Generating Leads for your MLM or small business
Most network marketers get off to a roaring start marketing their new business products, services and opportunity to join the team, to family and friends with some degree of success. Eventually, most people run out of steam, get frustrated and give up. This doesn't have to happen to you! And if you are practicing good leadership for your team, you can and should help them prevent it from happening to them.
There are many ways to find new prospects and I will review them and provide comments and suggestions. Remember we learn from each other so I encourage you to comment.
1. Personal Referral Market - This is commonly referred to as the "warm market". It starts off with a list of everyone you can think of that you know. It should be easy for most people to generate an initial list of 150 to 200 people or more. From this list there are bound to be a portion of people that you have some reservations about contacting. This could be because you haven't spoken to them in a long time, or because of pre conceived notions on whether they would be interested or what they may think about you doing this. Don't let that stop you, if necessary engage your "upline" to do a 3 way call or as someone you can refer your contact to.
2. Network groups - These are groups that meet periodically to allow business people to network, help each other and do some marketing. The primary goal in attending these meetings are to meet people and build rapport with them. Do not go with the intent of selling your product or service as this typically turns people off. Concentrate on Meeting people, learning about them, keeping in touch and developing a relationship. Do this by asking them questions about what they do, what issues and concerns they have. What and how questions work the best. Be genuine and helpful. You want to become known for contributing. Do not pitch your product or service. Do collect business cards. Do not give your cards out unless you are asked. Volunteer and become a leader in the key groups that you attend.
3. Online network groups / social groups - There are a number of social networks where you can get to know people without leaving your home. Some of the more popular ones are Linkedin, Facebook, Twitter, Plaxo... By joining interest groups within each of these and contributing to the discussions, either answering discussions or generating discussions you will rapidly build your connections. A little subtle marketing here goes a long way expecially in interest groups that relate to your product or service or geographical area. The same approach should be used here as in Network groups, become known, be helpful, email connections and build a relationship by asking about their profile, business, what issues they face and lose sleep over, how the economy is effecting them. Offer help, connect people with each other and once you have established a bond, then and then only should you market your stuff. The goal here and in Network groups is to move these new, casual relationships up the ladder to your warm market.
4. The Internet - Although most MLM uplines frown upon using the internet, it can provide a substantial source of quality leads, but it is not for the faint hearted. It requires a lot of work, skills and know how to build a website, set it up to capture contact info, typically by offering an ebook, an email update or some type of valuable and free information. There are a lot of nuances and alternate methods to get people to your website which are too lengthy to go into here.
The process to follow with the internet is always the same -it's being helpful, building relations before offering your product or service.
5. Lead generation services - various services sell leads that you can then call and followup with
6. Email /direct mail and drip campaigns - email can be useful in certain situations, it works best with people you already know or as followup to the the other methods. For example, if you establish a contact via your webpage or a network group and speak with them or build rapport electronically (the key is they have to know who you are), email, direct mail and drip campaigns can provide additional information to a wider audience in a minimal amount of time.
7. Ads - placing ads in newspapers, periodicals, local town flyers, job databases, craigslist - I will cover some techniques for writing the ads in another blog soon..
8. Billboards, banners, car wraps - use a tag line and phone number to attract buyers. Not always worth the cost
9. Flyers - Flyers can get results but they are expensive and labor intensive to distribute. If you are going to use flyers, place them in the drivers side window right above the door handle. Do not put them on the windshield or under the windshield wipers, this makes people angry when they have to get out of their car to fetch it. Also, some large parking lots such as malls do not permit flyers due to the litter factor. Flyers provide mixed results
10. Tradeshows - Setting up a table at a tradeshow can provide you with a significant number of quality leads. The goal at a tradeshow is to be brief and collect business cards / contact information for followup. It is usually not effective to do product demos especially on a one on one basis.
There are many ways to find new prospects and I will review them and provide comments and suggestions. Remember we learn from each other so I encourage you to comment.
1. Personal Referral Market - This is commonly referred to as the "warm market". It starts off with a list of everyone you can think of that you know. It should be easy for most people to generate an initial list of 150 to 200 people or more. From this list there are bound to be a portion of people that you have some reservations about contacting. This could be because you haven't spoken to them in a long time, or because of pre conceived notions on whether they would be interested or what they may think about you doing this. Don't let that stop you, if necessary engage your "upline" to do a 3 way call or as someone you can refer your contact to.
2. Network groups - These are groups that meet periodically to allow business people to network, help each other and do some marketing. The primary goal in attending these meetings are to meet people and build rapport with them. Do not go with the intent of selling your product or service as this typically turns people off. Concentrate on Meeting people, learning about them, keeping in touch and developing a relationship. Do this by asking them questions about what they do, what issues and concerns they have. What and how questions work the best. Be genuine and helpful. You want to become known for contributing. Do not pitch your product or service. Do collect business cards. Do not give your cards out unless you are asked. Volunteer and become a leader in the key groups that you attend.
3. Online network groups / social groups - There are a number of social networks where you can get to know people without leaving your home. Some of the more popular ones are Linkedin, Facebook, Twitter, Plaxo... By joining interest groups within each of these and contributing to the discussions, either answering discussions or generating discussions you will rapidly build your connections. A little subtle marketing here goes a long way expecially in interest groups that relate to your product or service or geographical area. The same approach should be used here as in Network groups, become known, be helpful, email connections and build a relationship by asking about their profile, business, what issues they face and lose sleep over, how the economy is effecting them. Offer help, connect people with each other and once you have established a bond, then and then only should you market your stuff. The goal here and in Network groups is to move these new, casual relationships up the ladder to your warm market.
4. The Internet - Although most MLM uplines frown upon using the internet, it can provide a substantial source of quality leads, but it is not for the faint hearted. It requires a lot of work, skills and know how to build a website, set it up to capture contact info, typically by offering an ebook, an email update or some type of valuable and free information. There are a lot of nuances and alternate methods to get people to your website which are too lengthy to go into here.
The process to follow with the internet is always the same -it's being helpful, building relations before offering your product or service.
5. Lead generation services - various services sell leads that you can then call and followup with
6. Email /direct mail and drip campaigns - email can be useful in certain situations, it works best with people you already know or as followup to the the other methods. For example, if you establish a contact via your webpage or a network group and speak with them or build rapport electronically (the key is they have to know who you are), email, direct mail and drip campaigns can provide additional information to a wider audience in a minimal amount of time.
7. Ads - placing ads in newspapers, periodicals, local town flyers, job databases, craigslist - I will cover some techniques for writing the ads in another blog soon..
8. Billboards, banners, car wraps - use a tag line and phone number to attract buyers. Not always worth the cost
9. Flyers - Flyers can get results but they are expensive and labor intensive to distribute. If you are going to use flyers, place them in the drivers side window right above the door handle. Do not put them on the windshield or under the windshield wipers, this makes people angry when they have to get out of their car to fetch it. Also, some large parking lots such as malls do not permit flyers due to the litter factor. Flyers provide mixed results
10. Tradeshows - Setting up a table at a tradeshow can provide you with a significant number of quality leads. The goal at a tradeshow is to be brief and collect business cards / contact information for followup. It is usually not effective to do product demos especially on a one on one basis.
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