Believe it or not you can actually learn valuable insight from watching tv that can help you in your business. I was watching the Profit with my wife and Marcus Lemonis star of the show specializes in helping failing businesses. Marcus looks for 3 things in a business – people, product, and process. Does a business have all three of these? Which ones are broken and need to be fixed for that business to be successful? In a lot of the cases on the show the process is almost always broken. This got the wheels spinning. If you’re a newbie marketer you already have the people – you, the product – affiliate product and/or MLM, and what about the process? How do you sell that product? Get people to join your business opportunity? That is the missing ingredient in your business. The process of how to generate leads, and follow-up to turn those leads into sales. Once you have a customer you can sell them additional products or services over and over again.
I understand as a newbie marketer you have a full-time job and are working on your business at most an hour a day maybe sometimes more. This can fluctuate even more if you have a family. I have a young family and know exactly how challenging it is to balance everything, but do the best that you can. I will keep this in mind when making suggestions or recommendations. Now let’s discuss your process.
How do you generate leads?
Do you have a lead generation system in place? Do you use the internet? Do you attend networking groups? What methods are you using to generate leads for your business? Given your time constraints you are probably only using one method which is fine or that is the million dollar question you are trying to figure out. Here is a simple way to generate leads for your business using the internet.
Comment on Authority Blogs
An authority blog is where the blog owner is an authority in their respective niche and generates a ton of visitors to that blog on a daily basis. Take for example John Chow at www.johnchow.com as he has over 299,992 daily active visitors and readers. That’s a ton of people! John and his staff publish 2 blog posts per day. John is an authority in the affiliate marketing space. So how does this help you generate leads? Down at the bottom of every blog post you have the ability to leave a comment. Here is an example of what that looks like.
Your name and email address is required for you to leave a comment as you can see from the red asterisk next to those fields. There is a place for your website (which is not a requirement to leave a comment), and the box to type in your comment.
Let’s focus on the website. If you have a website you need to include it in that box. What if you do not have a blog or expansive website what do you do? Chances are you have a one-page website commonly referred to as a squeeze page put that web address in that box. So why am I having you do this? When you leave a comment and it is approved it will show up in the comments section with all of the others. Here’s a little tip.
If you move the conversation forward, add to the blog post with your comment, you have the ability to drive tons of traffic to you. A reader of your comment will click on your name and will be taken to your website or blog.
Remember how many active daily visitors and readers I said John Chow gets? Over 299,992! So, if you read a blog post on John’s blog and make a comment you have the chance to drive a lot of visitors to you.
Now let’s be clear if you simply go and read John’s blog posts every day, fill in all of the information and leave a comment that says “Great post, John” do you think anyone is going to click on your name to find out who you are and what you are about? Hell no! You need to put some thought into the comment and ultimately add something to the conversation. Be thought provoking.
If you employ this method consistently, you will over time generate leads for your business. How? The people reading your comments will get to know you, like you, and eventually trust you which can turn into quality leads over time.
So how do you fit this lead generation method into your schedule? Simple. Pick one authority blog in your respective niche, follow that blog, and make thoughtful comments that add to the conversation on each new blog post. This literally takes minutes, and is very simple to do.
How do you follow-up with leads to turn them into sales
Now that you have generated leads through blog commenting what is your process for following up and turning those leads into sales? Do you even have a process in place? If you don’t, then what is the purpose of generating a lead? There isn’t one. I want to illustrate why it is critical to have a follow-up process in place for your leads. I’ll give a little background about myself in case this is the first time you are reading my blog. I have sold millions of dollars in capital equipment (average ticket price $50,000 to $100,000 per unit) to eye doctors for several years. If I have a lead, I need to be on that doctor’s door step immediately to follow-up with him while my product is still top of mind.
I attended a continuing education meeting of 72 doctors where the nature of the continuing education was focused around the topic my product was used for. For all 72 doctors that attended they were given a packet of information, which included my contact information and a little teaser on the product I sold. 24 hours later I received a phone call from one of the doctors who attended that meeting, and he was interested in learning more about my product. I had missed the doctor’s call as I was on the phone with someone else. Let’s call this doctor Dr. Doe. I called Dr. Doe back as soon as I could. I talked to Dr. Doe on the phone for an hour. Dr. Doe told me to call his office in the morning to set up an appointment to come in. I called Dr. Doe’s office in the morning and set an appointment to come in the next day. I went to Dr. Doe’s office that day, we talked a little more, and he signed on the dotted line to purchase a $50,000 piece of equipment for his practice. See how critical it is to follow-up with leads?
What was my process?
Dr. Doe called me, left a voicemail message and wanted to talk (This is my lead).
I called Dr. Doe back almost immediately and we talked for an hour.
I set up a face-to-face meeting right away.
Attended the meeting, closed the deal for $50,000 piece of equipment
Each situation is a little different, but the process remains the same.
Close the sale
Does a sale happen every time this process is followed? No. Do you see how important it is to have a process in place? If I did not have a process in place I would have lost out on a $50,000 sale!
Now back to you. What is your process for following up with that lead you generated by commenting on an authority blog?
If you entered a squeeze page as your website do you have your autoresponder connected to that squeeze page? Do you have a series of emails that will be sent to that lead after they have entered in their email address?
If you have a blog, do you have a way for someone to contact you if they are interested in connecting with you? Can they find you on Twitter? Facebook?
How soon do you get back in touch with a lead if they reach out to you? 24 hours
You have to decide what process works best for you in your business.
Now once you have made a sale what do you have? A customer or partner
What is your process here? If it is just selling a product, follow-up with them ask them their thoughts on the product? Did the product meet their expectations? Would they consider purchasing a product you recommend to them in the future?
Why do this?
- Its good customer relations and smart business.
- You do not want to develop a bad reputation. If you have a bad reputation you’re for all intents and purposes screwed.
If you have sold a business opportunity you want to follow-up with them to see if they need any help. Offer support, additional training, anything they need that you can offer for them to be successful.
Again you may be asking yourself why do this? For some of the reasons I just mentioned above. Also, the more people you help become successful the better the chances for you to become successful or build off your reputation which alone can double or even triple your business. If you are mindful of this in the very beginning and work at it, you will be way ahead of the game.
Another way to think about this is simply – how would you like to be treated if you bought a product or joined a business opportunity?
Would you want someone to follow-up with you to see if you are happy with the product you purchased?
Would you want additional support, training, anything that was able to be provided to you so you can succeed if you spent $1000’s on a business opportunity?
Then do that for those you sell a product to or whom join your business opportunity. Don’t be like everyone else and just do whatever you can to sell the product or business opportunity to make a buck. Be in it for the long haul!