Finding the right perspective on lead generation?

[John Counsel]

G'day gang

New member, Jesse, triggered this thread with the following comment:

I have so many questions. But mainly I want to learn how to get good leads for my business!

That set me to thinking about lead generation generally, and the incredibly wasteful

mindset >> attitudes >> actions

chain reaction that most network marketers seem to have on this subject.

I remember doing a session, years ago, with Kim Klaver, where we led a discussion about unrealistic perceptions and how they were so destructive and sabotaging — and plain wrong.

Kim and I are very much on the same page of the same book on most things, and we both had the same view here, based on our own experiences.

• Most leaders in network marketing have only a handful of legs that produce the vast bulk of their incomes every month. Most had only 2-3 such legs. A few had 6-8 legs.
• Most of those same leaders had personally sponsored fewer than 50 distributors, in total.
• In any company where I had reached the top spot on the bonus schedule, the maximum number of legs I had personally-sponsored in order to qualify was 8. To achieve that, I personally sponsored fewer than 30 distributors.

The real secret of lead generation success is to…

• use VIRAL, automated methods for finding, approaching, educating and qualifying prospects and disqualifying suspects.
• Work closely with a small number of new distributors (no more than 4 at a time) in a synergistic mentoring relationship for 90 days to help them reach the top of the bonus schedule in your compensation plan.

Network marketing is a business system where it makes no sense at all to build slowly. Create momentum from the moment they make the fourth emotional decision required for them to commit to their own success.

"Strike while the iron is hot" makes abundant sense: maintain the momentum and excitement. They'll continue it once they catch the vision and begin achieving measurable results.

This is what intelligent leverage is all about in network marketing — using small numbers to create BIG numbers.

It's NOT about using BIG numbers to create BIG numbers or, worse still, using BIG numbers to create small numbers.

Let's hear your ideas!

John

[BxBmber]

Thanks. So who I start off with friends and family? I fthey don't want to jump aboard how do I reach others without spending money on advertisments that may or may not work?

[Eric Youle]

Hi

Thanks. So who I start off with friends and family? I fthey don't want to jump aboard how do I reach others without spending money on advertisments that may or may not work?

Interesting question - regarding advertising - until you try I guess there is no way of knowing if they will work or not. Depends so much on the quality of the advert, its message, the offer and ad placement.  Which is why the professionals tend to use "Split testing"

The classic way of course the MLM staple is talking to all the people you know (even in only very casually and asking them for referals - the belly-to-belly approach).

If you want to gain a greater reach than that, or are primarily into Internet Marketing, the I guess there are a couple of options

1. set up a lead capture page, if your system does not offer one, and promote widely - this will either cost money or take up your time, If the latter I suggest that you consider what value you put on your time - even if you only cost this at $20 ish per hour, you can but quite a bit of advertising for that soer of money.

2. buy leads - really much the same as 1. except that the Lead source has the placement and exposure you would have to build for yourself. So you trade money for your time.

I would suggest that you consider quality before quantity.  Find a good lead provider then buy a few top quality leads (Real-Time Exclusive) if possibly use a provider that allows you to select and qualify the leads they give you - whatever - area, age, gender, capital to invest, goals, experience, industry etc - the provider will collect this sort of information and may allow you to filter - so you get the most suitable.

Then when you have them follow up ASAP.

Hope this helps.

[Eric Youle]

Thanks. So who I start off with friends and family? I fthey don't want to jump aboard how do I reach others without spending money on advertisments that may or may not work?

 Quick follow up I notice that you are promoting ZenZuu if that is your primary business then I would suggest just go for maximum exposure - leads would not be appropriate.

[BxBmber]

Yes, ZenZuu is one fo many I am promoting... So how do I go for makimum ecposure? I have over 250 in my downline but when I message them about other buisness opportunites I got at most 5 responces! Idk how to let people know that my business opportunity is so easy to do and its going to make us all very wealthy if we just work it for a few good months...

[Eric Youle]

Hi

Yes, ZenZuu is one fo many I am promoting... So how do I go for makimum ecposure? I have over 250 in my downline but when I message them about other buisness opportunites I got at most 5 responces! Idk how to let people know that my business opportunity is so easy to do and its going to make us all very wealthy if we just work it for a few good months...

For ZenZuu - I would think Traffic Exchanges might be as good as anything.  Safelists maybe.

5 out of 250 would be quite a good response - I would have thought.Suspect people on ZenZuu are not looking for another business - in fact most people populate such networks to promote their own business, probably true of most of the commercial side of the internet.

If you are really in ZenZuu to promote another business maybe the direct promotion of that business would be more effective - leads might work depending on the business.

[John Counsel]

Wow... don't know how I missed this topic. It's old now, so this post is probably just academic — but still valid.

This is all very First Generation stuff. It's called "chasing your own tail". You end up being busy being busy being busy with very little result.

Fourth Generation prospecting is so much more effective, For a start, you talk with people who aren't chasing their own tails!

John

[Eric Youle]

Water under the bridge, maybe.  But I wonder if you would expand on the concept of Fourth generation prospecting.

[John Counsel]

Hi Eric,

Fourth Generation prospecting is fundamentally about a couple of things:

• It's about the prospect, not you.
• It's about quality versus quantity. Quality is cause. Quantity is effect. If you focus on using quantity to create quantity, like 99% of network marketers, where's the leverage?
• It's about dealing in specifics, not generalities. When we deal in specifics, we rarely fail. When we deal in generalities, we rarely succeed.
• It's about principles, values and standards — not absence of principles, values and standards.

My book "Viral Networking" is about Fourth Generation prospecting. http://viralnetworking.net.

My book "WHY Network Marketing Works" is about Fourth Generation leadership and business building. http://whynetworkmarketingworks.info. This is free to download and explains Fourth Generation network marketing in detail.

John