Let’s face it, generating solid network marketing leads takes some work. Just like any business, perfectly qualified and interested leads don’t just fall into your lap. According to Dustin Briley, only 3% of prospects are ready to buy now, which means 97% of them have some sort of objection or hesitation that you’ll need to address to help them make up their mind.
Whether you’ve gotten your lead from a word-of-mouth referral, social media, a blog post, or an in-person event, you need to do something with it. You worked hard to create a buzz around yourself and what you’re offering the world. Now it’s time to act on it!
Don’t Let All That Work Go To Waste
I know so many people who feel weird about following up with leads. They would prefer to just focus on the easy sales. That would be a lot simpler, but it would also mean selling yourself short when it comes to profits. Most people are worried annoying their leads. Just remember, these people showed interest, and they did so for a reason. They want to learn more, and are waiting for you to tell them how you (or your product) can solve a real problem they’re having.
Remember… everyone is busy. We all need reminders, and that’s all you’re doing for your potential customers. You’re reminding them about something they showed interest in. On top of that, you’re doing all of the heavy lifting for them by reaching out and offering more information. They didn’t even have to lift a finger! They will appreciate the effort and the real connection you’re making.
I want to share a few strategies that I love when it comes to organizing my leads and following up with them effectively and in a timely manner:
Remember: You’re Still Selling
Your follow ups should be strategic. You should always be offering your lead a solution to a problem they’re having in their life. That’s why it’s so important to ask questions and really listen. Find out why this person responded in the first place, then paint a picture for them to show how you can help eliminate the problem from their lives.
Always make sure your follow-ups are personal and go beyond just a basic email. You want to really go the extra mile to make a real connection and make the other person feel seen and heard. They will know if they’re just being treated like a potential sale.
Think About Using a CRM
What the heck is a CRM and why is it awesome for network marketing? CRM stands for Customer Relationship Management and they are online programs that help organize your customers and where they are in the sales cycle. There’s so many different CRM options out there; I won’t bore you by listing them all. You can do a search or ask someone you trust what program they use, or just sign up for a free trial and see what you like!
If you’re just getting started, a spreadsheet can do the job just fine. You’ll want to keep track of how you received the lead, the date, and whether you’ve followed up. Once you do follow up with a lead, keep track of the outcome and whether or not you need to follow up again in the future.
What Happens If They Aren’t Ready to Buy?
Just because they say “no” to you this time doesn’t mean they’re saying “no, never” (unless they really do say “no, never” in which case, remove them from your contact list and move on… not everyone is going to be a perfect match).
There are a few steps you should take when someone declines your offer or pitch. Your CRM or spreadsheet should have a section for leads that are “on ice” so to speak. If they shared anything with you about why they’re not in the market right now, make note of that so you can bring it up in your next follow up. For example, if someone said they’re about to have a baby and just need some time before committing to a product or service, make sure you make a note and ask about their baby or their experience as a new mother the next time you speak. They’ll be so floored that you remembered!
Another important thing to do when someone declines to make a purchase is ask them for referrals. Think about it: this lead showed interest initially and there’s a good chance there’s other people in their circle who would also be interested. You don’t have to be pushy, just thank them for their time and ask if they know of anyone that might be interested in learning more, or give them a referral card to pass along if they’re willing to do so.
The team here at Smiles + Lashes is passionate about network marketing and sharing tips and strategies to help you rock your business. Want to join us? We’d love to have you! Learn more about us on our About page, then come join us and let’s see what we can do together!