Cash Tracking System



Choosing the Right Lead Generation Strategy Notes

o I don’t think I’ve ever encountered a prospect that hasn’t asked, “How will I find people to talk to?” And Lead Generation is also the first subject new members bring up as well. Making the right choice here is key for you to get off to a good start with CTS, so let’s explore how you can do that effectively.

o Now remember, this is not a “How To” training where we’ll examine how to implement any specific Lead Generation option. You already have extensive training modules at your disposal in the Training Center that cover all of that in detail. Tonight, we want to review each prospecting method, how they work and the pros and cons of each, so you’ll be better equipped to make an effective choice.

o New Prospects are the “lifeblood” of any activity like ours. Without prospects, you have no chance of being successful. I don’t think this should be “breaking news” to anyone. So before we get into some of the different methods, lets talk a little about how you APPROACH prospecting.

o If you want to get serious results from your efforts here at CTS, you must get SERIOUS about your prospecting efforts. Prospecting is something that everyone should be focusing on ALL the time. Take a look at the tons of successful members here, and you’ll see that there are some things that most of them have in common.

o First, all successful members are very diligent and consistent with their prospecting efforts. They know that this is the one CRITICAL task, more than any other, that will directly influence their success. Everything begins with prospecting. You can have the greatest “story” or “offering” in the world, but if you aren’t sharing that story with enough people, you just can’t possibly be successful. So your first key is CONSISTENCY.

o Next, most successful members don’t just use ONE prospecting method, they use a variety of methods to find and attract new prospects. That’s what I do, and there’s a very important reason for that. All prospecting methods are “cyclical,” and they definitely will experience “peaks and valleys” continuously. Sometimes one method works great, and then “not so great” for a period of time. Then it picks up again.

o Using a variety of prospecting methods allows you a much better opportunity for CONSISTENT success, because usually something is ALWAYS working. Again, this takes CONSISTENT APPLICATION. You must ALWAYS be looking for prospects, and new and better ways of finding them. But you can really improve your consistency by varying your methods. In this session we’ll take a look at what works best for our activity, and along the way we’ll examine the intricacies of each method and what you need to be thinking about to determine what might work best for you.

o And finally, whatever method or methods you have chosen to implement, make sure you allow enough time to see some results. Don’t be impatient here. For example, you can’t do one “Voice Broadcasting” campaign and determine whether this will be successful or not. Sometimes many methodologies will produce new prospects weeks, even months after the initial contact. Just make sure you give it time to “seed,” and continue with a positive expectation.

CIRCLE OF INFLUENCE

o Let’s begin with one of the most misunderstood but effective methods of finding prospects, your “Circle of Influence. I can already hear the moaning and groaning from our Studio Audience, but bear with me here for a few minutes. Like I said, this is unquestionably the most misunderstood prospecting method.

o Contrary to popular belief, Circle of Influence prospecting is NOT about beating up your friends and family. I love my family dearly, but the last thing I would ever want is to be working with some of them. I’m sure you guys can relate to that. However, some of you may very well have individuals in that circle that you may wish to contact, and that can be very lucrative for both you and your potential new member if you do it properly. But it’s key that you understand what “Circle of Influence” prospecting is really about, and the best way to approach it.

o Here’s what Circle of Influence” prospecting is really about.

o Everyone KNOWS people. That’s an undisputable fact, and that’s really the core of Circle of Influence prospecting. And contrary to popular belief, everyone you know isn’t broke. Effective “Circle of Influence” prospecting simply focuses on getting together a list of people you know and giving them the opportunity to look at something pretty special, and make an informed decision as to whether it might fit for them. That’s it. So how do you go about that?

o We have updated the Training Module in the Training Center to give you a very thorough tutorial on how to create a killer list, and exactly how to make that contact in a very non-threatening way. There are several “Downloadable” documents there to help you along the way.

o Circle of Influence has long been one of the most powerful lead generation tools I’ve ever used, and it sure can be for you to. As you’ll see in the new Training Module, if you learn to do this right, and you teach it to your new members, it becomes an unbelievable powerful tool, and can create some really impressive CashFlow to you and your new members for a long time. OK, lets examine the Pro’s and Con’s of Circle of Information.

PRO’S

o It’s the simplest method of prospecting, and literally anyone can follow the training and make a list. There’s nothing to get setup, and there is no cost involved.

o It’s immediate. As soon as you get your list together, you’re on the phone contacting prospects. That’s a real plus for new members.

o It’s the most productive Lead Generation method you’ll ever use. You will get a larger percentage of new members from this prospecting avenue than any other.

CONS

o Now, let’s take a look at some of the Con’s of Circle of Influence Prospecting.

o First, it will take some work for you to get your list together complete with all of your contact information. The rewards are huge, but you will have to be diligent about getting this list together and doing whatever is necessary to accomplish that.

o With “Circle of Influence” prospects, there’s a different kind of “Fear of Rejection.” No-one wants to experience rejection from someone they know. Getting rejected by someone don’t know is one thing, but when you may have to see that person again, that’s a little tougher. You’ll need to get past that.

o And you will encounter some new members that simply will refuse to do this. That’s OK, you can get them started with other prospecting methods, but I always encourage my new members to pursue this avenue, because I feel the “Pro’s” far outweigh the Con’s.

LEAD LISTS

o Now, let’s talk about Lead Lists. This is one of the original “Staples” of prospecting, as it’s been around the longest, and it still is very effective today.

o Lead Lists are composed of a “listing” of prospects that have filled out a form on the Internet requesting information on working from home. These Internet Forms are for a GENERIC “work at home” opportunity, so the prospect has no idea what organization will be calling them.

o When you receive your list, you begin calling each name on the list as soon as possible. The CTS Training Center provides full training on how to make that Initial Contact with these leads under the “Prospecting” menu, and it’s critical you review the “Lead Lists” and “Interview Techniques” modules. The better you get at making that Initial Contact, the better results you’ll achieve from these lists. Now let’s take a look at the “Pro’s and Con’s” of Lead Lists, so you’ll have a better idea of whether this is something you may want to use.

PRO’S

o Let’s look at the “Pro’s” first.

o The biggest advantage to Lead Lists is that it’s fast. About a day or so after you order your leads, you have 100 people to call. That’s one of the things I’ve always loved about this method of prospecting. I can get some contacts made very quickly.

o The next thing I personally like about these lists is that, if you learn how to do this well, it’s one of the most consistent producing lead generation methods I’ve ever used, which is why I’m still using it today.

CONS

o OK, let’s take a look at a few of the “Cons” to using Lead Lists.

o First, it’s a lot of hard work. You MUST call EVERY name on each list, which is about 100 personal phone calls for each list. That is a TON of work. It takes a while to really learn your script and to get good at this, but no matter what, it’s still a lot of work.

o Next, you’ll experience a ton of rejection calling Lead Lists. You really must develop a pretty “thick skin” to do this successfully, as there’s really no way to avoid this. As you’ll learn during the Lead List training module, each list contains tons of “tire kickers,” so you must be able to persevere through that to get to the few decent prospects in your list.

o Again, it’s a lot of work with lots of rejection, but if you’re willing to “stick it out” and learn to get good at this, it can produce some consistent results for you. But it certainly isn’t for everyone.

VOICE BROADCASTING

o Now, let’s take a look at another method of prospecting, Voice Broadcasting. This continues to be one of the most popular methods of prospecting in CTS.

o With this method, “AKA AutoDialing,” you “Broadcast” a short message to a large list of prospects via telephone. For a full tutorial of how this works, visit the “Voice Broadcasting” training module in the Training Center, as it’s imperative that you fully understand the intricacies of this technology.

o Prospects who respond to your Voice Broadcast may visit your Landing Page or call your Remote Voicemail Message and listen to your “Mini Presentation” about our program, and they may even leave a message for you. You then call those prospects and see how they felt about what they heard, and determine where you go from here. So let’s take a look at the “Pros and Cons” of Voice Broadcasting

PRO’S

o First, since the technology is making that “initial contact” for you, there is very little rejection with Voice Broadcasting. You just follow up with those prospects that show an interest. That means that you normally won’t speak with prospects until they have heard a little about what we do. That’s much easier than making those initial contact calls yourself.

o Next, the entire process is pretty automated, and that’s a huge benefit. In other words, your Voice Broadcasting system is making thousands of “Initial Contacts” to lead lists while you do something else. That’s the “ultimate” in Time Leverage, and it’s the one benefit I really love about Voice Broadcasting.

o The next “Plus” for Voice Broadcasting is that MegaRich Broadcasting System has a “Done For You” option where you never have to touch the technology. Just purchase one of those packages, and your leads are loaded, your audio recordings are loaded, and the entire broadcast setup is done for you at the time of your choosing.

CONS

o Now lets take a look at some of the “Cons” of Voce Broadcasting.

o First, it’s not nearly as effective as it once was, simply because so many people are using it now. This means you need to broadcast larger quantities of leads to get decent results. Just as an example, as I was writing this training, I received TWO Voice Broadcasts for “work at home” opportunities. Like I said, many people are using it, so you need to do lots of it to be effective. Don’t get me wrong, it still works great, but its’ effectiveness has been a little diluted a little over time.

o Also, to get started it’s typically more costly to get going, and this does deter many people. For example, you have leads to purchase, and you have “airtime” costs for sending those messages. It’s important you take that into consideration when deciding if this method is for you. All in all, Voice Broadcasting still continues to be one of the most successful Prospecting tools at CTS, and it’s something that I use regularly.

BULK EMAILING

o Now, let’s take a look at another of the “old standard” prospecting methods, Bulk Email, which again is becoming more and more popular all the time.

o With Bulk Email, you are doing something very similar to Voice Broadcasting, except your message is delivered to a lead list via Email as opposed to over the telephone. Again, you can broadcast thousands of emails at a time, with just a few minutes of initial setup on your part. To get a complete training on just how this works, review the Bulk Email training module in the Training Center under the Prospecting menu.

o Once your emails have been sent out, interested prospects may go directly to your Landing Page, call your Remote Voicemail box, or send you a return email. The ones that show an interest, simply do a “follow-up” call with them and get them over to your website, if they haven’t gone there already.

PRO’S

o Let’s take a look at some of the “Pros and Cons” of Bulk Emailing.

o Just like Voice Broadcasting, you’ll get very little initial rejection, since technology will be making that initial contact for you. I think that’s a HUGE plus, particularly for new members. The more people you can connect with without experiencing rejection, the better.

o And as with Voice Broadcasting, once you get the system setup, which can take a full day or so, it is extremely automated. You can setup a campaign literally in minutes, and your emails will be sent out, personalized with the prospects name and your contact information, with no more of your involvement. It’s another one of those great “time leverage” activities.

o Also, Bulk Email is extremely “cost effective,” since you don’t have the “Air Time” expenses you have with Voice Broadcasting. Once you get your system setup, you typically have a small monthly fee for your system, and the cost of your leads. That’s it.

CONS

o Now lets take a look at some of the “Cons” relating to Bulk Emailing.

o First, it does take a little time to get the system setup initially, and there is a level of complexity to that. Our Recommended Vendor does have some great educational tools, but it can be a bit daunting for some. However, once you get through that, it runs pretty smoothly.

o Next, of all Lead Generation methods, this one requires the most consistency. You must be very consistent with sending your emails, and you definitely must be patient for results. I’ve had situations many times where I’ve received emails or calls from prospects on emails that I sent out a month ago or even longer at times. Not everyone checks their emails regularly, and it never ceases to amaze me at how long it will take some prospects to reply. But that’s OK, I’m a pretty patient guy. The important thing to me is that they DO respond, because that means they’re interested. The end result is that Bulk Emailing is a great method of prospecting, and many of our successful members use it.

PLACING ADS

o Now let’s talk about another prospecting Method that we get asked about quite a bit, placing ads.

o The first thing about placing ads is deciding WHERE you want to put them. For some good ideas about that, make sure you review the “Advertising” training module in the Training Center. Most of this is really common sense. For instance, one are you want to avoid like the plague is any place where people are looking for JOBS. You’ll get lots of replies, but none of those prospects will have any money. Not much point to that.

o Make sure you review the Advertising Guidelines in the Training Center as well. Actually, we talked a little about this earlier in tonight’s Webinar. All of your ads must be BLIND ads, meaning they can’t mention our name or any details of this opportunity. You can only use generic “Financial Freedom” phrases. It’s vital that you remain compliant here. There are plenty of sample ads you can download from the Training Center that have proven to work well.

PRO’S

o OK, let’s take a look at some of the Pro’s and Cons of Placing Ads.

o First, there are many places you can put ads on the Internet, such as Craigslists, which are FREE, and there are several others that are very inexpensive. If you Google, “Placing Ads On The Internet” you’ll get lots of information that will guide you in that process. The Internet is a dynamically changing environment, so if you do that search now and again a month from now, chances are you will get some new information. For those members who have lots of time but little money, this may be a good solution.

o Well written and well placed ads can produce some decent results, as many of our members have reported. Once again, you can’t place one ad and get disappointing results, and conclude this doesn’t work. You must stick with this. Before I came to CTS, I used this method of prospecting a lot, and one thing I learned was that consistency and longevity really paid off. I encountered several prospects who said, “I saw your ad in that publication a few months ago but I didn’t reply. Since you’ve been there repeatedly, I figured there must be something to this.” Simply by continuing my ad for a few months, earned me some legitimacy in that prospect’s eyes. That happens a lot with ads when you approach it with a long-term view.

CONS

o Now for some of the Cons.

o If you haven’t selected your “target market” carefully enough, or if you aren’t in a position to advertise consistently, you’ll have a difficult time getting enough action going to produce consistent results. These are things that constantly plague members who place ads. Personally, I think ads are a good tool as a SUPPLEMENT to another prospecting method. That’s something that’s been effective for many members.

o Here’s another “Con.” It’s really not something that you can duplicate throughout your organization. Let’s say you were advertising in USA Today, which BTW is very expensive. There is only ONE USA Today. How many others in your organization could be successful running an ad there? You see what we mean? Yes, they could advertise other places, but there is only a certain number of publications that have the readership to justify the expense. And when there are too many “similar” looking ads, everyone’s response goes down.

o When advertising on the Internet, one of the real disadvantages is that it really attracts a lot of “Broke” people. That’s really evidenced when you look at “Lead Lists.” Those prospects are responding to Internet Advertising, and most of them are broke. With Lead Lists, you have enough leads to get some decent prospects in each list, but it’s tough to generate enough replies to get too many good prospects with placing ads. That’s probably the biggest downside to placing ads on the Internet.

SOCIAL MEDIA

o With the “Social Media” Sites popping up all over the place these days, we always get asked about this method of prospecting. Here’s the scoop.

o Unfortunately, most Social Media sites absolutely don’t allow advertising, and they are vigilant about shutting down the sites of violators. In their minds, their sites are about “connecting” and “sharing information,” not “commercial enterprise.” You need to be very careful about using this medium for finding prospects, or you could get yourself into an uncomfortable situation.

o For the most part, we don’t see Social Media sites such as Facebook or Twitter as a great fit for Gifting. Particularly due to the guidelines you must follow to protect the integrity and the legality of what we do, it just doesn’t mesh very well with Social Media Sites. However, there is something you can use to your advantage.

o Anyone can start a Blog these days, where you can write articles about becoming Financially Free or something related to that. The key is to keep your Blog “Information Centered,” and not to be a flagrant ad for anything. If you have no idea how to start a Blog, just Google “Starting a Blog” and you’ll get a ton of ideas and guidance. A Blog is a great tool if used properly, as long as you have good content that you’re willing to share, you keep updating your Blog at least once a week or so, and you can place your Landing Page URL in your Signature line.

o Lets talk about Facebook, Twitter and “Linked In” (a more “Business” Social Network site) for a second. If you have a presence on any of these sites and you’re talking about what you do, it’s a natural extension of these discussions to DISCREETLY reference your Blog. When people go to your Blog and read your content, if it’s good, they’ll want more, and they may very well click your Landing Page link.

o The key to making this work is to always be DISCREET. Again, at no time, either on Social Media Sites or on your Blog, can you be BLATANTLY pitching CTS or ANY opportunity. Doing so can have some very unpleasant repercussions.

DROP CARDS

o Finally, let’s talk a little about using Drop Cards.

o Many members, including myself, like to carry around little cards that look just like a business card, that have a “slogan” or “question” on it that will incite curiosity on behalf of a prospect, and they also contain our Landing Page URL and our Contact information.

o Then, I just “accidentally” leave these wherever I happen to be. Accidentally on purpose. Make sure you visit the Training Module in the Training Center under the “Advertising” tab to get a good overview of how to use them successfully.

o Use the samples you’ll see in the Training Center as they work very well. You can print them up on your own computer very inexpensively. Just make sure you always carry a supply with you whenever you leave the house.

o Drop Cards are a great thing to use in Social Situations when people ask you, “What do You Do?” This is a terrific use for them, so I always make sure I have some in my pocket, particularly at parties.

SUMMARY

o Let’s just summarize a bit as we weave all of these thoughts on prospecting together.

o The first thing you need to do is to DECIDE what methods you want to use, and get started. Whatever you choose, you need to COMMIT to it for a period of time to give it a chance to take root.

o Next, you must be consistent in both your advertising AND your follow up with prospects. That’s a key. There is no point in getting someone to your site and NOT following up in a timely manner.

o Then, make SURE you use a variety of prospecting methods. If you do, something should always be working for you. This is essential to your long-term success.

o And finally, if you really want to improve your Prospecting results, get really good at making that Initial Contact. I have a member that I taught how to properly call Lead Lists. She struggled mightily in the beginning, but the more she perfected her script she really began to experience some success. The leads didn’t change, SHE changed. And suddenly her results from calling Lead Lists improved dramatically.

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