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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.
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 resources.
Article Source: http://www.earticlesonline.com/Article/7-Steps-To-Having-Prospects-Calling-You--Instead-Of-You-Calling-leads/35677