How To Attract BETTER Leads

Some of my best training content comes out of answering questions I receive from students at Renegade Professional.

Here's an exchange that shares how I was able to attract HIGH QUALITY leads that allowed me to enroll more people (action takers) in less time.

I received this email the other day from a student of Renegade Professional:

Hi Mike,

I now generate lots of leads but I find it extremely time consuming to sort through all of them. I sponsor 25% of those who review the information about my company. And these are not MLMers.

I'm able to reach by phone 47% of the lead I generate. 95% of the people I talk to say they're going to review the videos I recommend them. I have them review Tim Sales's Brilliant Compensation online and then follow-up with a phone call (50% really review it because I'm able to reach them back and confirm that they watched it), I send them an e-mail about my company, follow-up (55% have reviewed my company info). And I sponsor 25% of those who reviewed the information.

Do you suggest anything else to me in that regard?

It takes a lot of drive to get back on the phone each day and do the numbers again. Do you do this too or you have other ways that make it less demanding?

Also, a very small number of people that I sponsor actually end up doing something. What are your stats? How many do you need to sponsor to find someone that will really work towards a leadership position?

Do you think that doing meetings on a regular basis locally would improve the number of people doing the business? I hear all the time that belief is crucial and events build that belief. What do you think?

-Stephane

My Initial Response:

(Note: you always want to ask questions before firing off a response to get a better idea where the other person is coming from--apply this in your relationships with prospects and downline as well and you'll be able to provide more value and attract better results):

Stephane,

How many leads are you generating on average per week or month?
- Mike
 

Stephane's Reply:

10-15 per day.

I used to pay 5$ per lead. I pay nothing for those.

These leads are not Network Marketers. These are people in transition, looking for a career change.

I get 2-5 networker leads per day.

I hear people sponsoring 10-15 per month. I'm far from that, here's the reason:

With all the follow-up I have to do, my pipeline is filled after a week of work. I have no more time free to call my new leads that come in each day.

What do you suggest I do?

-Stephane

My Response Back:

(Note I get more clarification to make sure there isn't something I need to know that might change my view of what he needs):

Hi Stephane,

I have some very specific thoughts already, but it’s always best to first gather more information before shooting off suggestions.

Are you using PPC or solely social media?  I know you said you don’t pay anything but that could have meant you’re using PPC and have a funded proposal of some kind offsetting cost.

Let me know and I should be able to reply with a suggestion.

- Mike

Stephane's Reply:

I use classified ads.

For mlm leads, they come from social media.

- Stephane

My Final Response & Advice:

Hi Stephane,

I was in the same boat you’re describing during many of my most active network marketing building days.

I should note I no longer do network marketing because I am now building new businesses with more ease and leverage, and on a personal note, it’s more fulfilling for me.  (I do still enjoy the residual checks that continue to arrive from the past effort, though).

Network marketing will require a lot of repetitive grunt work.

After 14 years at it, I lost interest in networking with people who didn’t share the same values or mindset I have (... "going through the numbers" means networking with a lot of the wrong people; for me now, I am networking only with the best mindsets, and its more rewarding for me).

But, everyone has different business goals and preferences.  

If you’re building a networking business you definitely have to accept that there will be a lot of networking (much time spent) just talking with the wrong people. 

But here’s what I suggest you do, which I did in the past to address this issue head-on.  Doing this can have a dramatic improvement on the ‘time wasting’ problem you described, and allow you to network with much higher quality people, saving time and getting you more results.

It may seem obvious and overly simplistic but the solutions usually are.

The Solution: 

Qualify the people better before they can talk to you

Right now, you’re simply generating more prospects than you can reasonably work with.  Therefore, it’s only logical that you would create more qualifiers (either with the message you use in your copy or by giving them more hoops to jump through) so that the people you speak with are much more READY to join.

Tweaking The Copy:

Depending on your advertising or sales copy, you can use pre-qualifying statements like, “Please do not fill out this form if you do not have at least $1500 to invest into your business.”  That is just an example.  You can use pre-qualifying statements on your lead capture page that weed out people with negative mindsets too. 

You will want to test out different things and make this a study. 

It can be fun to change one little line on your lead capture page or ad, for example, and then take note of the drop or increase in leads, and more importantly here, the different type of person you are attracting.  Create a list of qualities of the ideal prospect and as you play with the pre-qualifying statements or slight tweaks in your language, measure and observe how many prospects you get who match the characteristics you are looking for.

Another thing to test would be where you generate the lead.  You mentioned you’re using classified ads, so I would test other classified ad locations and see how that may impact the quality of prospect as well.  Again, paying more per lead is a good thing if it saves you time and gets you more results.

Giving Them Hoops To Jump Through:

Depending on your marketing funnel (process from point A to point Z that your prospect goes through to become a lead), you can set up different “hoops” for them to jump through to qualify them in the same way as you can do through the copy.

As an example, I’ll reflect back to 1996 with a fax blasting system I started, in the olden days when that was a somewhat acceptable way to attract leads.

Here’s how it worked:

Back in the 1990’s, people used fax machines a lot more.  (This was obviously before the age of the Internet, but the strategy I used here can apply to the present).

Many prospects who were contacted through either the cold or warm markets were referred to fax-on-demand documents where they could call a phone number and receive a fax back automatically, with a presentation about an opportunity.

I was buying leads from the companies who owned these fax on demand services.  They knew the fax numbers of the network marketers who downloaded previous network marketing related fax on demand presentations. 

I would load their numbers into my computer and using a simple fax blasting software, send a letter every Friday to about a 1000 of these leads (Sprint had a special long distance thing going on called Free Fridays so I didn’t have to pay a cent for the long distance calls I’d be making all day long… back then long distance was a big expense!)

In my fax letter they received on their fax machines, they were instructed to download a fax on demand presentation.  It was a 7 page document pre-selling them on my opportunity.  But here’s where I put in an extra “hoop” they had to jump through to address the very issue you’ve described (I didn’t want to talk to too many ‘bad’ prospects)…

So at the end of the 7 page presentation, there was a little form to fill out and send in the mail to me with $5, so I could then send them an “Information Pack,” which was really the same materials that most people in my company gave away to prospects!  I got about 10 leads a week.  I enrolled half of them.  This allowed me to enroll about 20 people per month.  I trained these people to follow the same system and this is how I grew to a 600 downline in a few months.  

We ended up using up all the fax leads in the U.S so I had to find new ways of attracting prospects; however, I never stopped applying the same principle and would always create different types of pre-qualifiers and ‘hoops’ for prospects to jump through so I was dealing with smaller numbers that were highly qualified.

Make a game out of it.  Test out different ways of attracting out only the most committed and interested.  Don’t be afraid to actually make it harder for them to get on the list, as long as the copy you use to do that (or the hoop you make them jump through) is likely to attract better quality people, which means people showing a greater willingness to be coachable, and take action, and who don’t mind being challenged.

The way you model this will differ in the details, but ultimately, you can apply this to any offline and/or online marketing funnel.

Partners in success!

Mike Klingler

Renegade Professional Co-Founder

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Find Me at http://www.MarketingMergeNetwork.com