“As I see it, your home business leads shouldn’t need calling if you’re a true attraction marketer.”
So said a mate of mine who I was chatting to recently. He is a successful internet marketing professional although he has nothing to do with the home business network marketing industry.
What qualifies him to make a comment about home business leads then?
He approached me to find out what all the fuss over attraction marketing is about. I sent him straight to the source; Magnetic Sponsoring by Mike Dillard. This is what prompted me to write the review yesterday.
It was after he had read the e-book that he made the comment so I was ready to engage in conversation.
“What gives you that idea?” I asked.
“Well why do you request a phone number on your opt ins?”
“So I can call those who leave me their details.”
“OK but if you put attraction marketing principles into action as I understand them, you should wait for the lead to call you.”
“I have already attracted them. Calling them after they have indicated an interest is just a matter of me as a leader taking the relationship further.” I said.
“Isn’t it a bit presumptuous to think that someone wants to move at your pace? “
“No I determine that pace when I speak to them, but if they have provided their number then I believe they are ready to be called.”
“But are they? I’m not saying you never have to call them, but doing so after a first contact seems a bit hasty. Why don’t you rather send them a pleasant customer service type email or befriend them on Facebook first? Wouldn’t that be less intimidating? What if the only reason they gave you their phone number is because they thought they wouldn’t get their “free stuff” unless they did?”
“It’s possible. “
“I say the only reason you ask for a phone number is so that you can try and get the sale.”
I’m ready to attack now. “There’s no sell-”
“You can cushion it anyway you like; problem solving, relationship building… blah blah blah, but at the end of the process the target is a sale. The reason you ask for a number is because you don’t think they will call you, so you want to call them first. I bet once you’ve decided you can help them you’ll guide them to take their credit card out, not so?”
“If what I have on offer can help them, why not? I am in this to make money too. Most people need someone to guide them. People often get in the way of themselves so I just lead them through the process to see if I can help them. “
“Fine and there’s nothing wrong with that but I don’t call that true attraction marketing. You’re still hunting them by calling them. If you trusted the process you would wait till they call you.
Shop owners attract possible customers to their stores with window displays. If someone looks through the window, the salespeople don’t run out and and see if they can sell whatever is in the window to the person looking. They wait till they walk through the door. That might take them another 6 months of only looking through the window.”
” Yes but just think how many more sales the store might get if they were to just hang around the entrance and make casual conversation when appropriate. That’s all I am doing on the phone. So what is true attraction marketing to you then?” I’m intrigued to know how he will define it.
“Mass mobilization of home business leads who you build a relationship with over time and of which a percentage will buy whatever it is you have on offer when THEY are ready.”
I tell him it’s an interesting viewpoint but not one I share as a network marketer.
To call your home business leads or not?
So what do YOU think? Is there merit in his interpretation? What do you do? Please leave me a comment. I’d love to hear your views.
My goal? Helping you achieve yours
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I think it depends on what your opportunity is.
If it is an online funnel then the whole idea is to let the system filter for you.
If it is a traditional network marketing opportunity, ie having a product shipped to you then I say give them a call.
The first time you call is just to say hello and determine if they are looking for what you have to offer.
.-= Peter Fuller MBA CA´s last blog ..Secrets of greatness: Practice and hard work bring success =-.
[Reply]
Marcus Baker Reply:
June 1st, 2010 at 10:19 pm
Yes you may be right there Peter.
What I do know is that speaking to people is a personal touch that makes a difference. I believe the majority of people who leave phone numbers want to speak to someone even if they don’t think so consciously. I was interested to hear what others had to say so thanks for your response.
~Marcus
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Marcus,
Most of the reason people leave their number on my site is simply because they’ve already learned enough from me, and are ready to talk with me. If they’re leaving their number simply because they want the “free stuff” and nothing more, that will quickly be decided in the first 2 minutes of the phone call.
Network marketing is all about relationship building… actually a lot of business is all about relationship building. The only way that I can truly build a relationship with someone from half-way around the world is to get on the phone with them and get to know them.
Now to answer the question of is it truly attraction marketing if you’re calling your leads… it is ABSOLUTELY Attraction Marketing. Your lead has found you, they’ve decided that your information is worth giving out their personal information for… This is not some lead you got from a cold-list that you bought from a company. They know who you are, because they saw your video, they know your name, and they’re ready to talk with you.
Jordan Schultz
~Social-Media Specialist~
.-= Jordan Schultz´s last blog ..The Worst Capture Page Video Ever That Still Generated 185 Free Network Marketing Leads =-.
[Reply]
Marcus Baker Reply:
June 1st, 2010 at 11:28 pm
Jordan,
Well said my friend. I guess we can make anything be what we want it to be when it comes to terminology. As you say there’s no calling of cold leads when it comes to attraction marketing and that is what what makes it so vastly different when it comes to the hunter versus the hunted analogy.
It was interesting getting a non industry perspective on attraction marketing but it’s not one I can agree with.
~Marcus
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Well, Marcus, to be perfectly honest with you, I think that your friend is using a reductio ad absurdum to avoid making a phone call. If you never call someone unless they call you, you will probably never get that phone call. That being said, I believe that, if you make the phone number optional rather than mandatory, that the instant that they fill it out, they have already expressed enough interest for you to give them a call. You have already attracted them by that point. I wouldn’t make the sales pitch on the first call unless they say they want to do it, but I believe that you have to at least make a call, because a phone call will build a much better connection than just an e-mail.
.-= Steve Nicholas´s last blog ..Under-appreciated Albums: My December =-.
[Reply]
Marcus Baker Reply:
June 1st, 2010 at 11:20 pm
Hi there Steve,
Yes I tend to agree with you when it comes to making the phone number optional. I believe if they provide a phone number then they are happy to be called. Like you say the phone call is a much better way of connecting with someone anyway. Thanks for leaving your comment.
~Marcus
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Hi Marcus!
I completely agree that in network marketing, you can’t just assume those leads will call you. I think if you are just in internet marketing you don’t need to call them.
The largest number of people that I have recruited into my business were ones that I called, and were actually surprised and happy that I did. I only did so to touch base and see if there was anything else I could provide them, but in the process, we began talking about what their biggest challenges were and the training I continued to offer along with the follow up calls were the basis of a relationship.
The point is that you can’t build relationships by just providing some great information and then not following up. I wrote a post recently about just that. Yes your sales funnel can definitely do some sorting for you, you get people that leave invalid or no phone numbers, and those that opt out, and those that never answer the phone. Then from about a 1 minute conversation you can tell if they are worth your continued time (which in itself is minimal anyway).
But to be to the point, business IS about relationships, and the quality of those relationships can mean the difference between retention and attrition in MLM!
Thanks for a great post!
Vicki
.-= Vicki Berry´s last blog ..Three Keys to Improving Your SEO =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 7:23 am
Hi Vicky,
Awesome comment, thank you.
Your first line pretty much sums it up for me. In our industry, it’s all about the relationship and those that are ready to move faster will leave a phone number because they want to be contacted.
I so agree with your comment about retention and attrition too. I have found that there is a much higher rate of people who drop out if they have just opted in without me being able to have personal contact with them.
I am sure this is because they are conducting their business in the same way which just does not work.
~Marcus
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Hi Marcus,
I enjoyed the dialog format.
In cash gifting active recruiting is prohibited – or at the least it’s unethical – so I never call.
If I were engaged in a business I would get a feel for the person. If they contacted me through other channels before opting-in or if I knew them from FB or twitter chances I’d call them. Even if this weren’t the case I’d considering calling. I attracted their genuine interest. If this weren’t the case they wouldn’t have provided a real phone number. Whether they or I take the next step is purely a matter of personal preference.
Attraction marketing is ultimately attracting whatever it is that you want. If you go about this in harmony with your core values it doesn’t matter who contacts who.
Thanks for sharing Marcus
Ryan
.-= Ryan´s last blog ..How Watching Seinfeld Can Make You A Better Blogger =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 7:15 am
Hi Ryan,
Thanks for the feedback re the format. I tired writing it differently but in the end it was easier to just tell you exactly what was said.
I agree with you, the fact that they have opted in anyway means you have attracted them. If they leave a phone number that is their preference. Choosing to use the phone is just an effective way to make contact with someone but what makes the difference is what you say to them and how you say it.
~Marcus
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[...] This post was mentioned on Twitter by Vicki Berry, The Unified Tribe. The Unified Tribe said: Read this interesting post about attraction marketing from marcus_baker http://bit.ly/9HXrik #UTribe [...]
Hi Marcus,
I think your friend is missing the point.
It’s about getting leads to come to you as opposed to chasing them down and cold calling, but in the end, you still have to call them. It’s about building trust and a relationship and filtering out those who just want the freebies.
Sounds like your friend has ‘phone phobia’
Have a great day!
Twila
.-= Twila Jacobs´s last blog ..How To Make A Free Website Using A WordPress Blog =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 7:09 am
Ha ha Twila… I think it’s more a case of him being in an affiliate marketing niche that does not require him to speak to people on the phone.
I wonder though if he would generate more sales if he did? I am almost positive he would. Let’s face it what’s more important heaps of leads or heaps of leads and sales?
This is the essential difference between us and pure product marketers though. Our business is so not about products and companies, they are part of it, yes, but the bottom line is that what we do is about PEOPLE and man the phone makes a difference!
~Marcus
[Reply]
Hmmm, interesting debate….
I a way I understand where your buddy is coming from, even though I am shocked it is coming from a successful offline marketer who relies on contacting cold people to get business.
The way I see it, if someone leaves their number, they done it for a reason. All of my opts ins with number request are optional so the only reason they supply it is if they would like contact.
Obviously some may do it without noticing it is optional, but I would assume that is a small amount.
Just my $0.02….
Wayne Vassell, signing out…
.-= Wayne Vassell´s last blog ..MLM Marketing Debate | Is Aggressive Content Marketing A Good Plan or Just Spam? =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 7:01 am
Well said Wayne, keep the phone number request optional and that will sort out those who are serious from those who aren’t !
~Marcus
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I think your friend is confusing attraction marketing with attraction selling. When you call your prospects back do you try to convince them that you have the best opportunity in the whole wide world. If you were then they would be more direct selling.
They came to you because they were interested in what you had to offer. You call them back to see get to know them better and to see if what you have fits what they’re looking for. It’s really about helping others to get what they want, and in turn you eventually get what you want.
.-= Sherman Smith´s last blog ..OH NO! Information Overload! Keeping Up With The Jones’ Of Network Marketing =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 7:00 am
Hi Sherman,
I like that attraction marketing versus attraction selling! I agree with you.
When I call people back I don’t even think about talking to them about anything I may have that can help them. I simply call to say hi, thank them for requesting whatever it is they have opted for and find out more about them. Whether I move further along will depend on what I find out about them.
~Marcus
[Reply]
Hey Marcus,
This is a great topic! If a prospect leaves me a phone number that is because they are expecting me to call them. When I do call them, typically what they say is…”OH! I didn’t think you were going to call me?”
So, I do like to have the field for a number but I don’t make it a require field. Of course, we all know that the less we ask for in an opt-in. The more opt-ins you will have.
Chat with you later…
Josh
.-= Josh Garcia´s last blog ..See How Easily You Can Avoid These 3 Common Mistakes in Video Marketing =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 6:53 am
Great to hear that Josh. They say that because most people don’t call them and that’s why one stands out. It’s pretty easy really – just do what everybody else is not doing!
~Marcus
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To me, it’s all about the relationship. I can’t tell you how many times I have surprised a potential business partner with a phone call, sometimes within minutes of them leaving the number.
In today’s world, you have to distinguish yourself and for the most part, an autoresponder is NOT gonna cut it.
Here are my rules:
- If I have the phone number, I call it. Now.
- If they are within driving distance, I buy them coffee and we meet face to face.
I don’t want to be some wizard sitting behind a curtain pushing buttons, I want to build meaningful relationships with people and make an impact on their lives…
.-= Ty Tribble´s last blog ..Create Something Great, Tell Others, Repeat =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 7:32 am
Hi Ty,
Awesome to have you visit my blog and to hear how important a part building relationships has been to your phenomenal success.
The other important nugget I take from your comment is that not only should we call those who leave phone numbers but DO IT ASAP!
I hope that that this ‘post spark’ and all the comments from successful people like yourself will encourage those that are trying to work magic from behind their keyboards will finally realize that it’s just not going to happen.
~Marcus
[Reply]
Ty Tribble Reply:
June 2nd, 2010 at 8:37 am
Dead on Marcus. Back in the day when we “gathered” a business card from someone, it was OK, and maybe even a good idea to wait a couple of days before calling. Today, it’s vital that the call be placed, NOW.
Picture a person in their home, on their computer, searching for a solution, multiple browser windows open and lots of forms filled out. How do you stand out? I think the best way is that personal touch of a phone call.
My friend, Mark Hoverson recently told me that he is getting great results by using videos in his follow up so there are exceptions but if you want to make big money, fast…learn to love the phone.
.-= Ty Tribble´s last blog ..Create Something Great, Tell Others, Repeat =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 9:25 am
I totally get that. Thanks for coming back on this Ty.
Read it again and again folks. This is from a man who is a top leader in our field so make sure you go and check his blog out NOW!
I agree that attraction marketing is about getting them to come to you, but I am positive you are leaving a lot on the table by not at least reaching out to your leads if for nothing else than to let them know that you’re a real person. In the end, people like trust and buy from people.
Jesse
.-= Jesse Walker´s last blog ..Your Own Professional Internet Marketing Video Studio for Under $300? =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 2:15 pm
Hello Jesse,
You are are absolutely right there my friend. They have made the first move by opting in so calling them is really being well mannered if nothing else.
In fact that is always my key reason for calling people to say thank you to them for opting in, making sure they got what they opted in for and generally just to make contact. Anything else depends on where the first part of the conversation goes.
~Marcus
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Hey Marcus,
I say call them.
Although, I have some capture pages where I don’t ask for a phone number in the opt-in. For those, I intend to just become their friend and provide them guidance. If they like what I’m doing then I shoot for them to contact me.
On the other side of the tracks, I have other capture pages where I ask for their phone number in the opt-in.
I will call them, but not initially. I let the funnel do a little bit of work for me to see who I’m going to be talking with. Once they hit a certain point, I make a phone connection with them to let them know that I’m a person just like them on the other end of the emails and the websites.
Wow, that was a long comment. Hope that wasn’t too long for you.
Have a great day,
Jerome Ratliff
.-= Jerome Ratliff´s last blog ..Another Blogging Tip That Will Increase Your Prospect to Lead Conversion Rate =-.
[Reply]
Marcus Baker Reply:
June 2nd, 2010 at 2:11 pm
Hi Jerome,
Appreciate you taking the time to leave your comment. I also occasionally remove the phone number from my opt ins which I really do as a test to see whether there is an increase in opt ins. The interesting thing is to date I have not found this to be the case.
~Marcus
[Reply]
Hi Marcus, It amazes me at how creative people can get to avoid using the phone. Your friend is not alone. Many people see attraction marketing as an excuse to not use the phone. Personally I think they are missing the point of network marketing.
Network Marketing is a relationship business. We can’t hide behind our computers and avoid contact with real people, and call it attraction marketing. I want my prospects and leads to know that I am a real person. And I will call them if they leave a phone number in the opt-in form – it’s obvious they don’t mind a call from me. Your leads cannot establish a relationship with your autoresponder.
Offline or online leads are people and people value speaking with another person.
Ok…I’m off my soap box.
Have a great day!
-James
.-= James Hampton´s last blog ..Thinking About Getting Into Network Marketing? – Part One =-.
[Reply]
Marcus Baker Reply:
June 3rd, 2010 at 8:37 am
Hi James,
I loved your comment because it just emphasizes that the reason why we use attraction marketing is to communicate that we are real people so all the more reason why we should want to continue that through beyond the opt in stage.
You do a grand job on that soap box by the way!
~Marcus
[Reply]
You hit alot of good points here Marcus. You know, I have some people who don’t bother to leave a phone number on my opt-in page(s). Now, some may say that if they don’t then there’s a good chance that their really not interested. Well, for those who don’t leave a number. Of course they get my standard emails autoresponder messages, but I send them a personal message, letting them know that i’m here if they have any questions. And have success with people either calling me directly or just saying thanks in a reply email. Relationships…you have to start somewhere. And as always Marcus great post!!
Anthony
.-= Anthony´s last blog ..Building Relationships Vertically And Horizontally Are Key To MLM Business Success =-.
[Reply]
Marcus Baker Reply:
June 3rd, 2010 at 8:32 am
Thanks Anthony! You make a good point. If people don’t leave a phone number there are other ways to connect with them on a more personal level that go beyond the auto responder; Facebook and Skype for instance which they may be more comfortable with at first.
~Marcus
[Reply]
This was a great post! I have learned so much reading this today. Thanks so much for sharing this Marcus. You are a true leader and I look forward to reading more. Have a great day!
.-= Keysha Bass´s last blog ..Are you a solution or a problem? =-.
[Reply]
Marcus Baker Reply:
June 3rd, 2010 at 8:29 am
Hello Keysha,
Lovely to have you visit and I am pleased that you found value in the post. I love interacting with awesome marketers like yourself via my blog.
~Marcus
[Reply]
Hey Marcus,
When he made the point about the shop owner waiting till someone comes in the door, which may take months… well I believe that is what you’re doing right here with your blog.
A lot of people will “look in the window”, as they read your blog. It may take them a few times passing through before they decide to leave their name and number. At that moment, that’s when they walked in. It’s only right to call them.
It would not be smart business, or customer relations, to ignore that invitation.
Great stuff, so glad you shared it.
Susanna
[Reply]
Marcus Baker Reply:
June 3rd, 2010 at 7:42 pm
Hi Susanna,
This is why it is so awesome having people like you visit my blog because you sometimes see things that I don’t. That is awesome. You are totally right. Thanks for sharing that.
~Marcus
[Reply]
Your mate is so right.
Attraction marketer principle really is great.
You wont need their contact details anymore, because they will be the one who’ll ask for your contact info.
And in this process you wont waste more time anymore on calling them and in the end they’ll just say that they’re not interested.
best work at home recently posted..Simple Tips For Internet Marketing
[Reply]
Marcus Baker Reply:
June 18th, 2010 at 6:20 am
Hi,
Thanks for leaving a comment. I think you’ll find while some people do call you of their own accord you will still have to call a lot of your leads because they want you to do so.
~Marcus
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