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The single most common reason people are not successful in multi-level marketing, or MLM, is that once they exhaust their supply of friends, relatives, and business associates and no longer know where to turn for new leads. To make things worse, most MLM companies rarely offer reliable ways to help you to find new leads once you have made your presentation to all the people you know. The key to your success in any MLM company is to be able to find new leads on a regular basis without having to spend a fortune to do it. For the people that know how to constantly get new leads and know how to make their presentations well, success is only a short time away. For the rest, the sad truth is that they will be out of their MLM opportunity before they even get their first check! There are really only two kinds of leads: qualified, and unqualified. You never want to spend your time and money following up on an unqualified lead. Instead, your goal is to find ways to generate, not only a lead, but a qualified lead. In other words, you want to work with only those people who have taken some form of direct action to prove to you that they are indeed interested in what it is you have to offer. You can fill up a room with people who are simply "looking to earn more money" and talk to them all day long about your MLM opportunity but if they have no sincere interest in your products, their chances of success are nil. Remember, your goal is to get people to work for you who are both passionate about your products and your business opportunity. For instance, let's say that you are marketing a product having to do with skiing. You could fill a room up with people who are looking to start their own business but how many of them would really be interested in skiing or selling skiing related products? A few? One? None? A better approach would be to reach just a few people who are really interested in staring their own business who also love the sport of skiing. Now, you've got a qualified lead because they have an interest in the two areas that you must sell them on in order to build a solid downline. But the question is how do you really find these people? In my seminars, I teach a specific process for finding all the leads you'll ever need, but it takes more than half a day to teach, so I'll just give you some of the highlights here. First, find out everything you can about your ideal prospect. What publications would your prospect be reading? Would they subscribe to certain publications over others? Would they be of a certain age group or ethnic origin? Would they be married or single? Would they be fit, average, or even over-weight? The more you know about the ideal candidate for your opportunity, the easier it becomes for you to figure out how to reach them. Your next step is to buy every single publication you think your ideal prospect may be reading and read them all cover to cover. What you are looking to discover by reading them is whether or not your opportunity would be of interest to the people who are reading a particular publication. Once you've decided on the best publications, narrow it down to the best of the best. You really only want to advertise in a single publication at this point. Write your ad beginning with a powerful headline. Focus on the main benefit your prospect will gain by picking up the telephone to call you now. If you can offer something for free, do it! Do whatever your MLM company allows you to do in order to get a person to pick up the telephone and call you. Remember that the goal of your ads is not to sell anything, but only to get a qualified lead. Don't reveal too much about your opportunity. You're just trying to find a few people who are interested in your products and your opportunity. Use a headline that is focused, and most of all, powerful. So this might be a good headline for an ad for our skiing products example:
In this example we are only going to get calls from those people who absolutely love to ski and who also want to start their own business. The chances of getting people who can talk skiing all day long are excellent and that makes this person an ideal candidate for an MLM company with skiing products to sell. This qualification process makes all the difference in the world to your chances of success in MLM. Your time is your most valuable commodity and you need to be making the most of your time by only working with those people who have a sincere interest in what you are doing. The idea is that you will get far better results if you work with fewer qualified leads than if you work with a greater number of unqualified leads. While it may be good for your ego to say that you have hundreds of people in your downline, the smart MLMer knows that it's better to have 20 people in your downline that are producing solid results. This may sound radical in some ways, and maybe it's even contrary to what you've been taught, but the fact is, that the more qualified a prospect is, the less work it will be for you to get them on board. And, more importantly, the higher your chances become that they will be big producers for you. After all, it's not how big your downline is, but how productive they are that determines your income. Mr. Imbriale is a nationally recognized Business Coach, Author, Speaker, and Copywriter. He has been published nationally and is available for speaking engagements. His upcoming seminar schedule and other information is available by contacting Mr. Imbriale at: Classique, Inc., 203 Commack Road #135, Commack, NY 11725, or by calling 516-754-9144 or via e-mail at - mailto:roberti@ix.netcom.com The Internet Marketing Center
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