How To Attract New Prospects Without Cold Calling
Company: Amway
Posted by Adam Taha on Jul 13, 2010 12:19 am
Read More: best home business | bill britt | charlie durso | manipal reddy | network marketing | quixtar | work from home
All the cold calling, inviting prospects...sign ups, hundred of miles of traveling, 5 days a week of presentation, motivating downlines...didn’t keep it together.
Something was missing and we could easily blame everyone. Yes, the uplines, the products, the company, the not so right time, the prospects and on it goes.
From where I was standing and from my own personal experience, there was no fault in the company. I had to figure this out because if I didn't, no matter what company I step in, the problem will still be there.
And I had enough of starting all over again.
At this moment in our life (me and my wife), letters for the possession of the house came. Bills were piling up and we were having major cashflow problems.
Are Your Prospects Throwing Your Glossy Brochures Away?
We were in debt of $12,000 due to paying for books, after books, conferences and again, the blame was not with the company. We were spending money to give to prospects brochures and dvds.95% never returned them.
Cash flow was becoming a major challenge.
Here I was, 2am staring at the group drawing and looking at the photographs of the people who left.
I went through many CDs, DVDs and books that night. From Charlie Durso, to Manipal and Renuka Reddy. To Bill Britt and Paul Miller.
What was the secret to fixing all this?
We did everything.
It was 7am already and my wife woke up and got ready to go to work. She wasn’t surprised to see all the books and tapes, CDs everywhere. As she got ready and left to go to work, I began the search on the Internet.
Attracting Prospects Without The Fear Of Rejection..
After moving from one book to another ebook, system, subscribing to different emails, we just learnt how to:
- How to attract prospects to you without making a single cold call.
- How to know which prospect qualifies for your time
- How to sign up prospects without taking them to Hotel Meetings first
- And much more..
This one simple mechanism we call the Optin form is to help build your list. It's just one of the tools to help you filter and keeping you away from wasting time convincing prospects.
You can see the headline, the free offer and three problems the training will solve. This is one of our pages we're launching. We've tested it out and still testing:
The prospects will only give their details because we provided them with a free offer, which reveals their pain, their problem and what to do to solve it.
It doesn't mention products from our MLM business. It doesn't mention any pitch about the MLM company. We mention their problem, highlighting 10 questions, without hype, pitch but facts.
You may ask, “But the policy says we can’t sell the products on our blog or capture pages. We can’t even have the logo on our own website and...”
You are using your passion and being masterful at it. You've invested in magazines on this subject, you're interviewing experts, gone to training. It's you talking about your passion on skin care, without showing product, company logo or presentation about the business.
Still, check by reading the policies of your MLM company.
Just this simple mechanism and one method to first master to drive traffic to this page:
Through this process, your prospect sees you know exactly what they are talking about. When your prospects call or email you to know the 'how to.'That's when you ask questions.
Your Prospects Cares About 3 Things:
- What's in it for me?
- Will it work for me?
- Can I trust you?
It is only after the prospect has answered the questions you have ready, that we now lead them to message or product. A prospect isn't qualified until they have shown comittment and take action.
So the process is:
- Attracting prospects by providing free relevant and valuable information.
- Test it until you get the result you are measuring for
- Qualify prospects by the phone or talk on skype.
- Send them to the message or product
What If Prospects Asks what Company You're In?
Then say it and be honest but just don't let the prospect think it's they who are in interviewing you. You're the business owner. Do be polite and do focus on their needs.
Keep away from talking about earnings, levels and all that. It's illegal and secondly, no one can promise the prospect how much they earn.
The Colleges don't, universities don't and nor does a football Academy where parents pay thousands for their child to be a professional football player
Views: 1,856 | 
Comments: 2
Hey adam, you mentioned some
Hey adam,
you mentioned some companies have policies that forbid you to advertise their brands, and then that you can work around it...
if you're building capture pages like the one you show, that's still fine because it doesn't contain company brands.
BUT - by getting them to opt-in, eventually you're going to send them to a sales page and do email marketing.
at what point is it ok to mention the brand you're trying to sell?
obviously the brand isn't on the capture page, but it has to be on the sales page.
and it has to be on your emails (if you do email marketing)
Your comments on this?
Marius Lombaard...
Ho Marius..
1. Choose a product from all the products you have, and it has to be a passion.
2. Ask what questions it solves.
3. Look online if there is a demand to solve this problem/problems.
4. Create a strategy which I'll reveal in a bit. Have a blog focusing on solving this problem, with articles, contents. It must lead to something....
5.Give free Opt-in offer on blog and it must match the blog and what it focuses on solving.
Keep it real tight and focused. Hit them hard with your valued knowledge.
These can be videos and under each video is a call of action for consultancy package.
This is your chance to build rapport, ask questions, get the prospect to speak, find out what OTHER problems they have e.g. health, weaight etc.
I've sent prospects to even COMPETITORS website to get info and they came back to me again, and again.
The call action under the videos lead to consultancy package one to one consultancy for 30 mins to ask questions, cost XYZ. For one hour it's XYZ. Give ONLY few choices because it's difficult for people to choose when there's too many choices.
Videos must not promise but give valuable hard hitting information, to educate but raises your credibility in how you know your stuff, and worth listening too.
6. Call of action under video or emails, or articles leads to a one-one consultancy to help with for example, skin problems. Just an example...
7. Prospect is now on phone or skype and is lead to the package with link.
I have my wife who has knowledge big time on skin care problems, solving dry skin, irritation skin, wrinkles etc.
She listens, asks questions and says, that she has three packages, that can solve the prospects problem. They come with samples to try out and with step by step instructions.
The prospects pay for samples. Sometimes, they want to pay for full product because they seen you know your stuff.
So they pay for your time but it also helps, for paying for samples, delivery. If they want full product, charge for delivery too.
8. Prospect pays. Samples sent..
In agreement, that they test, following my advise. And a follow up call is agreed on, with time, and saying that you're really busy so make sure they are available on that time, or your time can be booked.
It is to see the prospects progress, see how it's gone. To answer any more questions. Show that you care. The diamond is in the followup!
9. Follow up call happens. Sale for full product happens.
10. Prospect knows it's a business. Ask questions. Have these ready just in case. Qualify the prospect.
Now, when you've got this smoothed out, tested it, measured it, without mentioning the company, and taught it to the team. Each team member will have increased their sale.
This increases your business volume.
Your blog page, which I am doing, but I'm testing still - so don't do this one I'm about to share. I'm going for it..
On my blog page, I have written a story, which doesn't mention company. I have anchored a link "when you start your home business" and it goes to betternetworker.com MLM company business profile.
So I've used the begining of my about page intro, with link to show,
"That this is the company I'm with.
And if you want more info of the company, read there, and links there to their website. I even mention the tight company policy on my about page and say why etc etc.
Which is cool as it gives me more credibility and reveals why. Which is what the prospects wants to know.
Adam