My ongoing blog from a man who I think is a pro in the business. He educates us everyday how to generate more leads to our business, and I think he is having fun doing it.
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Imagine a town where there is no direct access to water. Because this is a basic need, the town officials consider hiring two contracting companies to produce water, so they give them both an opportunity to prove themselves before giving a contract.
So the first company is a one man show with a large bucket. He runs right out with his bucket and begins to haul water from a great distance away and dump it into a large container in the center of the city. He works day in and day out, hauling buckets of water to that container, while the other guy is nowhere to be found.
The second guy has decided instead to hire an engineer, and for the next few months designs a pipeline system to pump water directly into the city. Getting wind of this, the first guy tries to increase his effort by getting family to haul buckets of water 24 hours a day, but realizes it is impossible to keep up with the pipeline system that is in place. Consequently, the second guy wins the contract.
As entrepreneurs, we only get paid to close the deal - to make sales. No other activity puts money in your pocket, so why does the average entrepreneur waste 60-80% of their time "hauling buckets" (i.e. prospecting, cold calling, presentations, proposals, follow ups, driving to appointments, etc.)?
If you're out here trying to find leads on your own, you're a bucket hauler; you have no leverage. Because there's only one of you, it is impossible to remove the "necessary evil" of all the other activities leading up to the sale. Trying to leverage that activity by hiring staff only adds to the outlay of capital and brings an entirely different headache to the table.
A self-marketing system however creates tremendous leverage. If you build a system that generates as many leads as four bucket haulers, then you are 4 times as effective as you would be as an individual.
Think about the last time you took a flight in an airplane. At a minimum there is a pilot and co-pilot, attendants, baggers, fuelers, maintenance people, and so on. Now, what would it take for one person to make all of this happen? Can you see the pilot landing the plane, then running to the undercarriage to unload the luggage, refuel the plane, and then come back inside to pick up trash and restock the snacks?
I know that's totally crazy, but this is the mindset of the average entrepreneur. If you are trying to do all of your own prospecting, appointments, proposals, follow ups, order entry, meetings, reports, training, and closing the sale, you're no different than the pilot trying to do it all on his own. Ridiculous! You should be a SMALL part of the system, not the whole thing!
Here is a short list of systems that you should implement immediately:
1. Lead Generation System - this is the lifeblood of your business. The system should produce Pre-Interested (not pre-qualified) leads. Some elements of this system could be blogs, articles, videos, classifieds, or pay-per-click just to name a few.
2. Follow Up System - there will be many who are not ready to take advantage of your offer, so implement an ongoing educational connection through email or direct mail. This will their natural buying cycle to take its course and at the appropriate time they will take action.
3. Self-Branding System - people need to see you as a trusted adviser and expert, not a salesperson or product peddler. Branding can be done for little or no money, and you can start the process by simply educating your target audience on a consistent basis.
Systems are superior to any other approach to generating high levels of sales. I can't imagine going back to bucket hauling.
http://www.easymlmleadsforboomers.com/
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