You're Generating Leads, So Now What?

So you've got this attraction marketing thing down. You've been writing articles, blogging,
you're active on the social networking sites and you're attracting leads. Some email you and
some call.

If you're new to attraction marketing and people are actually hunting you down you may be
wondering; now that I have them, what do I do with them?

For a large number of people, your primary business won't be a fit for them. There's a way
to keep them in your marketing funnel, but that's a topic for another article.

What I want to talk about today is those folks that your business IS right for. How do you
find out if someone is a good prospect for your business without becoming what I call a
"pouncer"?

Let me define a pouncer. A pouncer gets all excited that they've finally got some business
happening and jumps on the first opportunity to "pitch their deal". A lot of times it's out
of pure nervousness. It comes from not knowing what to say to a new prospect or when to say
it. Let's face it, we all get excited because we love what we do and we want the person we're talking to to love it, too. But, there's a way to get that point across in a way that makes your prospect feel comfortable. That's a skill that can (and should) be learned.

We've all experienced pouncers in our life. Think of the last time you visited a car lot and
were "just looking". That car salesman (bless his little heart, we know things are tough
for them right now) came out to greet you before you even had your foot out of the car door and onto
the parking lot. After the initial pleasantries, he followed you around until you felt like he was your siamese twin. Here's another example.

I don't know how many of you out there are cat owners, but I am. Mind you, I don't have
ordinary cats. I have two Bengals. They're exotics and look like mini leopards. What does having cats have to do with marketing?(Stay with me here, there is a point to this).

One of my cats, Isabel, is normal cat size. Her half brother Fernando, on the other hand, is
huge. As in, he weighs over 20 pounds. When 'Nando's in the room, you know it. Let me ask you, have you ever experienced what a cat does when you move your feet under the covers? If so, then you can relate to what I'm about to say. 'Nando is a pouncer.

Imagine this. There you are, sleeping peacefully, all warm and cozy under the covers. You
move your feet ever so slightly and BAM!! Out of nowhere, twenty pounds of spotted, flying
feline descends on you and scares the bejeebers out of you.

That's what some prospects are afraid of, too. They're afraid that by giving even the slightest
hint (moving covers) that they may be interested in your business opportunity will have you coming at them like a WWF wrestler. That's obviously not your intention. Your intention is to help them,
but it's their perception. And perception, as they say, is reality.

What can you do to put your prospects mind at ease? That's an easy one. They found you in
the first place because of information you wrote or a video you made that solved a problem
for them.

Find out what that problem is and help them solve it. Dig deeper by asking lots of questions
about them and the situation they're in. How did they find you? Where did they find you? If
they took the time and made the effort to contact you, they view you as an expert who can
help them solve their problem. The more you find out about them and show a genuine interest
in them, the more they will see you as someone who can help them. That help can be with
either your business opportunity or your product.   

How do you assure someone when you meet, talk to or email them for the first time that
you're different and truly want to help them and not separate them from their hard earned
money? By doing what we just talked about, and taking yourself out of the equation. Ask
questions. Uncover their problem. And then listen, really listen to the answer.  

People will give you all the information you need when they know you truly care. Leave the
pouncing to the cats. Oops, Fernando's coming. Better hold still.

Until next time,
Sonrisas(smiles),
Beth