Lead Generation

Lead Generation

How To Generate Leads

Lead generation is often seen as the dirty work of
building a profitable business. Although it is hard work,
it is the life blood of your business and a skill you need
to learn. If you didn't have leads that turned into
prospects that turned into customers, where would
your business be?
Lead generation can be expensive, but that depends on what route you
choose to take. There are simple, effective ways to generate leads that cost
and arm and a leg if you are willing to work to learn the techniques.
Lead generation is looking for clients and customers and you get those leads
in different ways and different degrees of potential. For instance there are
cold leads, people you have not had contact with. Warm leads are people
who have responded to a request (whether it's to respond back to you, or
people who have visited your website or blog). Responding to you is called
opting in. Hot leads are people who have responded, joined your team or
have become customers. You need to follow ALL your leads, but each one
has a different way to follow through. That is a skill you need to learn.
35
The bottom line with lead generation is you will get out of it what you put
into it. Lead generation is merely your starting point. From there you need
to build relationships based on your lead generating efforts.

The Wanted Results

You will only get the results you want if you go at it with the right attitude.
You really have to want it! If you don't, people will know that. You don't
have to be desperate, you just need to be positive and confident. If you're
new to networking and aren't sure what to do, then fake it. You will over
time "get it!"
To be positive and confident you have to: be proactive in lead generation
and take action daily, learn new skills that push you to your limits, be
patient and persistent. You will also need to KNOW who your client is, and
be willing to choose the right types of clients. Taking action means not
waiting for them to make the first move. Be creative in your approaches to
prospects and potential customers. And above all else, listen to what your
client/prospect/customers want and need. In a nutshell, if you want your
team to produce, then you have to do that first and show them how.

E-Mail Marketing

One of the more important aspects of network
marketing is the e-mail. But there is a draw back to
that these days, as people often regard market
messages as spam. Are you afraid your e-mails will get deleted? They might
anyway no matter what you do, but that doesn’t mean you shouldn’t do this
type of marketing. Targeted e-mail marketing is one of the most powerful
36
marketing tools available when done correctly. Your e-mail strategy is the
foundation for relationship marketing.
You can achieve outstanding results with email
marketing while investing only a small amount of
time and an even smaller amount of money. Email
marketing is inexpensive. There’s no
production, materials or postage costs, and, it’s
20 times more cost effective than direct mail.
The major selling point about e-mail marketing is you are proactively talking
to your prospects and existing team members. You’re waiting for them to
come back to your web site or blog. It’s also IMMEDIATE communication.
Your call to action is clear: "Click here to take advantage of this offer", or "to
learn more about this service". On average, responses to this type of e-mail
occur within 48 hours of being sent.

Types Of Emails And Examples

Opt-In direct e-mail is sending e-mail to recipients that have already
approved of and are asking to receive commercial e-mail. They’ve agreed to
receive (opted in) offers like yours. You can pay for a service like this, but
why would you when you can write your own opt-in e-mail. If you do not
know how to write one of these, or any of the other examples here, talk to
your upline. Any company you are acting as an affiliate for will have
examples you can use for marketing your business.
Promotional Postcards are efficient, easy-to-create powerful marketing tools
and are useful for customer up sells and cross sells, direct purchase, lead
37
generation and brand awareness. An effective postcard email will normally
do the trick, but AFTER you’ve done your relationship marketing. In some
cases, but not all, a postcard email promotes an event.
Promotional Teasers are exactly what it says – teasers. A snappy line or two
that promotes something in a unique manner, a manner that catches
people's attention and makes them want to click.
Promotional Catalogue email is one that literally
contains a catalogue of all your products. Sort of like
everything, including the kitchen sink. Before you
write this kind of email, you need to know how to
match your competition or beat them. If you don't
have any competition, that's a major selling point.
Ask yourself if your competition has something you think you cannot
compete against. You need to know these things so you don’t step in it if
you honestly can’t offer something the other guys are offering.
Relationship prospecting is pretty straight-forward and is based on you
having already built a relationship with your prospect. Give them enough
information to become informed about you and your offers. Enough so they
can make an informed decision about joining. Keep it at about 400 words -
but it must contain at least 3 calls to action and the same call to action. In
other words, you will be asking them to DO something, the same something,
three times. Aim for one postscript for sure, two to be thorough (a PSS) and
that last PSS should be a call to action.
38
The Relationship informative arena is something usually used in newsletters
and ezines. You’ve seen them – the large one page infomercials, that don’t
ask anyone to buy anything, they just provide information. Don't come
across as an aggressive marketer in these types of emails. Your goal is to
merely provide information in an informational manner. Usually in about
1,500 words give or take.
Watch your step when you use this kind of email, and make sure it’s well
written etc. as studies show e-newsletters that are informative, convenient,
and timely are preferred. However, a new study shows only 11% of
newsletters are read thoroughly. The lesson here is layout and content are
critical. Readers are critical of newsletters that waste their time, and will
ignore or delete them if they aren't regarded as useful. Since your whole
reason for marketing is to retain customers, this is a skill you NEED to
master.