introduction will be a little different with every prospect – focused on them first. That’s what makes it so powerful!
It’s what you do and say from there that will determine your success…
Decimating Your Competition
It’s no secret that most network marketers are failing – not earning a profit - in their business. There are plenty of people who point the blame at companies, upline and even leads. In truth this is a little too simplistic.
The real cause is personal impatience with the journey. Think about this for a second. If you were to start a corporate job where you would be in contact with the public you would probably undergo 2 to 3 weeks or more of full-time training (80 to 120 hours). That’s just to get to a starting point – it does not give you experience – that will come with several more weeks if not months of daily use of what you were taught.
The average network marketer is given ZERO to 3 hours of training and told they can go out and build a six figure business. That’s the most dangerous “lie” in network marketing.
Why is that?
Because while it technically true that you can join a company and start building a successful business - it’s a little like someone giving you some lumber, nails, a hammer and a saw and telling you that you can build your dream house.
Most simply won’t be able to because they lack the fundamental skill and experience they need to make it happen.
Why is it that network marketers expect success just from buying leads and reading a script?
Think of your network marketing business as a big boulder and your success learning curve as a big hill. You need to get that boulder up the hill - success is waiting on the other side.
Now it’s going to take a lot more energy to get that boulder moving in the beginning than once it’s rolling. It’s also going to take more energy as you are rolling up the hill - going through your learning curve - than it will rolling down the other side.
Once you reach the top and start rolling down the other side the business not only becomes much easier, but profits start to roll in with greater ease. These are the success stories you’ve heard and read about so often. However, it’s important to understand that there is a process to getting there.
Unfortunately, most network marketers don’t apply enough energy to even move the boulder, let alone get it to the top of the hill. Marketers that do successfully move the boulder often times decide to call it quits just before they reach the top.
If only they knew how to apply a little more energy and apply it little more effectively.
Beating your competition is all about making a better impression with your prospect. You need to understand them and what it is they really want. Success hinges on being able to credibly explain how you can help them in a way that they not only believe you, but that they trust you. As you can see from the first little bit above this isn’t hard once you know how. But you need to understand the process and be comfortable with it.
Using our exclusive Prospecting Call Guide, we teach network marketers how to move past the introduction and actually connect with the prospect in a meaningful way. This not only make your job easier as a marketer, but it also makes it easier for your prospects. Leaders Club can teach you how to connect in a way that gets the prospect to relax and tell you in clear terms what they really want. The end result is a lasting and mutually beneficial win-win relationship, not a one time quick sale with hopes that they will do it too.
We’ve spent over $10 million since 1994 creating and testing this approach. Nothing has proven to be more effective in prospecting! If you want to learn how to use it for yourself - in your own network marketing company - plug into Leaders Club, our 90 day training program and our live coaching sessions. Everything we teach, every strategy, technique, tip and inside secret has been tested and demonstrated to create unequaled profit and long-term network marketing success over and over.
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