Do lead systems work?

There are dozens of lead generation systems and dozens of ways to obtain leads. The bottom line on leads and lead systems is they are a great way of bringing people to your door. If you are seeing results without leads but need to bring more people your way then a good lead system can increase your results.

If you are not currently seeing results without a lead system there are a few things you should consider before buying into a lead system:

• Systems can be expensive. We have found fresh leads costing between $2 and $30 each.
• Leads are generally shared with 2 or more other people immediately from different companies so your competition is knocking on the same door at the same time.
• While the lead company tries to sell a lead as a warm contact, they are truly strangers in your cold market.

Here are a few ways we have found will help when working with leads:

• Make your contact as if you are planning to have a long term relationship with this new person. This means do not approach the call like they are a hot molecule and ready to sign. If your lead gets the impression that you are desperate to get them into your business chances are they will shy away. You are looking to connect with your prospect and build trust.
• Take the lead in your call and remain in control. Don't let your prospect assume control for one second. If they try to take control and you do not snap it back they will get the impression that you are not someone that will help them.
• Questions and concerns raised by your lead during conversation are good you want questions. However you do not want to answer their questions, you want them answering your questions. Let them know there will be a time for there questions after they have seen the material. Generally people are looking for a quick answer that they can turn into an excuse.
• If the person says no today or if you completely botched the call, do not throw away that lead. Set up a contact schedule 1 month, 3 months, 6 months, and 1 year later. You paid a lot for the lead and you want first shot at signing this person. We have watched leaders move to the top of the pay plan purchasing old leads and signing people that others contacted once and threw away.