MLM Training – How to Rate MLM Leads in Your Recruiting Funnel

mlm home business funnel marketing

mlm home business marketing funnel

MLM Leads and How to Score them in  Your Funnel.

Do you use a “funnel”in your marketing efforts for your home business?

What is a funnel to you in a network marketing business?

Are you open to learning about the funnel process in mlm?

Here is a grreat article on how to define if you have a good lead or not from Hub Spot:

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By now, most marketers understand the importance of mending the traditional rift between sales and marketing. The mistrust and miscommunication that’s so often found between the two teams can act like an  anchor on your company’s growth rate. In fact, organizations with good  alignment between sales and marketing teams achieved 20% annual revenue growth in 2010, according to a study by the Aberdeen Group By contrast,
companies with poor alignment saw revenues decline by 4%.

Often, one of the biggest blockers for sales and marketing alignment is the
very different views each team has of the funnel. For example, they might
disagree about the number of stages a lead passes through before becoming a
customer. Furthermore, they often use different terminology to describe those
stages.

But in order to adopt an effective SMarketing (get it?) strategy, sales
and marketing must have a unified picture of the funnel and standard definitions
of each stage in the process.

What does your funnel look like? And how  exactly can you make sure both teams are aligned in their definition of the  funnel? Follow these steps to help define the stages of your funnel that both  Sales and Marketing can agree upon and collaborate around.

Step 1: Understand Lead Quality

Focus on the definition of a Marketing Qualified Lead (MQL). This is the crucial handoff
point between marketing and sales, so it’s essential that the teams agree on the
terminology. Every company’s definition of an MQL will vary, but it should
reflect a combination of traits and actions that indicate a lead is both a good
fit for your company and ready to talk to a salesperson. Here’s one way to
examine your funnel to assess lead quality and determine whether a lead is ready
for sales follow-up:

Aspects of Lead Qualification

Is the lead a good fit?

Your company might target financial services companies with 5,000 or more
employees, or small service businesses with fewer than 100 employees. Or, you
may be only interested in manufacturing companies of a certain size or just for a home business.

Within  those categories, you also might identify individual lead profiles, such as
title or job description and role in the decision-making process — e.g.,  economic buyer, end user, influencer. How closely a lead aligns with your ideal  customer profile will determine whether and when you hand it over to the sales
team.

Is the lead interested?

A lead’s activity can reveal how close they are to a buying decision. For
example, if a lead has only visited your website once, or has just begun  following you on Twitter, they may be aware of your company but aren’t  particularly engaged yet. A lead that requests a demo or views pricing  information is showing a lot more interest.

Where a lead falls within the four quadrants of this matrix dictates the next
step your marketing or sales team should take. For example:

  • Good Fit & Interested: Leads in the upper right
    quadrant are a good fit for your company and are highly engaged with your
    marketing. These are hot leads that require immediate follow-up from your sales
    team — usually in fewer than 24 hours.
  • Good Fit But Less Interested: Leads in the upper left
    quadrant are a good fit for your company but don’t show a lot of interest yet.
    Perhaps they’ve only signed up for an email newsletter or downloaded one piece
    of educational content. These are leads that the marketing team needs to
    nurture.
  • Lots of Interest, But Not a Good Fit: Leads in the lower
    right don’t necessarily fit your ideal customer profile, but are highly engaged
    with your brand. They might have subscribed to your blog and email newsletter,
    downloaded your ebooks, and attended your webinars. It’s worth having a sales
    rep do a low-cost follow-up with these fans to see if there’s an easy sale to
    make from a non-traditional customer. Sometimes leads that don’t seem like a fit
    have a good reason to buy your product.
  • They can also turn into great  evangelists for your products or services, thus providing you with indirect support as non-customers. That’s why you can’t automate the entire sales and marketing process. At some point, a good marketer or sales rep can spot an
    opportunity that your systems might overlook.
  • Little Interest & No Fit: Leads in the lower left
    quadrant aren’t a good fit for your company and haven’t shown much interest in
    your marketing content. They’re definitely not worth a sales rep’s time. Don’t
    be afraid to take them out of your communication stream.

Step 2: Develop Your Definition of an MQL

Using this matrix as your guide, develop an MQL definition based on the combination of fit and interest that’s right for your company. Some marketers may focus more on fit because they have a tightly defined market; other marketers may have a broad customer base and focus more on interest level. That decision depends on your business model.

MQL definitions in those two cases might look like this:

  1. A Focus on Fit: A contact with XYZ title or role who has
    filled out a landing page form and works at a financial services company in the
    U.S. with more than 5,000 employees.
  2. A Focus on Interest Level: A contact with the ABC title or
    role who has requested a product demonstration from a sales rep and works at any
    U.S.-based company.

Whichever approach you chose, base your definitions on data — not on gut
instinct. Even experienced marketers and salespeople can be way off base in
their assumptions about what makes a good lead.

Step 3: Implement Lead Scoring

Using a lead scoring or lead grading program that relies on data from your closed-loop analysis can help you determine the importance of different activities. Here is an example of what lead scoring can look like for you:

Here’s how to implement a lead scoring system:

Examine Behavioral History

Examine the activity history of recent customers and analyze how many actions
they took before becoming a customer — i.e., the number of page views or number
of conversions, such as downloading a report or registering for a webinar,
etc.

Identify Patterns

Look for patters that indicate a lead’s likelihood of closing. For example,
if a lead that downloads ten pieces of content from your website or visits your
site more than 15 times in one month, she is more likely to close. Consider
incorporating frequency measures into your MQL definition.

List Activities

Also, list all the activities that a lead can take before becoming a
customer, and analyze the close rate for each one. For example, to determine the
close rate for a webinar, look at all customers that had watched a webinar, then
divide that number by the total number of leads that originally registered for
the webinar. That gives you the close rate for leads from that particular event.

Calculate Average Close Rates

Using the close rates for individual actions, calculate the average close
rate for all your marketing activities. Then look for actions that have a
significantly higher close rate. For example, if your average close rate is
around 1%, you might find a handful of actions that have a 3%-5% close rate.

Add these top-closing events to your definition of an MQL. Any lead that engages
in at least one of these activities, and is a good fit for your company, would
be considered an MQL. Use those close rates to decide what score to give
different activities in your lead scoring or lead grading system.

Step 4: Optimize the Stages of Your Sales Funnel

Now that you’ve identified the different stages of your sales funnel, it’s
important to optimize each of those stages on an ongoing basis. And that means
continual analysis of key metrics at each stage of the funnel, such as:

  • Visitor-to-Lead Conversion Rate
  • Lead-to-MQL Conversion Rate
  • % Sales Accepted Leads
  • Lead Work Rates
  • MQL-to-Opportunity Conversion Rate
  • Opportunity-to-Customer Conversion Rate
  • Lead-to-Customer Conversion Rate
  • Sales Cycle Length
  • Average Cost Per Sale

You should be looking at these metrics all the time so you can assess whether you’re slipping in any one area … because you don’t want to suffer a blip in your funnel. If your funnel develops a clog or hole somewhere along the way — and it will, it’s only natural — you need to be able to identify it and fix it to keep your sales and marketing machine efficient.

And if you are working with multiple different types of leads, these metrics should be
considered for each segment of lead, too, so you know if some segments are more valuable to your business than others (or, even better, if some segments have more potential than you once realized)!

This is a great article on funnel marketing in your network marketing mlm home business.

FREE mp3 Download- “2013 Recruiting Secrets”-over 25 secrets by doug and Diane Hochman! Click on this link

blessings…doug firebaugh

(c) 2012 all rights reserved

MLM training related posts:

How to Start the Follow Up and Closing MLM Process

The Power of Leadership vs Motivation in MLM

MLM Training- THE Most Powerful Recruiting Tool YOU Can Use

home business mlm training

mlm network marketing home business

 

MLM Recruiting Tool.

Are you having trouble with the tools you are using to recruit mlm prospects in your downline?

Is there something that you could be using better in your mlm recruiting?

Is there a network marketing recruiting tool that you can use daily and become more effective and more powerful in your recruiting efforts?

Yes, there is.

And you can use this powerful tool to become a Recruiting Magnet and PULL people towards you easily.

The MLM Recruiting Tool that you can use are YOUR WORDS.

But more importantly, the POWER within your words that you can use in recruiting mlm prospects. But your words in your recruiting have a different focus as well. More of an internal focus as well, not just external.

Here is a home business truism that yoiu must accept for your mlm recruiting:

“The Power of Your Words can and will change lives. How about starting with your OWN?” 

Your words carry POWER in them.

The Power to CHANGE, TRANSFORM and ENLARGE people’s lives in your home business recruiting efforts.

But also change YOUR OWN LIFE. Your prospect can sense what you say to yourself as they will hear the quiet echoes of it in your words.

“I am going to be successful.”

“I am such a loser.”

“This is so hard i cannot do it.”

“I am going to CRUSH IT today in my network marketing business.”

Your mlm prospect can FEEL the words you say to yourself as they will be felt as either power or weakness, faith or doubt in what you are doing.

Your words you speak to your prospects carry that Power and what you say to them can offer hope and a new destiny for them and their physical appearance.

YOU can also offer yourself hope as you speak words to YOU.

I am going to be the TOP EARNER in my company!”

“I am building an amazing Team that will change millions of lives.”

“Everywhere I go, people want to hear about my products.”

“WOW! I am getting better everyday at talking with people and sponsoring them!”

“I am the most powerful Leader in this company and everything I do WORKS!”

It is called “RE-SCRIPTING.” You must rescript the programs in your brain and focus on what words that will MOVE YOU FORWARD– not holding you back.

It is called INPUT. What words that you speak you are INPUTTING into your mind and tellng your brain that is the direction your life needs to move.

It is called RE-PROGRAMMING. You have “programs” that you developed before you were 7 years old. These programs (or belief and value internal structure) often are generational, and like chians, hold you down in your beleif and what you think is possible for youir life. Your home business prospect will FEEL that in your words.

Speak words with POWER and you will build a Powerful business in mlm network marketing. Words either can PUSH YOU into Greatness, or push you out of your potential.

Your home business prospect is LOOKING to FEEL HOPE. Make sure that your words echo the POWER that they are looking for- not weakness that they are used to feeling.

Speak POWER into and over your home based business. Speak POWER into your destiny and ABP- Always Be Positive- in everything.

Are YOU Living in THAT ZONE? That Zone of Power and Success in your home business that can EXPLODE your mlm business?

FREE mp3 download “7 Biggest Mistakes Made in Network Marketing No One will Tell You.”

FREE Social Media Recruiting ebook- Social Recruiting Power- over 50 recruiting secrets!

blessings…doug firebaugh

(c) 2012 all rights reserved

MLM Training related posts:

7 Powerful Secrets to Building Million Dollar relationships

One Incredibly Powerful Closing Question

 

MLM Leads- 5 Powerful Things to Say to Cold Market MLM Leads

home business mlm clold leads

home business mlm cold leads

 

You may agree, MLM home business leads come in many forms.

They can be Social Leads.

They can be Internet Leads.

They can be Referral leads.

They can be Traditional Marketing leads.

They can be Cold Market Leads of prospects looking for a home business.

We are going to take a look today at the Cold Market Leads that you can get with many companies as well as obtain them through effort yourself.

The critical thing with Cold market leads is WHAT TO SAY and HOW TO SAY IT, and WHAT YOU WANT THEM TO FEEL from you. When I coach Private Clients on Cola Market leads, it is always one of those 2 things that are an issue. if ou can master both of these issues in your Cold Market actions, you will find that you Will become a literal Recruiting machine that cannot be stopped.

We have found that MLM Leads are a great way to not only create activity in your home based Business, but also find some great people for your business. Many folks are looking for a home business, and MLM Home business Leads have proven to be a great source of Success.

 I worked cold market MLM leads for years nonstop, and was blessed with great Success in recruiting.

But LET ME WARN YOU: The cold market can be brutal,  VERY. It can be discouraging and frustrating if you do not do it right. But it also can be fun and easy if you know what to do.

 What are the 5 Secrets to What to Say to Cold MLM Leads?

 1) Make sure you know WO YOU ARE LOOKING FOR.

 Here is a Million Dollar Questions: What kind of person are YOU looking for? You need to make sure that the home business MLM lead knows that you are looking for a particular type of person, and that you would like to see IF THEY QUALIFY.

 There are 5 traits that you should always look for in an mlm network marketing lead. These traits will help you FILTER through the “DIRT” and get to the Gold. 

DIRT = Dis-Interested (with) Routine Thinking!

Here are the 5 traits:

 Ambitious.

Friendly.

Positive.

Leader.

Good communicator.

 Let them know that those are the traits you are looking for, and the traits that have proven to be needed for Success in Network Marketing. Also, a good track record of Success helps as well.

 2) No matter what you Do, make sure you give the Prospect an Exit Strategy.

 Here is a MLM Cold Market Secret that will empower you like nothing you have ever seen:

Make sure that you let them know they are free to end the call anytime they choose.

There are many ways to do this, but my favorite way is the FEEL FREE tactic we teach at DFTI Marketing. People will perceive with an Exit Strategy that there is NO pressure and that you are not trying to do anything except hold a conversation with them.

 “And feel free anytime during our conversation to end this call if you feel that this is something that simply is not right for you. Does that sound fair enough?”

 3) Make sure that you keep the topic, focus, and conversation 100% about them.

  here is a Rule that you need to understand when talking to Cold Market Home Business leads:

Ask, ask and ask question after question about the prospect. They want to see if you are interested in THEM as a person, not just recruiting them. Ask about their family, where they live, the type of work they do, what they like to do in their spare time, what kind of spare time they have, what kind of money they are looking out of a home business, why they are looking at a home business, and what kind of Success are they expecting if they start a home business.

 “Tell me about yourself” is the ULTIMATE Cold Market Home Business Lead opening phrase that can be magic in MLM Cold Market recruiting.

 4) PRIORITY # ONE :RELAX the prospect, then CONNECT to them.

 You MUST Relax the MLM Lead if you are going to be on the phone with them and hold a conversation with them.

 How do you do that?

The secret is to get them talking about themselves, and you MUST come across as totally relaxed and in control as well. Then find some things you have in common with the MLM lead, and connect with them on those things. It could be knowing someone in their city or state, same hobby, same type of family, same school attended, same industry you work in,etc. Find something to CONNECT with them, and it will be easier for them to connect to you.

5) Let them know that you only need 1 minute of their time.

 We found that if you simply say, “I really only need 1 minute of your time, as I am not sure this is something that would be right for you or not,” that will open them up much more to listen, and you will find that most people will appreciate the respect you just showed for their time. Many people are kept on the phone for 15,20,30 minutes at a time.

WHATEVER YOU DO -Don’t do that.

 Set yourself apart from the crowd. Give them a timeline, and stick to it. If they find that you have something they might be interested in, you will know it.

 Say, “Is this making sense to you so far?”

 They will let you know if it is – or is not. and if it is NOT-“What part of it have I not explained very well?”

  There are many great ways to create Success in MLM home business leads and in the cold market, but these 5 Secrets of What to Say  are the start of what you need to do in order to create a solid start with your MLM Lead and Cold market prospect for your MLM Home Business.

Here is How you Make A Cold market a Friend in 30 Seconds FLAT!

blessings…doug firebaugh

(c) 2011 all rights reserved

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