Qualified leads: how to attract them
People are wary of almost everything these days. Money is tight. Scammers lurk everywhere. Especially on the Internet, many hide behind the colorful design and animation of a website. Therefore, REAL business owners cannot afford to give prospects junk. Within seconds, prospects should perceive that your product or service has REAL VALUE.
Although giving away small things is the easy way out. The key to attracting qualified prospects is to provide very high value before they decide to go any further with their materials, products or services.
24/7 people/potential customers are scanning the web for solutions to their problems. They’re typing keywords into Google, Yahoo, Ask.com, and MSN search engines to see what’s out there that might get them some answers. Your job as a business owner is to provide it.
New business owners sometimes struggle with this concept. Something like getting confused as to what is a solution to a problem.
For those of you who need help with the solution/problem equation, let me make it very clear to you.
A customer going to the hardware store to buy a 1/4-inch power drill has a problem. They want a 1/4 inch hole. The drill itself is not what they are looking for, but rather the solution that the drill can provide. Which is to give them a 1/4 inch HOLE. Get it now!
As a business owner, you need to decide what solutions your products or services provide and build your marketing around that. Always think of value. It was ever said that if you really want to beat your competition, find out what your prospects are selling and give it away for FREE.
I agree. What you are giving away must have enough value to be able to sell it. And vice versa.
This is a great secret to attracting leads and attracting qualified prospects. You have to really accumulate the value. So much so that a cold lead can’t help but move on with you. Become a qualified prospect. Someone with whom you can feel comfortable spending your most precious possession. TIME.
This is especially important for sales professionals.. In particular, network marketers. Already being perceived as a scammer or pyramid scheme nutcase, your prospects should immediately see the value in what you’re offering.
All MLM companies claim to have the best “this or that”, so if a prospect can’t instantly tell you apart from the next “sales nut”, they have and that’s it.
There are tons of resources that can help you with this. Showing you how to attract qualified prospects to you and work with attractive prospects by providing value. My favorite is “How to Build Your MLM Business: The Complete Step-by-Step Guide to Network Marketing” by the Gr8 team leaders. There is a whole chapter on this topic. Devour it. You’ll be glad you did.
by Michael Henderson