7 Steps To Having Prospects Calling You, Instead Of You Calling
leads by Mike Claggett
Considering the title of this article, you probably hate cold calling just as
much as I did. Yeah I know, your leaders said "Just buy these pre-qualified HOT
PROSPECT LEADS and use this script." Well, sorry! I don't care how supposedly
'Pre-Qualified' or 'Hot' these leads/prospects are, if you don't know them
personally, they are strangers. Therefore they are "COLD CALLS"!
You need to know there is a system that will allow you put your self in a
position of having pre-qualified hot prospects you already know and have
credibility with, calling you. The next time they are looking for a new or
"better" opportunity, they'll be asking you about your deal or wanting to give
you their money to buy into it. Remember, the average Network Marketer starts
looking for another opportunity every 90 days or less.
The steps are fairly simple, but do require a fair amount of time and effort.
If you are NOT willing to invest 60 to 90 days, into learning how to build your
own list of targeted, highly qualified prospects, stop reading this now. AND,
stop telling yourself you have any kind of chance at any real success as an on
line Network Marketer.
So here are the steps:
1. Understand your "Self" talk determines everything. You can talk yourself
into success just as easily as your can talk yourself out of it. Whatever you
think about and dwell on you will get. If you haven't seen the movie "What The
Bleep Do We Know", get it and you will understand. Don't let your current lack
of success determine your future success.
2. Realize your target market is On Line and/or Network Marketers. Most people
that end up on all "Pre-Qualified Lead Lists" generated by lead companies know
little or nothing of the disciplines and skills necessary for success in "On
Line and/or Network" marketing. Therefore, from the time you get them on the
phone, you are fighting an uphill battle.
You are probably reading this because you have come to realize the vast
majority of "Leads" not only don't know you from Adam, and therefore are
extremely skeptical, but they are for the most part, a bunch of "Lookie lew's"
and "Wanna beez". You know, the kind of people that are looking for an easy way
out, or somebody or something that will do all or most of the work for them.
Not to mention they are usually not the sharpest pencils in the box.
So why beat your head against the wall with a bunch of, (For the most part),
"wanna be loosers"? Get out of the habit of marketing to weakness. What does
that mean? Don't make anything look easier than it actually is. Doing that
means YOU are taking the easy way out by making any opportunity look easier
than it actually is. All you will do is attract weak people. Weak people don't
help you build a business.
3. Understand that developing your own contact list or captive audience is your
equity. It's like a stock that will continually increase in value and pay
dividends far beyond your initial time (Or money) investment.
The more you put into building your list of contacts, the larger the dividends
will be and the larger the pay out, LONG TERM. And remember, if we are talking
about Network Marketing, unlike direct marketing, we're talking about a larger
pay out in regular residual/passive income.
Decide you're going to continue to build your list/equity all of your working
life and your 'Working' life wont be as long as most. Your list will become the
key to your early retirement.
4. Understand that developing a list is not enough. You have to CULTIVATE your
list. By cultivate, I mean building a relationship based on rapport and
credibility by providing services in the way of GENERIC training and support
that will benefit the marketers on your list. Regardless of what their primary
"Deal" is. Build relationships and develop friendships by FREELY sharing
knowledge. Don't insult your new contacts by pitching them your "Deal". Not
until they are reading your 5th or 6th email or have called and ask, "Well, I'm
ready to make a move, what are you doing to make your real money?" pitching
your deal from the get go, like your leaders are teaching you, makes you no
better than any other nimnul out there pitching a deal. Leave that
"Strategy(?)", for your competition to fail at.
When the student is ready, they will ask the teacher. Realize how much more
weight an answer has, when a student is ready to ask, because he/she has grown
to respect and trust the teacher. While your information has to be informative,
it needs to be in the form of 'arguments' as to why traditional methods of
being effective at something don't work for everybody.
5. Develop or adopt a funded proposal system that will allow you to get paid
for building your contact list. Remember, what you give away for free must be
at least worth the price of admission; "Their contact Information". And then,
the price you ultimately charge for the solutions to your 'arguments', should
only be enough to determine if they are wanting and willing enough to pay for
your answers. Your answers will be the solution to what you have given them for
free (Common sense arguments) so they prove (By purchasing you solution.), they
are worth your time, and to cover your advertising cost. (Whether the cost is
in dollars or sweat equity.) Those that pay have qualified themselves as your
target market.
Remember, you are not looking to get rich at building your list, you are
looking to get rich from the list you build. You are only wanting to get paid
for the time/effort/money(?) you invested to build your list. My recommendation
is to keep the price of your solution under $50 but you need to make at least
$20 per unit purchased.
Attract your "Targeted Market" (Online/Network Marketers) by freely sharing
information that will provide hope through common since arguments for a better
way, and then following through with more valuable information via
autoresponder email campaigns is the key to leading your prospect to purchasing
your solution. There are plenty of funded proposal systems out there on the
Internet to choose from. (Caution, if they want more than $50, be VERY
skeptical.) Depending on your experience level, you may choose to build your
own.
6. You need a capture page to entice your prospects. Build yourself a capture
page or have one built for you. There are literally thousands on the net to use
as models. By enticing your target market, "Other Network Marketers", with FREE
information that rings true to them about solutions to Network Marketing
problems, You create initial interest.
There is TONS of information available on line in the way of free e-books and
articles you can learn from, just like this one. There is plenty of information
on how to write compelling enough ad copy, to get people to subscribe to your
newsletter. Put more free goodies in your newsletter, (Links to freeware you
have found helpful etc.). If you don't know how to do all of this or don't have
the time to build your own system, they are out there. Which one is best for
you, is up to you.
7. Drive traffic to your capture page. Do forum marketing (Sig File Marketing),
Article Marketing, Blog Marketing. All free and all are very effective ways of
marketing on line. Yes you will have to actually WORK at it but the returns are
amazing. Especially with article marketing. AND THAT IS ALL FREE ADVERTISING!
If you have a budget for things like GOOGLE AdWords, go for it (Once you learn
how to do it cost effectively.)
If you are running your funded proposal list building system effectively, and
consistently, don't expect the people on your list to just jump up and be
begging to join what ever residual income deal you're working. List builders
have to have a degree of patience to build a viable list. You have to build
trust and respect with the people on your list. How do you do that? Continue to
provide everyone on your list with FREE useful information. AND then call them!
(Well, at least the people you want to work with.) DO NOT talk about your
business. Simply talk about network marketing, how long they've been network
marketing, what they are doing to build their own list of prospects.
Your initial point of critical mass will cycle up in about 90 to 120 days. By
then you should have 900 to 1,200 people on your list. You will have stayed in
touch with the prospects you've determined you would like to work with, on a
regular basis, by email and phone.
The premise here is very simple. It's also something your current leaders
haven't told you is the secret to real business building.
Here is the bottom line. No list, no business. Plain and simple! But, the list
has to be a list YOU have built using a system that will allow you to pay
yourself for building it, and that you have cultivated by your continually
creating more rapport, trust and respect with your contacts.
Now you can continue just as you have been, for the last how ever long a period
of time, and have no more success than you've had up to now or, you can end up
in 90 to 120 days in a position to start making some serious money with a group
of friends you absolutely love working with.
It's your choice.
About the Author
Mike Claggett is a full time home based business entrepreneur of 10 years. Among
other endeavors, he is the owner/operator of "Publishers
Cloning House, with FREE Article Content, Marketing Tools and
Subscriptions.
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