How To Use Leads To Grow Your New Business.

It's time to take your business at home to the next level. You have decided to start a marketing campaign. Now the decision comes down to what to do, the answer, you have to prospect.

The question comes down to who are your prospects? That is a very simple question to answer. Your prospects are everyone you come in contact with. To narrow your prospect down to people who are interested you need leads.

Leads are a mixture of people you know and those you have never met before. In other words, they are your "Warm Market" and your "Cold Market". Of course there are other types of leads but here I'll discuss these two.

People You Know:

If you're going to be an online marketer in affiliate programs or any type of network marketing you will eventually need leads. There is a right place to start in this process. Almost all Networking programs are going to teach you it is with your "Warm Market" prospects.

For your warm market list all you need to do is write down the names of all those you know, first as friends, and secondly as acquaintances. This list will be easy at first because it will be common names but it will get tougher as you try to think of all the people you come in contact with.

The list could easily be in the hundreds although off the top of your head you may not have realized you knew that many people. Remember, your warm market list is an absolute must and the more complete it is will mean more people you can easily talk to.

This list is made up of those you hold close to your heart and see every day. They are the ones you should most want to see succeed right along with you. It is them you will want to approach first.

Cold Market:

Eventually your 'Warm market" list will wear out and you'll have to come up with new prospects. Although your warm list is the best place to start, you certainly can not stop there if you plan on growing a significant Home Based Business. The next set of leads I'm going to look at is your "Cold Market" prospects.

Although you may be scared to death of approaching strangers with your business you know it is something you must do to grow your business. The only problem you have is where do you get the names for your list?

If you do a simple Internet search for "leads" you will come up with hundreds of places willing to sell you leads. They will sell you leads for a price any where from 10,000 or more for $19.99 to 20 leads for as much as $300.00. If you're like me and on a limited budget $300.00 is a lot of money and $19.99 looks more like my cup of tea.

Lead quality is what you need to look at when deciding what you want to pay. Older leads come with some inherent problems. First they may have stopped looking for a home business because they no longer have the need. Secondly they may have signed on with a company when they first started looking and lastly they in all probability have been called by several reps before you got their number.

Hundreds Of leads For A Low Cost:

A big mistake made by most marketers is to try and hit the leads with their main sales page or their longest sales pitch usually thinking 1 in 100 will respond. Sadly that is usually the wrong approach to take.

I've paid for as many as 20,000 leads thinking the $40.00 I spent was a bargain, I was sure I would get 10 - 15 sales. I sent them right to one of my direct sales pages, not even one person even attempted to sign up. When I looked at my web site statistics most of these leads only stayed a few seconds and they were forever gone.

The vast majority of these people would never take a long look at what my web site was about because it had no interest to them. These types of visitors are simply names who clicked on some add in a program and were randomly sent to my page.

Because these leads were not going to stay long it was necessary to create a web site that didn't take long to look at but was catchy. I created a capture page that offered a free item and all they had to do was give their name and email address. Most continued to leave quickly but I managed to get around 25 names for every 10,000 who visited. Since the freebie related to my opportunity offer I had names I could build an email list with and promote my business through.

Slamming older leads who have been marketed to many times or random names off a purchased visitor list with your longest sales page or most in depth sales pitch will usually drive them away quickly. A slower approach offering smaller bits of information and requiring less action on their part is the way to go.

Fresh High Cost Leads:

Some leads can cost as much as $12.00 each depending on how they were marketed and how much prequalification has been done.  If you want highly qualified leads often ones looking for the exact type of opportunity you are offering these are well worth it. They are leads who were captured through a landing page designed specifically for the opportunity you have. For these you will want to have a specific approach planned out.

As you start to pay more money for leads you will find out you also gain a lot more information about the person you are calling. With leads that cost in the medium price range you should expect very specific contact and location information. As you get into the higher brackets these leads will have even more information including how much they are willing to invest and more. Their value to you in your marketing campaign has increased dramatically the same as the cost of the lead has increased.

These leads can be put in an email marketing list but that is not what they are generated for. Actually that would be a waste. These names are people who are actively searching for a Home Based business and ready for a phone call. Often they are expecting it with a bit of enthusiasm. Just keep in mind, not all of them are buyers or even ready to buy.

Although these people are actively searching it doesn't make them instant buyers. Many want an opportunity like what you have but they need more information and time to sort through the information they have received. In my experience I usually enroll 2 people out of every 20 names I purchase. The rest are either discarded or a relationship was built and recruiting them became a long term venture.

You will approach many different types of people as you begin to go through your leads. You will have the easy ones, your family and friends and the tougher ones, those you have never met. The main point to remember is how you are going to approach them. The most important part of that approach is your attitude and confidence. Being confident, positive and having a good attitude will do the most good out of evrything you could try.

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