Prospecting: Do Not Do This With Leads (Suspects)

Anyone that works in Network Marketing or Affiliate Marketing knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it's what we do with them once we get them.

One of the most critical mistakes a Network Marketer or Affiliate Marketer can make once they receive a lead is not acting on it immediately.

I heard a story once about a guy who belonged to a networking group. The soul purpose of his joining this group was to receive leads. This group wasn't cheap either. It cost him $500.00 annually to be a member.

Apparently, he would come back from his weekly meeting with a lead in his hand and pin it to the bulletin board above his desk, and there it would stay until he noticed it a few days later.

When I heard this story, my blood pressure increased substantially!

In Network Marketing or Affiliate Marketing it does not matter what you are promoting, every day is critical! At any moment, your competition can contact your lead and walk away with the business and potentially thousands of dollars in lifetime income.
Another common mistake I have witnessed countless times is contacting the lead in a timely fashion, but having absolutely no enthusiasm once you contact the customer. Why call them! Honestly, would you want to work with someone that sounds unenthusiastic about an opportunity?

When you call a potential lead, smile as you speak to them. The prospect will pick up on the inflection in your voice and respond to it.

Don't act as though the prospect is a burden to you, and that you are doing them a favor.

Remember, you are the expert when it comes to your opportunity or product. Don't expect your prospect to know everything, if they did, they wouldn't need you. So make sure they know that you are happy to help them.

Another no-no when following up on a lead is to yawn, sneeze, or cough into the receiver of the phone. I understand that these are normal and common bodily functions, but there is no excuse for doing it directly into the receiver. This is a great way to lose the prospect. The yawn alone will most likely make the prospect hang up the phone.

Always put yourself in the shoes of the prospect. Imagine meeting someone for the first time over the telephone and your conversation is being interrupted by yawns, and a sneeze. I doubt you would be gung-ho about doing business with them.

Following up with a lead and then putting that person on hold is another common mistake I have come across. Although your reasons for putting your prospect on hold may seem very important to you, your prospect will find it to be annoying regardless of your reasons. So be sure to set aside a time to call your lead when you know the interruptions will be few.

So the next time you receive a lead, act on it immediately, let your prospect know that you are happy to work with them, speak clearly and avoid interruptions, and watch your recruiting productivity increase!

Sincerely,

Kevin "K-Man" McNabb