“Seven Keys to Effective MLM Online Prospecting”
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As a seven year student of Network Marketing I've had great
success with online prospecting. After more than two years
of trial and error I've come up with seven key points
that'll make your prospecting efforts more effective.
KEY #1 - USE A "GENERIC" PROSPECTING WEB SITE
Why a generic site and not your company's site? Simply put,
you can't effectively offer your opportunity as a solution
to a prospect's problems until AFTER you know what those
problems are. Let me explain...
As Network Marketers we believe that our industry can
offer financial freedom and time freedom to those with a
great enough desire. But, we also know that if a person
doesn't have strong and compelling reasons to get involved,
they're just not at the right time in their lives to have
much chance of success. Look for and visit some generic online prospecting sites.
Choose one that forces YOU to revisit the reasons you joined
your company. Choose a site that you feel will pull a deep
emotional response from a visitor.
A good online prospecting site will do that and more. It
will act as a "filter" causing those not yet ready to click
out, and compel those who are to take action and inquire
about what you have to offer.
KEY #2 - PROVIDE A FORM TO CONDUCT AN INTERVIEW
From my experience I have found that the greater the
emotional response, the more information she will be willing
to give you about herself. And the time to get that
information is RIGHT NOW!
Your prospect has just emotionally confronted the problems
she is experiencing in her life. She hopes you can help her.
Now is the time to ask her questions and LOTS of them. Her
answers will show you exactly how to present your
opportunity as a solution to her specific problems.
Therefore, the online prospecting web site you choose MUST
have a response form that asks her questions that will
provide you with the information you need. Preferably, this
form should be set up in the form of an "interview" and ask
PROBING questions.
Aside from the basic information you'd always ask for (name,
address, etc.), here's a few examples:
-Does she have large credit card debt? How much?
-What would an extra $500 per month mean to her?
-What would she buy with the extra money?
-How much time could she devote to a business?
-What about her would make her a good candidate for owning
and running a business?
-How would she feel to have more free time?
-What would she do with it?
-Does she have children? How many?
-What is her current occupation?
-Does she like it?
-Has she ever owned a business before?
This kind of response form can be a further filter for
sorting good prospects from bad, as well as good from great.
A person willing to give every piece of information you ask
for is a good prospect.
The form should also provide text area for "Additional
Comments". The really great prospects (the ones for whom the
time is exactly right) will use this area to share exactly
what they want to change in their lives and WHY.
KEY #3 - YOU MUST MAKE PERSONAL CONTACT WITH HER
While the Internet is the perfect medium for online
prospecting of potential Network Marketers, it's also a very
impersonal place. And we all know that our business is built
on "personal relationships".
So, when someone fills out a response form from your site do
yourself a great big favor - CALL HER! This ONE thing alone
will separate you from EVERY other online prospecting web
site she's visited before. (And believe me, she's visited
many!).
And your call has another very positive effect on her.
She'll feel that what you have to offer may also be real and
worth her consideration.
The call should be very short, but friendly and courteous.
Just introduce yourself and tell her you are following up on
the "interview" she submitted at your web site. Use this
call to verify that the email address she gave you is
correct.
While making this call DON'T try to recruit her or bombard
her with your opportunity. And don't answer questions about
your opportunity. Now is not the time. You keep control of
the conversation.
DO inform her what the next step is....
KEY #4 - AUTOMATE A POWERFUL PRESENTATION
Your next step can be whatever you currently do with offline
propsects. Send her to a nearby opportunity meeting, company
web site, etc. But, the true power of online prospecting is
in the use of email.
I use a "smart autoresponder" to automatically send out a
series of emails to present my network marketing
opportunity. The emails are set up to go out at different
intervals depending on what was presented in each email. All
I have to do is enter the prospect's name and email into the
system.
The KEY for these follow-up emails is that they be
personalized. They must appear like you wrote each and every
one of them specifically for her. You must use her name
often and like she is an old friend.
KEY #5 - PERSONAL FOLLOW-UP
After there has been enough time for her to have reviewed
the email presentation make a personal follow-up call.
The follow-up call is the perfect time for a three-way with
your upline or another mentor. The third-party lends
credibility to you and your opportunity. It also let's her
know you're serious, that you care, and are ready to help.
Pay special attention to the few prospects who contact you
DURING your presentation process. These people are showing you
they're motivated and are likely ready to join your program!
Without exception, I have sponsored EVERY prospect who
contacted me during my email series. And every one of
these people are "a step ahead" of the rest of my downline.
Call these people immediately and answer their questions.
Then SPONSOR THEM!
KEY #6 - TIMING, TIMING, TIMING!
The personal contact phone call, the email presentation, and
the follow-up call all need to happen quickly. Again, it is
important to remember that your online prospecting web site
caused an emotional response that got your prospect to fill
out the response form. Don't let that emotion die.
The personal contact phone call should happen within 24
hours of receiving the prospect's interview.
Your presentation needs to get into her hands immediately.
If you're using an info-packet, send it overnight. If you're
using email start them immediately.
The follow-up is not quite as critical (unless she contacts
you first). Your prospect needs ample time to get through
the information. Since my email series takes about a week to
be complete, I wait around 10 days.
My sponsor and I make calls one evening a week. I follow up
on my own with those we can't reach on that night. When I
get an answering machine I ALWAYS leave a message.
You will be surprised how many people are screening their
calls and pick up when you mention your online porspecting
web site. If they actually aren't at home I want them to
know that I am trying to reach them.
KEY #7 - CONTINUE FOLLOWING UP
Don't take anyone off of your list. If the timing wasn't
right for her now, it might be in the future. Put all your
prospects into an email file and send them updates and
information periodically.
Keep an open eye for good information on Network Marketing,
your company press releases, and your company's new product
launches. Compose friendly and short emails and send them
out to your list periodically. Every now and then someone on
your list will stick their head up and join your program.
Remember not to SPAM. If someone requests that you stop
sending info remove her from your list immediately.
CONCLUSION
Network Marketing via the Internet provides a way for many
people to overcome obstacles that have prevented their past
success in our industry. Prospecting, recruiting, and
duplication has never been easier than with the automation
made available via the Net.
By the way, are you wondering why I write in the female
gender? My experience shows me that women out-number men
about 4 to 1 when it comes to looking for home based
business.
******************************************************** Darrell Finkeldei spent six years as a Regional Director with Excel Communications. Currently he and his wife, Mona, are Advisors with AdvoCare International. Visit his web sites at: http://www.homebusinessgo.com/loseweight http://www.Homebusinessgo.com/affiliates/main.asp?id=16145 http://www.howtorecruit.com/?id=16145
http://www.netprofits4beginners.com
This business entrepreneur resources for free MLM Training tools for MLM Consultants Success site has network marketing articles about direct sales vacancy, direct sales tips for MLM and marketing network selling secrets, free advice about network marketing tools and training for direct sales home party business. Directory of MLM consultant direct sales recruiting tips, including direct sales opportunity and network marketing consultant network marketing lead generation resources
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