Thanks to everyone who joined in on my Thursday Mentoring Call where I interview Robert Blackman of Profit Leads on how to create a system of massive duplication on your team.
The call clearly struck a nerve and resonated with many of you as my email, Facebook Messages and Phone has been “lit up!”
I thought it might be beneficial to share my thoughts, answers to your questions and how I am personally working with this system.
So, first my thoughts:
As I shared on the call and have shared many times, working a “leads program” successfully is something that has escaped me all of these 18 plus years in MLM. Have I bought leads, called leads and sponsored leads? Yes. Have I stuck with it, taught it to others and duplicated it? No.
Too often, I tried to let email “do it all.” I expected people to get my email and line up to call me. I also fell way short on following up and truly working with the leads.
But. after spending the last 9 months studying others who have been successful working with a leads program, AND who have duplicated this process with their team, I am more committed than ever!
One very important note – there is no fast, easy fix to growing a successful business. Expect a FULL 90 days before you really start seeing things happen with these leads. Why? It takes time to develop the “know, like and trust” that is needed to sign someone up in your Network Marketing business when they don’t know you. You are creating “new warm market” and that is why the follow up and ongoing contact is important.
PLEASE expect this 90 day process and don’t be tempted to give up before 90 days. You’ll be quitting before the pump gets fully primed. Imagine putting a bag of popcorn in the microwave. 1 minute into it, nothing is happening and so you might be tempted to stop it and give up, thinking that microwave popcorn does not work. Then, you go back and start it again, and again, after 1 minute, nothing. But, give it the full cooking time as outlined on the package and voila – you have popcorn.
It’s the same in our business and working leads!
I intend to master this method of building a successful business and invite you to join me in the journey!
Questions and Answers:
Q. Will these leads work with my company? I’ve never been good at cold calling leads.
A. These leads will work with any company; the question is – will you work them, and will you work them RIGHT. The “system” is what makes the entire program work and so you must be willing to work the system to be successful. If you aren’t willing to pick up the phone, get over your fears and leave messages and talk to people, do not even get started. You will only waste your money and be further frustrated by your lack of business growth. The system is this – CALL, Send a Personal Email After the Call, Send a Postcard or Direct Mail Piece.
Q. How many people get the same leads?
A. Currently, only one person in this program gets the leads, and as the program expands, that will go to two people getting the same leads, different companies, however. DO keep in mind that most people are filling out multiple forms, so while they may only be given to one person in this program, they may have others calling them from other lead companies/websites they visited.
Q. How do I know I will be successful and sponsor people?
A. While there are no iron clad guarantees, what we do know is that if you will consistently take daily action, follow the system and follow up with your leads at least 7-9 times, you will be successful. Again, the system works…will you?
Q. Can’t I just email my leads?
A. You CAN, but why would you? How many emails do you delete each day from people who you don’t know, without ever opening them. If you are like me, that number stretches to the hundreds each day. How many people call you? And how many people mail you? Set yourself apart and begin to develop that relationship right away by making the call; being conversational, and then following up with a personal email (much more likely to get opened after they’ve heard your message, but still not iron clad) and follow up with a postcard/mailer. People will begin to notice you!
Q. Do you provide training and support?
A. Yes, if you are part of my leads team, I will work with you to get your system set up, and develop those skills to be successful. As I said, I am committed to mastering this process and I invite you on the journey. I have scripts, email messages, postcard and direct mail campaigns already designed, set up and ready!
Q. How important is the system?
A. It’s everything if you want success and duplication. Each time you take any component out of it, the odds of success move further away. You need/want something that duplicates and this is it! Please note that there is a 90 day time frame for really beginning to see results. If you aren’t willing to commit to 90 days, don’t get started. I would rather see you save your time, money and energy.
Q. How do I get my leads free?
A. Refer just a handful of people to the system and your leads are free. Refer a few more and you can generate some marketing dollars to pay for your postcards and mailings. Our goal is in no way to distract you from building your primary business. I will tell you right up front that it is very hard to build and sustain a “leads business” because of the high drop out rate. Don’t get sidetracked. Use the product (leads) to build your primary business and then refer others you sponsor to the process and teach them how to duplicate your primary business with this system.
Q. Can I have access to your system and exactly what you are doing?
A. Yes, as a partner with me in the leads program, I am happy to share my system. See below for more details.
My System
I am working the system exactly as it has been proven to work. And, here is exactly what I am doing.
First, when the leads come into, I download them into the provided autoresponder, with a 6 part message series that loops back around every 45 days. I will share my message series with you as part of my team. However, please note that I simply pretend that my leads never get the email messages and never open them. I know the open rate these days of email is very low, and so I just assume mine are not opened either. They don’t know me, like me or trust me…yet!
Next, I download and print out my leads in an Excel spreadsheet. I am not a master of Excel, but they will download and open in it, and then you can save and print it. Now, I start calling.
I mentor people to call 5 leads a day, for 20 days, and this will take them through all 100 leads. Once they get in the groove, most people pick that pace up to 10-20 a day, and then use the rest of the month for more follow up and working with those who respond.
I do have live and voicemail scripts that have worked for me over the years on all leads. These are included in the training.
After the calls, I send a personal email to each, and it will either be based on the message I leave, or the conversation we have. I also mail a postcard directing them back to a website to learn more for those who I do not speak with.
I do have a team prospecting/information site that is specific to my primary company that we all use to educate these leads about what we do, how we do it and a little teaser on our company. We want them to know just what they will be doing before they join us!
For those who I have a live conversation with, I then mail out a packet and DVD and set a time to walk them through a demo of my opportunity. This will vary for you, depending on your business and what you offer.
I am happy to share some details with you on the postcard and direct mail system I use and the campaigns I have to share with those who also use this system with me. This system makes it simple, convenient and highly affordable.
Then, the follow up begins and this is the critical piece. You MUST follow up consistently. Here is my process for following up. You’ll find other relevant articles about follow up there.
I work with those on my team who want to duplicate this and will make their first 20 phone calls to their leads with them on the line with them to teach them how to be calm, conversational, not too scripted and create interest.
So, where do you see yourself? Is working and mastering a lead program right for you? Let’s get you started!!!
