Nurturing your cold prospects is a key element to the success of your business. The volume of prospects you reach out to will define your network or affiliate marketing business. But it’s not all about the numbers game, either.
When you find a new lead, the chances are that you are way off persuading them to sign up with you, and there is a lot of work ahead.
It is imperative to warm up these cold prospects and use your current leads to strengthen overall performance. But how do you go about warming up your cold prospects?
I’ve put together some of the basics that every network or affiliate marketer should be doing. Let’s take a closer look.
It’s easy to focus on generating new leads. But, if lead generation is your only focus, your business will not grow and you will be frustrated. Once you get some opt ins, nurturing your cold leads, helping them get to know you as someone one can help them, is an absolute must.
You just have to get out there and speak to as many people as you can. But don’t forget, you are trying to forge lots of new relationships.
It’s worth investing a little more time getting to know your prospects, rather than just giving them a business card and hoping for the best.
It is essential that you try and make deeper connections, as it is these leads that will often end with a positive result.
Develop the relationship
Being nice isn’t enough, either. If your prospect feels you are invested in them, they are more likely to respond positively.
Sure, it can be tough. But, you should always try to be personable, try some humor if it’s suitable, and, most importantly, let the prospect speak.
By listening, you can find out where their life’s problems are. It’s then a lot easier to frame your solution as matching their needs. In order to build your business, you must become a problem solver, not a salesman.
Give your prospect everything they need to get back in touch with you. A business card is essential, of course, but you can give them free samples or gifts, too.
Promotional items such as the pens here can prompt your prospect to get back in touch if you’re meeting them face to face.
Let’s say they are struggling with their finances, and a couple of weeks after your meeting they need to pay a bill. Perhaps your pen is the one they use to sign a check before sending it off.
Maybe that pen will remind them there could be a solution to their issues – and they will remember to call you. Sometimes, these little reminders can be the strongest tools for network marketers.
But, how do you go about nurturing your cold prospects online, where much of today’s businesses are meeting their leads? You can still provide them free stuff, but it can be even more valuable than the pen we discussed earlier.
Free E-books, reports, informational blog posts, access to other resources that you know will help solve their problems, even before they join you are all great ways for nurturing your cold prospects. It’s going to seem strange in the beginning to be giving away so much, but when it comes to building trust and a long term relationship, giving away things you could be charging for will pay off over and over.
If you have captured your leads in a mailing list, you can provide value through their email. Don’t be afraid to email you list daily. Even if your email provides only one tiny tip that will help them, daily email touches are a great way to build a relationship.
Always follow up with your prospects. You don’t have to be pushy, just ask them how they are and if they have thought about what you can do for them.
Emails, phone calls, social media messages – all can be used in nurturing your cold prospects and warming them up to you and your opportunity. Following up will do several things for you.
First of all, it will help you prove to your prospects that they are important to you.
Second of all, it is another opportunity to make a stronger connection, thus warming up your lead even further. And finally, it will help you identify the prospects that just won’t thaw so you can stop wasting your time.
I hope you take these ideas and put them to good use in your network or affiliate marketing business. Don’t let your leads just sit there in your list feeling like you don’t care. The money is in the follow-up.
Do you have any more tips on warming up prospects for your business? Let me know about them in the comments section below.
If you are interested in learning how to convert large numbers of prospects by providing value to them all at once, check out Kate McShea’s new free video series. In this free four video series, Kate will explain how to generate large numbers of leads, sales and signups with a single 60 minute webinar.