What is Lead Generation?
1. How to Generate Lead
Lead generation is often seen as the dirty work of building a profitable business. Although it is hard work, it is the life blood of your business and a skill you need to learn. If you didn’t have leads that turned into prospects that turned into customers, where would your business be?
Lead generation can be expensive, but that depends on what route you choose to take. There are simple, effective ways to generate leads that cost and arm and a leg if you are willing to work to learn the techniques.
Lead generation is looking for clients and customers and you get those leads in different ways and different degrees of potential. For instance there are cold leads, people you have not had contact with. Warm leads are people who have responded to a request (whether it’s to respond back to you, or people who have visited your website or blog). Responding to you is called opting in. Hot leads are people who have responded, joined your team or have become customers. You need to follow ALL your leads, but each one has a different way to follow through. That is a skill you need to learn.
The bottom line with lead generation is you will get out of it what you put into it. Lead generation is merely your starting point. From there you need to build relationships based on your lead generating efforts.
2. The Wanted Results
You will only get the results you want if you go at it with the right attitude. You really have to want it! If you don’t, people will know that. You don’t have to be desperate, you just need to be positive and confident. If you’re new to networking and aren’t sure what to do, then fake it. You will over time “get it!”
To be positive and confident you have to: be proactive in lead generation and take action daily, learn new skills that push you to your limits, be patient and persistent. You will also need to KNOW who your client is, and be willing to choose the right types of clients. Taking action means not waiting for them to make the first move. Be creative in your approaches to prospects and potential customers. And above all else, listen to what your client/prospect/customers want and need. In a nutshell, if you want your team to produce, then you have to do that first and show them how.
3. E-Mail Marketing
One of the more important aspects of network marketing is the e-mail. But there is a draw back to
that these days, as people often regard market messages as spam. Are you afraid your e-mails will get deleted? They might anyway no matter what you do, but that doesn’t mean you shouldn’t do this type of marketing. Targeted e-mail marketing is one of the most powerful marketing tools available when done correctly. Your e-mail strategy is the foundation for relationship marketing.
You can achieve outstanding results with email marketing while investing only a small amount of
time and an even smaller amount of money. E-mail marketing is inexpensive. There’s no production, materials or postage costs, and, it’s 20 times more cost effective than direct mail.
The major selling point about e-mail marketing is you are proactively talking to your prospects and existing team members. You’re waiting for them to come back to your web site or blog. It’s also IMMEDIATE communication. Your call to action is clear: “Click here to take advantage of this offer”, or “to learn more about this service”. On average, responses to this type of e-mail occur within 48 hours of being sent.
4. Types Of Emails And Examples
Opt-In direct e-mail is sending e-mail to recipients that have already approved of and are asking to receive commercial e-mail. They’ve agreed to receive (opted in) offers like yours. You can pay for a service like this, but why would you when you can write your own opt-in e-mail. If you do not know how to write one of these, or any of the other examples here, talk to your upline. Any company you are acting as an affiliate for will have examples you can use for marketing your business.
Promotional Postcards are efficient, easy-to-create powerful marketing tools and are useful for customer up sells and cross sells, direct purchase, lead generation and brand awareness. An effective postcard email will normally do the trick, but AFTER you’ve done your relationship marketing. In somecases, but not all, a postcard email promotes an event.
Promotional Teasers are exactly what it says – teasers. A snappy line or two that promotes something in a unique manner, a manner that catches people’s attention and makes them want to click.
Promotional Catalogue email is one that literally contains a catalogue of all your products. Sort of like everything, including the kitchen sink. Before you write this kind of email, you need to know how to match your competition or beat them. If you don’t have any competition, that’s a major selling point.
Ask yourself if your competition has something you think you cannot compete against. You need to know these things so you don’t step in it if you honestly can’t offer something the other guys are offering.
Relationship prospecting is pretty straight-forward and is based on you having already built a relationship with your prospect. Give them enough information to become informed about you and your offers. Enough so they can make an informed decision about joining. Keep it at about 400 words – but it must contain at least 3 calls to action and the same call to action. In other words, you will be asking them to DO something, the same something, three times. Aim for one postscript for sure, two to be thorough (a PSS) and that last PSS should be a call to action.
The Relationship informative arena is something usually used in newsletters and ezines. You’ve seen them – the large one page infomercials, that don’t ask anyone to buy anything, they just provide information. Don’t come across as an aggressive marketer in these types of emails. Your goal is to merely provide information in an informational manner. Usually in about 1,500 words give or take.
Watch your step when you use this kind of email, and make sure it’s well written etc. as studies show e-newsletters that are informative, convenient, and timely are preferred. However, a new study shows only 11% of newsletters are read thoroughly. The lesson here is layout and content are critical.
Readers are critical of newsletters that waste their time, and will ignore or delete them if they aren’t regarded as useful. Since your whole reason for marketing is to retain customers, this is a skill you NEED to master.
5. How To Write An Email
Sure, you already know how to write emails, you do it every day, but you’re writing to people you know and don’t get stopped by a spam checker all that often. Writing business e-mails is a different can of worms and needs some finesse your part to get them opened every time when they hit
someone’s e-mail inbox.
What’s the first thing you do when you check your inbox? See who sent you e-mail, and check the heading to see what it says. If the heading doesn’t interest you, what do you do? Right, you hit delete. Since you are an affiliate marketer, you want your mail opened and read.
6. How You Get Your Email Opened
You have 50 characters in the subject line including spaces you can use. Make them count, because what you say will make or break your next e-mail campaign. The subject line needs to be catchy and grab their attention.
The best place for headline/subject line ideas is your local newspaper. Like newspaper headlines, your e-mail subject line need to tell the recipient what to expect in the e-mail. This might not always work. That’s life. One campaign may take off like crazy, the next flop. With practice and a few hints and tips, you can be certain you’ll have more hits than misses.
To cut down on the number of misses, follow the first rule of e-mail marketing which is TEST, TEST, TEST and then TEST some more. You are testing styles and trends that seem to work. Pick your subject line BEFORE you write your body content. It needs to be the first thing you do for any e-
mail campaign. Then test it on your team and perhaps a part of your email contact lists.
Let’s say you have an e-mail list of about 300 people. Try testing two different subject lines and keep track of the results. How many responses did you get to each heading? Review the most successful one, then change one word and resend it to your list. You need to do this continually because each e-mail campaign will be different by choice and by necessity.
Keep track of the rate of conversions to opened e-mail. It’s one thing to have your e-mail opened, but quite another to have someone either reply or sign up. So while you may have a successful subject line, and it gets opened, if it doesn’t translate into conversions, it’s a failure.
The second rule of e-mail marketing is personalize your subject lines, which means one of the words of the 50 you have to work with needs to be the name of the person you are writing to. At least it does if you are suiting the content and interests of the e-mail to your prospects interests. If however it’s a bulk e-mailing, then this doesn’t apply.
The third rule of e-mail marketing is tell the truth. Do not mislead your prospects and promise more than the e-mail can deliver. If your subject line doesn’t reflect what’s in the body of the message your prospect will distrust you and the next email will go straight to the trash bin.
The fourth rule of e-mail marketing is create a conversation. Without a conversation and a relationship, you’re cold e-mailing to someone you do not know. And that means you’ll have a harder time trying to tell them about your business. If you have a series of e-mails you send prospects, and each one is a continuation of a conversation from a previous e-mail, that is conversation.
The fifth rule of email marketing is make sure you tell the prospect who the e-mail is from. Remember you have 50 characters in the subject line, so, just make sure the from line has your name. The first thing people see is your subject line, so it must grab their attention.
7. What About Content?
Content must follow on from the subject line, and it better be interesting. Interesting enough to have your reader actually read the whole e-mail. The body of your email must have a call to action in it asking people to do something, like click on a link or fill in a form etc.
Don’t stop sending emails. You keep sending them until your prospect signs up. Not everyone is ready to join something when first asked. If you have patience, they might sign up later.
And the spam checker?
You’ll know the most common Spam filter words like Internet Marketing, or Business Opportunity, or Make Money From Home. But you’re not going to know about other triggers because spam filters change their word criteria every month.
All you need to do is use Spam Check. It’s FREE! All you have to do is cut and paste the following URL into your browser and follow directions:
You’re aiming to be a welcome guest. If you stick to the rules, you will have a successful e-mail campaign.
Getting On Lists
Do a search for specific target markets you’re familiar with, or general searches for business opportunities. Keep track of the URLs you have visited and signed up for so you don’t subscribe
twice to the same list. Don’t just use one engine to search, because different engines will return different results.
Try these engines:
Search Terms You Can Use
Try some of these, but you can get creative and do other searches as well. Some of the following search terms are classified as Spam by filters. If you bounce back on e- mails from those who reply using these headings, be prepared to check your filtered e-mail and hope their e-mail accepts your reply.
Home Based Business
Working From Home
How To Make Money From Home
Party Plan Companies
Direct Sales Companies
If the return email gives you a website to view but the email address they sent with the website link looks bogus, check the web site and see if you can find their real email address. You might find additional name information on their website. Once you have viewed their email, and their website, you’ll have a feel for the people you are emailing.
Google their names and see what else they might be promoting online. How they lay their e-mail out and what they say will give you an idea of how much or how little marketing experience they have. This is another good thing for you to know when you draft your e-mail to them.
You have the basics on how to get going with bounce backs, and what to say when you start responding to them. The more you do this, the easier it gets.