The Keen Marketer

A famous phrase I often hear from my up-line trainer who is one of the most successful leaders in my network marketing company, is “structure creates freedom”.

This was in reference to leads follow-ups. After all, if the follow up is done properly, one never needs to go out of their warm market, which means no cold calls.

The greatest and most powerful tool all networkers should be using is the DRIP list method. If you’re an experienced in network marketing, you will be familiar with this technique.

Why do we see commercial over and over again?

Because it takes us many viewings to recognize the value of what is being presented. In the same vein, when sharing a new idea or product with a possible client, it may take 6 to 7 tries before they get it!

9 out of 10 leads don’t get it the first time around. So knowing that, then it is just a matter of constantly exposing them over a period of time, like a drop of water falling on stone, until the client gets it!

With that in mind, keep a good list of all your leads, date first contacted and jot down some key points about that person such as family members, names, health, whatever is relevant.

After all, your memory may be good but once you get a long list of people that you need to keep in touch with, it gets pretty hard to remember all the details that are important to that person.

I keep this information on 3×6 index cards in a little plastic box. This may seem to be a Neanderthal method to you, as using the computer for storage would be no problem at all. But for me, this is one resource I like to do by hand.

I find it satisfying to rifle through those cards and see how many are accumulating. It inspires me!

Now, every month, there are 2 days or so that are strictly designated to following up with these leads. If your client is active, you really don’t need to follow-up on these days because if you’re doing your business right to start with, you’re already following up with them on a regular basis anyway.

This strategy is for clients that are no longer active. This is not a cold call. You know this person and they know you. Already there exists a bond. Hearing the click of someone hanging up in your ear will not be something for you to fear.

In order to keep your call interesting, you must bring something of value to the table.

This could be in the form of a document, audio or video that you tell them you will send by either snail mail or email. Your goal is to bring value.

At the end of your call, make sure to ask permission for another follow-up next month.

Your purpose it not to expect a reply.

But I thought the idea was to activate old clients for expected new sales?  Wrong!

You are just sharing information. Now don’t get me wrong, they may buy again but that is not your objective.

You are creating a community of people linked by the same interests and slowly expanding your warm market which allows you to build deep.

This person may or may not be a client again but at one point they will be open to giving up a name or two to help you, as they will have seen that you are genuinely interested in helping them, even though they gave nothing in return.

Teaching your associates to use this technique is a smart move and easily duplicable.

It also removes that fear of rejection we get at the thought of approaching new leads  for the first time.

I hate cold calls too and I don’t waste time on them. There are much better ways to get leads.

So all in all, it’s a win win technique. Pass it on!