Leads, The Litmus Test of Network Marketing by Mary LaDisa

When it comes to finding leads for your network marketing business, where do you look?

There is so much jargon out there that one can easily get lost in the wording (if you’re a newbie): prospect, lead, opportunity? How are they different, and which one should you be concerned with?

They are the same but are termed differently based on where they are positioned in the sales cycle. In general, the prospect is the initial contact. The prospect becomes a lead when it is confirmed that this person/entity could be a potential customer or business partner. It all becomes real when we begin nurturing a business opportunity.

Of the three points of interaction, identifying a good lead, which will be our focus here, is the most time-consuming. We know that it’s not just numbers that we’re after but a well-qualified lead. Depending on where we are in our business, it can be tempting to allow anyone willing to do business with us to do so. But there is a caution to be taken here.

I’ve had a curveball or two thrown at me a few times, and it was quite unpleasant. The saying, “Everyone is not your customer,” isn’t an overstatement. Every connection will not be a good fit for your company. It is in the lead vetting process where we find our perfect match.

Finding leads comes naturally for some. They are people magnets, but there is still work to be done to find the right fit.

Leads need to be tried and tested. A few areas to note are: Are they responsive? Are they consistent? Are they teachable? It is reasonable to assume you are moving towards a relationship when you see a repetition of these characteristics beginning to happen. Now you are communicating.

What you don’t want is to become bothersome and turn off your lead. People interested in working with you will make their interests obvious. You don’t want to spend a ton of time on “browsers.” Throw out a feeler now and again, but that’s it. Again, don’t be tempted to “let some in” for the sake of the sale. It’s not worth it, trust me. If only one-way communication is happening, they are not a good fit.

Once you have an established, qualified lead, work it. Nourish it.

Show them why you are the best choice for their business, whether it be a customer or business partner. This is where you move the lead into a more serious relationship with you. It is becoming mutual. Both parties are excited at the possibilities of growing their business further. This is the opportunity that you have been directing your lead towards. Once you’ve shaken hands and signed on the dotted line, just like closing on a new home purchase, your lead becomes an asset. They’ve passed the litmus test.

Mary LaDisa
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