Learn: What Is A Lead?
Today I opened my email to these questions from a Cash Flow Show fan:
How do you manage your leads?
How do you keep leads from getting cold?
The real question is: what is a lead?
When you understand exactly what a lead is then you will become better at turning all leads into cash sales!
Define A Lead
Webster’s dictionary defines a lead as:
- Act as a guide
- To go as a guide
- To play as the 1st card
- A direction of guidance
- Condition of being first
- A clue
- Opening words of a story
I find that interesting…
Do you notice that all of the various definitions refer to the fact that a lead is only the beginning?
One thing that I have always noticed is that many sales reps look at a lead as either a potential host or show or a potential consultant.
We tend to see what we are looking for and prejudge the person who is standing in front of us at any given moment.
When you look at a lead as the end result, you are limiting yourself.
What Is A Lead?
A lead is only the beginning of a relationship.
This allows you to see more than what you may specifically be looking for at that given moment in your business.
You may think that a lead would be a good business builder, when in fact they may be someone who can refer you to a business builder.
Maybe you are focused on increasing your calendar. A lead that you are attempting to date a show with could in fact be a bride-to-be who is looking for someone to set up a gift registry with, or maybe this person is just a product user.
Direct Sales Leads
My point here is to look at your direct sales leads as the beginning, a clue, or the opening words of a story.
Practice the 10-second rule and develop every lead. When you share for 10 seconds or less, then ask a question, you will be able to figure out which one of your many services each lead will fit.
When you look for shows or recruits then that is all you will find. When you look for leads you will find far more.
Make sure that you incorporate many lead generation systems into your business.
Learning how to generate sales leads takes practice. The sales funnel is a concept that, when understood fully, utilizes the definition of what is a lead described above.
The funnel includes multiple lead generations systems in your business and develops each lead within the funnel through customer loyalty to create more business in the future.
- At your show
- Out and about (bulletin boards, kids’ friends and parents, people you meet, etc.)
- Public speaking events
- Fairs and expos
- Customer care calls
- Prize drawing slips
- Product users
- Past hosts, customers
After a lead gets into your funnel the relationship-building is what creates the cash flow from the bottom.
It’s A Direct Sales Philosophy
Make it your philosophy that everyone you come in contact with every day is a direct sales lead.
Everyone you meet is the beginning of a relationship.
It is your job to figure out which of your many services will add value to their lives or who they know who deserves your services.
We will address the questions of follow up in another post, so watch for that.