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What Makes a Lead
Good
I
hear every question you can imagine about leads, including some really good
ones:
- Should I buy leads?
- What makes a lead good?
- How much does a good lead cost?
- What are the best leads?
If
you've ever wanted to know anything about leads this article is for
you.
I've been creating and using leads for more than 10 years. I've
used just about every possible lead source from referrals to spam (bad!) to ads
and everything in between.
I'm going to uncover the truth, the whole
truth and nothing but the truth about leads. Get ready. This is almost
everything you need to know about how to grow your business fast...
...
and profitably!
All leads have two very essential qualities:
- Level of Interest
- Level of trust
The higher the
level of interest and trust the hotter the lead.
Knowing that, there are
essentially three types of leads you can find:
Cold -- No interest and
No trust
Warm -- Interest but No trust
OR
No interest but Trust
Hot -- Interest and Trust
COLD LEADS
Pick a name
from the phone book. Buy 10 million email names. Go door-to-door.
You've found cold leads.
Yuk!
Cold leads are the worst. You
have soooo much work to do with cold leads. You have to get them to trust you.
And then you have to find out if they are interested.
By the time you
find one person, someone working warm or hot leads has found 100.
And
the person you've found thinks that they should work the cold market.
I've seen people make a very hard living in sales with cold leads, but I've
never seen anyone build a large network marketing business with them.
If you truly want passive residual income, stop emailing 1 million people. Stop
going door-to-door. Stop trying to convince people.
Cold leads take
too much time to warm up. And time is all you have.
WARM LEADS
Most networkers use warm leads. There are two kinds: those with trust
and those with interest.
1. Warm leads with trust
Your
friends and family. Their referrals. Your downline's friends and family. Their
referrals.
These people have not expressed interest, but there is
trust established. This is the way most business gets done.
Your basic
approach is that you ask someone who trusts you if they are interested.
When trust is established people are more open to opportunities and
products. You still have to do some work and take some rejection to find people
who are interested.
It's still hard work. And the rejection is harder
than with people whom you don't know.
But it's a million times easier
than cold leads. Brrr...
2. Warm leads with interest
People
who answered an ad. People who responded to your website. People who call you
about your business.
Ahhh!
These people have expressed
interest but there is no trust established. This is a crucial issue.
Your basic approach is that you ask someone who is interested if they will
trust you.
Sounds strange, but that's the game.
Most people
take these leads and try and convince them they are interested in the business.
But they've already said they are interested. What these people want to know is
if they would like to do business with YOU. Can they trust you?
You
must learn to build rapport. Rapport is simply trust and respect.
The
great thing about warm leads with interest is that if they say no, it's no big
deal. You can find more. It's not like it's your friends and family who are
rejecting you.
The most important thing is for you to build rapport.
You have to become an expert at making friends with a lot of different kinds of
people.
FINAL NOTE ON WARM LEADS: Some networkers will tell you
that one type of warm lead is better than the other. The truth is that if what
you do is duplicatable (meaning that anyone can do it), it doesn't matter how
you got the lead.
When I started, I personally did both ads and
referrals to find my warm leads. Some of my biggest players were from an
advertisement or Internet lead, and some were friends of friends of friends.
If you want massive success... do both!
Last note: I got in
this industry from an ad. You can't say ads don't work.
YOUR
QUESTIONS ANSWERED
"Should I buy leads?"
I say you should
do whatever it takes to find people who have interest and trust. If that means
buying leads, then do it. I buy leads and I talk to friends and family. I do
whatever it takes.
"What makes a lead good?"
Higher level of
interest. Higher level of trust. That's it. High interest level is when you get
a person when they are ready. High trust is when you get a person to like you!
"How much does a good lead cost?"
Leads should always end up
making you money. If you are not making money with your leads, then they cost
you too much. What you should pay for a good lead is anywhere from $1 - $10.
Anything less is probably an older lead that's been sold a million times. But
as long as you make money with your leads it doesn't matter what you pay!
Article written by Tom Wood
Copyright 2002 Thomas P. Wood, Inc. and
TheDuplicator.com
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