How to Give and Get Better Leads
Members of networking teams are measured for the number and quality of leads given.
There are two kinds of leads: General and Preferred.
General leads are mostly informational and are announced openly in the Group. Examples: a new building going up, the name of the new purchasing agent at XYZ Corporation, news about expansions, moves, etc. While useful, in my opinion these are often little better than "cold calls".
Preferred leads are highly specific and are usually given privately
to the person for whom you intend it. They are given when the prospect
knows to expect a call or visit from your fellow member. For example:
“Charlie, I saw a customer of mine yesterday who needs your Widget Fixer.
I told him about you, and he asked that you give him a call. Here's his
card. Use my name when you call him.” This is what I would all a
"qualified introduction". Far, far better than a general lead.
Where do leads come from? Here are some favorite places
to find them:
1. Existing customers tell me about services and products they need. I keep my ears open because I like to connect my contacts with my customers wherever possible. Its good for my customer because he's getting a referral to someone I know and respect. It's good for my the person being referred because they are being introduced to a genuine prospect who is ready to buy. And it's good for me because my customer will know I care about his business and probably remember this if someone tries to take away his business from me. And although the Member to whom I give a lead doesn't have to reciprocate, it is human nature that he or she will try. And then we both gain - again!
2. Prospects I'm talking to mention problems they have and sometimes I can make a referral to a fellow team member. For example, they could be short on staff, and I can refer them to one member who offers permanent placement or another who offers temporaries.
3. Friends and relatives, whether they own businesses or not, have needs too. Perhaps a security system from one member or accounting services from another. People like to travel, and I can always refer my relatives to a member who is a professional travel agent.
4. Newspaper article, trade publication, radio and TV. Whether my newspaper or a station I listen to, there is often information I can clip or note from which my fellow members can profit. Perhaps the name of a new purchasing agent, or an ad indicating a major expansion. Just noting that a company has increased its advertising dramatically is an indication of growth - - a sign to watch for and report to fellow Members.
5. Driving. We all spend a lot of time in our cars. We can notice when a new building is going up and jot down the name of the developer, architect, builder or real estate firm to share with our members. Construction leads are very helpful - - the earlier the better.
6. Store where I shop. If the milk tastes sour in a restaurant, that's a good tip I can give a Member in the dairy business. If the owner complains about his insurance bill I can recommend our insurance agent Member to him.
7. Vendors. Even more that the stores where I shop, I have good conversations with people who supply me with the products an services I need to keep my business going. So when they mention needing specific services, I can make referrals to Members of our group.
8. Myself. I buy products and services just like you do. Whenever possible, I try to give my business to Members of our group. It isn't always possible, of course, but it's good to try. Often, Members will give each other special prices as a courtesy. It's not formalized, but Members do try to look out for each other's interests.
The concept works. Through these examples, you can see how easy it is to do. When someone's services or products can be introduced to a new customer, and you were the one that made the introduction, you'll be pleased at your success.
JUMProductions
po box 522
arlington, tx 76004
vox 817.261.2108 fax 801.881.2717
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