Hi everyone,
I'm going to attempt to get this in before anyone else does as the historic first training article of this forum.
I was reading an article where the author was relating an experience he had with the "Dead Doctors Don't Lie" tape campaign and how it generated rejection-free prospects that almost jumped into his business with credit card in hand.
I have little doubt this happened just as described. But let's examine it for a moment.
How did this come about?
Simple, the prospects in question were
"super-qualified". They received a tape with a presentation and were sold before they ever called. In my company, we have similar tool which is a magazine/CD combo. You send it to a prospect with the specific instructions that listen to the CD FIRST! Then read the rest of the magazine. Yes, I DO place special emphasis on Randy Gage's article in that magazine since this is the team the person is a candidate for. This has been worth thousands of dollars to me in the short time I've been with my company.
Many people have success with a sizzle call system. First the prospect answers an ad which has placed in their mind the idea of working from home (this is called "planting a seed"). This leads them to a sizzle call which excites them. . so by the time the networker speaks with them, they are talking to a person who has already been through a minor screening process! If the sizzle call has done it's job correctly, the prospect know it's a work at home opportunity and not a job and that is hurdle #1 that has been overcome.
How different is this from cold calling a person out of the blue to see if they have any sort of an interest at all? Or asking someone you haven't seen in 20 years if they are interested in making "you" money?
Here's the bottom line.
The more you qualify a prospect, the less rejection you get. However, many times qualifying them takes an investment. And in most cases, the higher the investment the higher the return. . . interesting that it works in network marketing the same as it does in other types of businesses.
Let's look at one system I use.
Hoop #1: The prospect fills out an "opt-in" ad that gives us permission to contact them as part of a co-registration on the internet. They know it's a business opportunity but nothing more. I purchase these by the thousands and placed into a can-spam compliant email auto-responder system.
Hoop#2: They are sent a series of emails that are meant as nothing more than a way to screen them about interest in a home business and then sends them to a landing page. My auto-responders are humorous and very short.
Hoop #3: They go to the landing page. . . get interested (or not) and fill out the short-form.
Hoop #4: One of my web-sites sends them to a presentation once they fill out their contact info. My other page (the one with that the globe below goes to) has the presentation BEFORE they fill out info so I qualify them right up front making the process even easier.
Hoop #5: I call them to take their temperature. If its warm, I send them the mag-pak described above and one sample of the product.
Hoop #6: Now and only now do I follow-up to talk in detail about the opportunity and see if they are "Super-Qualified".
If they say no. . . there is no rejection. It just wasn't for them. But if they get this far, my "yes" ratio is very high.
But again, the point is that it takes getting them through the system and sometimes the system takes an investment.
Bob
