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Making Money in Any Economy |
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Using 30 to 60 Day Leads to Build
Your Business Why these leads are an ideal solution now:
How do I Use Them?Most fishermen don't expect the fish to simply jump into the boat. They know there are certain specific things they must do if they want to bring home the fish.
So, what does all this fish nonsense have to do with building your business? Think of it this way. Your prospects are not going to jump into your business any more than the fish are going to jump into the boat. You are going to have to do certain specific things if you want to bring them in. The bullet points are expanded upon below.
GOING WHERE THE PROSPECTS ARE Show me Going where the prospect are means planning how you will find people to present your product or program to. Most of us run out of warm market fairly quickly and must then find other sources of prospects. I have seen a lot of marketers fall into the trap of searching every cul de sac along the road looking for perfect leads. The problem is that they become convinced that poor leads are the cause for their lack of success when the real reason is that they are spending too much time trying to qualify and disqualify leads and not nearly enough time marketing to any leads. You can be reasonably certain that any lead has some value. If you just park your boat in front of them and expect them to jump in you can be reasonably certain that they won't. PLANNING HOW TO MAKE CONTACT When you plan how to contact prospects, whether it is going to be by email, by telephone, by direct mail, or by some combination of these media you should be fully aware, and honestly aware, of your reasons for making the choices you make. We have seen a lot of prospect be attracted to excellent programs for the wrong reasons. Most of the products and programs today utilize the Internet and computers to aid in their marketing. Some are quite sophisticated in the way they use autoresponders and other interactive devices like forms or email programs to help move the negotiations along. Some companies, and some distributors in other companies, claim that the marketing is fully automated and the marketer doesn't have to do anything except plug into it. But we have never seen anyone become truly successful without putting the same amount of effort into their business that they would put into making money for an employer. If you are planning your approaches in a way that enables you to avoid your fear of actually dealing with strangers then forget it. Go do something else because if you plan to build a business that is dependent on new customers and new dealers then you are going to have to deal with new people on a personal level. PRESENTING WHAT IS IMPORTANT TO
THE PROSPECT Think about the last thing you bought. It doesn't matter what it was, but I'd bet that you bought for your own reasons rather than the dealers reasons. Your prospects are the same. They will join with you for their own reasons rather than for yours. So if you are presenting things that are important to you, you may be missing things that are important to the prospect. You should seriously consider writing your own script for talking with prospects. Think of all the questions you have ever had about your product or program and what answers satisfied you. Recall all the questions anyone else has ever asked you and get the best answers for those questions. Then keep them close to you when you are speaking with a prospect so you won't fumble, bumble and stumble when someone asks you a question. Remember the importance of features and benefits in your conversations. Features describe something about your product or program. Benefits tell what that thing will do for you. Benefits have a direct value to the prospect and stimulate a favorable emotion. SCHEDULE YOUR WORK AND WORK YOUR SCHEDULE There are literally billions of websites on the Internet. So even if you have one of the really slick ones that fields inquiries from visitors and sends out automatic emails with tons of really great information in them, the chances are good that not enough people are going to buy directly from your website to give you the income you want and should have. Think about how you got started. Did you go to a website and with no human interaction sign up and pay your money? The yes answers to that question are few. There are a lot of different processes in use to bring prospects in. Duplicating the process that brought you in is a good place to begin developing the one that will work best for you. Email is a good contact media. I'm not certain how good it is any more because of all the SPAM and other types of bulk emailing that is being done now. I'd guess I get about 100 emails every day that I did not ask for or expect. Would it surprise you to learn that most of the are summarily deleted? Still, if you have an opt-in lead and can write a good email that SPAM filters won't automatically reject or label as SPAM then email is a usable media. I definitely would not count on email to be the only thing I had to do to bring customers in. When using email you need to plan how often and how many you will send. If you send too many too often it doesn't make any difference how thoroughly a person has opted in, they will probably get fed up. The most successful marketers I know use a combination approach in prospecting. Some begin with a telephone call to break the ice then follow up with email or direct mail to deliver more complete information. Others start with an email or a direct mailing then follow up with a telephone call. One of the most successful marketers I have ever met, who built a downline numbering in the 100's of thousands and an income well into six figures a MONTH uses a back and forth process that begins with phone call that sends the prospect to a web site and which he almost immediately follows up with another phone call to direct the prospect to another area of the site that will show the prospect something that's important to the prospect. There is more than one way to do the job. The important thing is to make a workable plan and then stick to it. The old adage is plan your work and work your plan. DO YOUR PERFORMANCE EVALUATION Most of us have worked somewhere that they periodically rated the way we did our work. The annual or semi-annual performance evaluation is an effective management tool if it is done appropriately. It can let management know that a particular job description should be changed. It can let them know if a particular employee is overworked, or under worked. It can tell management when it is time to promote a good employee. Sometimes supervisors and subordinates develop relationships that spoil the value of a performance evaluation. If the supervisor does not accurately rate the employee solely on the employee's performance then management is denied the tool that lets them know what action, if any, should be taken. You should be just as honest and objective when rating your own performance in your own business. It is the only way you will know what you need to adjust to reach your goals and to formulate your next goal. If you have planned your work and written down your plan you have the perfect tool for evaluating yourself. All you have to do is to ask yourself about each task you have planned, how much am I doing and how well am I doing it. What could I do better, and what do I need to do (or prepare) to do it better. The fish won't jump into your boat, and the prospects won't jump into your program, but when you have a solid plan that has the mechanism for continuous improvement built into it you are well on the way to living out your dreams.
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