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Here is a mini course
to Understand How to Work Your Leads:
Unless you've been educated and successful
in working leads in a previous profession,as I have in
Direct Sales,
There are a few things you'll need to understand
when working leads.
I realize that most people have never worked
leads before, and then even a smaller
number of people have worked Internet leads. We might as well say, most people
working Internet leads are "brand new at this". Because the Internet
is a new market, we can also safely say that some of the things you already know
and assume will apply, and some will not.
So, understand the following….
Almost everyone that works leads will have similar questions and follow the same
learning curve. Is the learning curve worth learning?
This is one of those things that everyone
at the end of the curve says, "Yes, absolutely!"
Here are some of the most frequently asked
questions and observations.
There's more information here than you may have asked for initially, but as I stated
earlier, you'll be approaching these questions around that learning curve anyway.
Some of the answers will overlap and not need to be addressed over and over.
So, please read the entire batch of Questions
and Answers to get a better understanding.
A few minutes of reading now will help
you with understanding how it works later on.
Q: Why is some
of the information on the leads incorrect or missing?
A: There are a few reasons for this. First, let's look at the dynamic behind the
people that might be filling out the information. What do we know about them? For
the most part, they are in their home…behind their computer screen… somewhat
relaxed, and somewhat anonymous. Many want to stay that way.
They don't know who's on the other side
of the computer screen receiving the information. They've
been taught don't talk to strangers, and Internet Fraud
is alive
and well. If they are new, they are still reading most of their e-mails. If they
are more experienced, they've learned how to scan e-mails with their eyes, and read
their e-mail with their delete key. Just as we've all been made somewhat skeptical
by Ed McMahon and Publishers Clearing House, they realize that they didn't win
the
$53 million dollars they thought they did when they opened the envelope, and that
there won't be a Prize Patrol Van full of people knocking on their door after the
Super Bowl.
If they are on line for any period of time,
they've experienced Spam from everything from Pornography
to Casinos and junk e-mail from jokes to viruses and even
virus hoaxes.
Now that you have a clearer picture, can
you see why some people might be a bit "guarded" before
they give you access to all their correct information.
Most likely, you're a "good guy"… and
just as in many things in life, the "bad guys"
make it a bit more difficult. So what's the answer besides finding another planet?
Get used to it and adapt… Some will
evolve, some will not.
Regardless of your religious views on evolution,
learning how to work leads will fit Darwin's model. You'll
learn how to adapt quickly and easily (and many do) or
you'll quickly go on the endangered list… and be
extinct before the revised list comes out.
Q: Why are some
telephone numbers not correct?
A: This is a simple answer if you refer
again to the answer above. It's either that or it's a
typo. Believe it or not, about 5%-15% of the information
we receive from people buying products they expect delivered
is incorrect.
Here are a few more reasons:
Some people don't want phone calls initially. They would rather have initial communication
through the Internet and e-mail first. Some others deliberately change their phone
numbers as they get a bit "skittish" while filling out the forms on
line.
You can find some correct phone numbers
by going to:
http://www.switchboard.com
Sites like this will help you find the
correct phone numbers of many people.
The little extra work may prove worthwhile.
If they've moved, you may have luck finding
their new address & phone over the Internet for free
by trying either of these resources:
www.infobel.com or www.whitepages.com .
Q: Why are some e-mails undeliverable?
A: This is a fun one to talk about because the topic itself reveals how little
is known
by the average person about how e-mail is delivered.
This is also a very confusing topic for
many because when e-mail works correctly,
the whole phenomenon of e-mail delivery makes childbirth look like a walk in the
park, rather than the miracle that it is.
.
Most people think that sending and delivering e-mail is a simple process.
Well, it is and then it isn't.
Some of the most common questions arise about "undeliverable e-mail".
What is it? And why does it happen?
Remember, I am going to "paint with
broad strokes" in my explanation.
Most people think that e-mail is like sending
something directly from Point A to Point B.
For example, picture this in your mind, I am over here…. You are over there …
I want to e-mail you something….I type in your name, type a message, then hit
send.
Easy right?! Bang Zoom…. Right from me to you, in seconds!
Well, it's much more complex than that.
When thinking about how e-mail is delivered
(or not),
let's use some comparisons to what you may already be familiar with….
Regular postage type mail. Stop and think about it for a few seconds.
With regular Post Office type mail, how
does it work?
I want to send you a letter, right? So,
I write the letter and place it in an envelope,
put on your address and a stamp, and place it in my mail box.
Then my postman, Charlie, picks it up and
drives it himself all the way over to you….
one at a time… and you say "hi Charlie, thanks!"
And you know your Charlie is same Charlie
as my Charlie
because he delivers each mail, individually, himself, flawlessly, ever time.
That's the way it works, right?
The same mailman handles all the mail himself flawlessly every time.
To think it works that way would be weird, huh?
Well, of course you know the mail I sent
you changes hands several times….
maybe even several dozen times … before it reaches you.
Welcome to beginning course of "e-mail
delivery".
Just like the mail through the Post Office
changes hands several times,
so does your e-mail to your prospects….
Regardless of whether you are sending it or whether an Autoresponder is sending
it.
If one step of the changing hands process
does not work,
then often the e-mail is returned to you as "Undeliverable".
The reality is this, though….
You can try another message to the same person and have it delivered.
What are some of the reasons why some are
delivered and some are not?
Experienced people know this "stuff" and
understand a % of e-mails will be undeliverable.
It's the new-to-the-Internet people that need the education on how it works.
Enter our training!
Here are just a few of the reasons why
e-mails are returned as "Undeliverable":
1) There's a challenge with the Web. Something
somewhere's gone down.
Computer breakdowns, thunderstorms, electrical outages, down for maintenance, etc.
2) Spamming challenges. Believe it or not….
Your Internet Service Provider or "ISP" could
be down because someone is spamming it! I work closely
with many who own their own ISP's and they all say they
get spammed and have to shut their e-mail program down….
Which means if you e-mailed me…as that was happening….
You might get an undeliverable e-mail address from me! This happens more often than
you could imagine.
3) More Spamming challenges. All ISP's
have anti-spamming software installed
to filter out and block spamming to their ISP's. Many of them have a difficult
time installing, maintaining, and upgrading their programs an as a result, e-mails
are returned "undeliverable".
4) I have been told that even Big servers….
Like AOL…. and Road Runner…
delete mail or send it back as undeliverable for no valid reason.
5) Sometimes e-mail is deleted or rejected
by some ISP's when it is sent in batches.
6) Sometimes e-mail is deleted or rejected
by some ISP's when it is too fast…. Or too slow.
7) The obvious one…. sometimes people
lose or change their ISP or their e-mail program.
8) Sometimes their e-mail box is rejecting
mail because it's full.
This happens on lots of free e-mail accounts like "yahoo" and "hotmail".
9) Computer viruses close down e-mail programs.
Here's an example of a message on how this means to you:
"The NIMDA virus is causing
various problems. This virus, similar to Code Red,
only affects NT servers. Our servers are UNIX based
and therefore will not be effected. However, the worm
pings sites and create massive transfer hits in an
attempt to bog down the network and this does effect
all servers. We are currently working with our service
admin to reroute the ping. Thank you for understanding!"
10) Some ISP's filter e-mails and determine
which ones should go through and which ones get rejected
and sent back.
11) Wrong e-mail address given on the part
of the customer. Believe it or not, this happens often.
We generate a lot of sales on line. And we deliver a
great portion of our products through e-mail. During any
week, we have to telephone call about 5% - 15% of our
customers because of a "bad" e-mail address.
Most of these are simple spelling errors.
12) Sometimes an e-mail account is suspended
due to non-payment, accusations of spamming, etc.
13) So many people are "playing" with
their e-mail settings, they are blocking themselves from
receiving e-mails by setting up "filters" and "rules".
You will find that some can be corrected,
because there are simple spelling mistakes.
Here’s an example
of a spelling mistake that can be easily corrected:
Your message was not delivered because
the destination computer was not found. Carefully check
that it was spelled correctly and try sending it again
if there were any mistakes.
It is also possible that a network problem
caused this situation, so if you are sure the address
is correct you might want to try to send it again. If
the problem continues, contact your friendly system administrator.
Host aolc.om not found
The following recipients did not receive
this message:
<agrabriel@aolc.om>
Here’s another
spelling example:
Each of the following recipients was rejected
by a remote mail server.The reasons given by the server
are included to help you determine why each recipient
was rejected.
Recipient: <wannerman@yhoo.com>
Reason: <wannerman@yhoo.com>:
User unknown
Next example of someone’s
e-mail box being full:
Your message was rejected by mx2.mail.yahoo.com
for the following reason:
delivery error: dd Sorry, your message
to pete_kramer_2000@yahoo.com
cannot be delivered. This account is over
quota. - mta525.mail.yahoo.com
Or
<twwnf@mail-chyn.uswest.net>:
Disk Quota Exceeded.
Sorry, your message cannot be delivered
because the recipient has exceeded their disk space limit
for e-mail.
Some had an active account that was closed
for various reasons:
Each of the following recipients was rejected
by a remote mail server.
The reasons given by the server are included
to help you determine why each recipient was rejected.
Recipient: <fullcircle55@hotmail.com>
Reason: Requested action not taken:user
account inactive
Some are blocked
by the receiving ISP:
Your message was not delivered because
the destination computer refused to accept it (the error
message is reproduced below). This type of error is usually
due to a mis-configured account or mail delivery system
on the destination computer; however, it could be caused
by your message since some mail systems refuse messages
with invalid header information, or if they are too large.
The best thing about working with PM Marketing
and www.networkleads.com is that we educate you on why
things happen. We give you the straight answers and the
solutions too!
Part of the solution is that your next
message could go through…
We do not delete the undeliverables from
your lists, if you use our systems.
We also mention that you can call all of
your prospects too!
Many of them love the hi-touch approach!
You always overfill your order with extra
leads provided in advance to handle some that are really "undeliverables".
As you can see, we are committed to giving
you all the tools possible to have the best business
possible.
Q: Why don't all
the leads join my business?
A: This may sound like a silly question. If you ordered 100 leads, would you expect
100 people to join your business?
I think it's fair and reasonable to think that some will and some won't.
Therefore, when some don't… what are
they supposed to say when they don't?
Some may say:
"I don't have any time."
"I am not looking anymore."
"I am not interested."
"I don't have any money."
"I tried this before and it didn't work."
Here's the perplexing question, then…
Why do "people" get stuck on focusing on the people that say "no" for
whatever reason?
That's a mystery to me. It was expected… so
why get stuck…
Distributors that fail and struggle get stuck on the "no's".
Using my Darwin analogy, those that get
beyond the "no's" survive
And evolve into being leaders.
Here are a few more tips:
1) The old cliché "it's a numbers'
game" applies here.
You cannot make any judgment on anything until you have gone through the whole
list thoroughly...as presented on the audios and training scripts. People that
call me immediately after receiving the leads always amuse me. They start speculating
and forecasting.
If you start doing that, stop immediately and go to work. You do not have not enough
information to go on yet to know whether the leads are any good or not... and remember...these
are leads...not "lay-downs".
2) More on the number's game topic.
What do you think it means when they say,
" you should get 1 out of 10, or 3 out of 10?"
I am not too good with math, but I think
that also means you won't get 9 out of 10,
or 7 out of 10. You will not be judged or paid by how many times you try and "fail"...but
by how many times you try and succeed.
The problem is "Which are you going
to focus on? The ones you should be or the ones you shouldn't?" You
know it's true, if you were coaching me...you would be
telling me that the ones I don't get are part of the
process of getting the ones I do get. The ones I don't
get always develop the skills, the knowledge, and the
beliefs that prepare me to get the ones I will get...
that prepare you to get the ones you do get.
Always remember this when working.
The Leads have to be worked and they have to be worked completely.
Here's the philosophy…
One you purchase the leads…. Forget about the price per lead you paid. We
know there are product users and distributors in every "batch" of Leads
we sell. Your "job" is to find the right ones out of the batch.
If I were coaching you, I wouldn't want
a play by play accounting of what happened with each
one of the 100 leads you're working.
If you started doing that with me, my reaction
would be:
"Yawn, yawn, yawn,… blah… blah… blah…Been there, done all
of that… myself, probably a dozen times in the last 2 days".
It's not that I wouldn't be compassionate,
or wouldn't care…
It's just that I told you this was going to happen… so didn't we already cover
that?
More tips: Go through the Leads correctly
and completely.
Here's my "Betty Crocker Cake" analogy:
For a foundation of information,
Betty Crocker is the brand name for cake mix. Most of the ingredients are in the
box. The person who buys the box and wants to make the cake can do so…
usually "OK" with a little practice, following the simple instructions.
Please don't mind me using "you" in
any of these examples.
These are for illustration purposes only… I hope.
Imagine "you" bought some of
Betty Crocker's Cake mix….
If you didn't bother to read and follow the instructions, don't go back to the
supermarket and discuss anything with the store manager about your "cake" not
coming out right.
Or if you only took out the pots and pans and never opened the box ...or if you
put it in the oven and never checked it out after that ...or... you get the point.
You have to work the cake mix correctly and completely to get the finished product.
If you looked at the ingredients by themselves,
without being processed, would you expect them all to
look like the finished product?
If you were the grocery store manager,
what would you think of someone that came to your store
and said, "Your cake mix stinks. How can this powdery
stuff be called cake?"
Imagine the customer with the big ego coming
back… "Hey Listen, I have been eating cake
for 87 years, I have won prizes for eating cake… If
there's anyone that knows anything about cake, it's me… I
peeked into the box and can tell you there's no cake
in there.
You're a fraud."
Had enough yet? Nah…
How about one more?
This is from the person that started working
the "cake mix". "Listen, I started working
the cake…and your cake doesn't work. I didn't have
butter to add, so I used peanut butter instead because
it spreads the same… And that's all I had. I knew
the eggs were going to break if I dropped them, so I
softened the shells with vinegar for a day or so… because
that's what my Mother-in-law (upline or other guru) told
me to do… and since the thermostat on the oven doesn't
work, I used the kid's thermometer … waited until
the temperature got to 100 degrees, and since I am good
in math, figured I would let the cake cook 3 ½ times
longer… you know, to get up to 350 degrees. But
you know, I am absolutely, positively sure that those
Leads (I mean Cake) don't work.
My background is in Direct Sales and Direct Sales Management; so I hope you don't
mind my background coming through a little here. I've seen it and experienced it
all everyday, for a long time.
Your attitudes and beliefs will always be like a self-fulfilling prophecy. If you
think these will work, they will. Your attitude will come through when speaking
to your prospects.
If you are working my leads and you want to call and discuss anything about your "concerns",
fax or e-mail your track sheet first on all the leads. Then we will have some real
data to isolate where your "problems" are. Your "problems" may
have nothing to do with the leads. Just as a doctor would probably not diagnose
you over the phone, I can't diagnose your condition without the proper data. Tracking
will help both of us.
Now it's your turn to go out there and start to work your leads.
Work them correctly and completely
and you'll be just fine.
Pass this on to your people.
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