| PURPOSE OF A LEADS CLUB - To give
leads, to get leads, to expand your contacts, and to do business with
each other.
WORKING WITH A LEADS CLUB-
- Get to know your fellow members. You
have to understand their businesses to refer business to them. It
helps you to know them, if you can do business with them. That
offers a proof or testimonial when you refer to them.
- Pick out several compatible
businesses to work with. Don't try to refer to every person in the
club. It becomes overwhelming if you feel you have to look for a
lead for everyone.
- Concentrate on your fellow club
members. You will never be successful giving leads if you only think
of your members at the time you show up for a meeting. You have to
be thinking about them during the rest of the week, not just on
Tuesdays.
- Share your contacts. You may not
have a direct lead for someone, however, you may know a contact name
of a person for that member to call.
- If you give leads or do business
with someone, they will start looking for leads or business for you.
Leads beget leads.
- Put some effort into your club. You
have to show up regularly for people to get to know you and think of
you. If you never come or your attendance is spotty, people will
stop giving leads to you. It is too much trouble to call someone
every time you want to give them a lead.
- Discuss what makes your business
unique. Give examples of businesses you work with, unusual jobs you
have completed, how a process or job is done with your organization.
It helps people to relate to you and fully understand your business.
- When passing a lead- give the name
of the contact person, the business name and telephone number, and a
little history of your relationship with the contact. It is a pain
to have to go back and call someone after a leads meeting for the
phone number.
- Follow up with your leads in a two
week period. Let someone know how it is going with the lead they
gave you. If someone thinks that they never give you good leads or
you don't follow up with them they will stop giving leads to you.
They will feel it is a waste of time.
- Give one good lead per week. Two
leads per week is sometimes hard because of the frequency of the
meetings, but one good lead per week should be possible. Just giving
cold leads or a name is not a good lead! ! ! !
LOOKING FOR LEADS -
- When you go into a business look
around. Look at the office furniture, equipment, surroundings and
location. Look at how their office is decorated. These are all clues
or potential leads for any business in a leads club.
- Get to know your client. If you get
to know them well, they will share a wealth of information with you.
They will tell you if they are moving, if they are unhappy with a
service they are using, if they are looking for a new product etc.
You have to be interested in their business.
- Even if you don't sell them, it does
not mean they are not still a potential lead for someone else. A
business owner will feel you really care about his business if you
are thinking about ways to help him, even ifhe is not doing business
with you.
- Look at yourself as a resource
person for the business owner. He will call
you or contact you if he needs help and he trusts your judgment or
your ability. These calls usually result in business leads.
- When you are calling on businesses
look at the surrounding businesses for leads. Ask the owners, what
are the names of their neighbors, what do they do. There could be
potential business there for you or a club member.
- If you have a hard time finding
leads, look at yourself as a lead. Do business with the club members
or refer your neighbors to the club members. Everyone needs ins.,
painting, might sell a house etc...
LEADS CLUB DO'S AND DON'TS
** Make it your responsibility to help people give you leads.
** Speak up if you are not getting leads. Ask people what you can do to
help them understand your business or products.
** Don't complain, try hard to make the club a success for
everyone!!!!!!!!!!!
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