Today, I want to share a concept called the email, call, mail, follow-up method in MLM. I learned about this concept from Robert Blackman, one of my mentors. I wish I could claim this as my own idea, but I can’t.
The email, call, follow-up method is nothing more than a PROCESS for following up with your leads. Before I cover the process in greater detail, I want to explain what most distributors do. Most distributors simply contact a person one time and talk to them about their business or products. If the person isn’t interested, the distributor moves on the next person and never contacts that person again.
Personally, I think this is foolish. You have to understand that most people need to hear/see/read a message at least 10-20 times before they respond. In sales, most sales are made after the fourth follow-up, yet most people never make a 2nd, 3rd of 4th follow-up. The bottom line is that if you aren’t following up with your leads CONSISTENTLY, you are leaving a lot of money on the table.
I hope to change that. My goal today is to educate you on a simple process you can use to find more customers and distributors. Here’s what I recommend you do.
The first thing you do when you get a lead is to email them ONCE. Send them an introductory email introducing yourself. Talk briefly about the products and company, tell them a little bit about yourself and see if they are interested in more information. Please keep in mind that most people (more than 90%) will not respond to your email.
The next thing you want to do is give the person a call one time. If they’re like most people, they will screen their calls. If you can get them on the phone, introduce yourself and see if they are interested in more information. If they don’t answer their phone, leave a message on their voice-mail and tell them that you sent them an email and that you are going to send them a postcard in the mail. Keep your message short and sweet, without giving them too much information.
Your next step is to mail a postcard or send a piece of direct mail. Your postcard or direct mail will have similar information that your email and phone call had. It is a teaser copy designed to get the person to give you a call or visit your website to request more information.
The beauty with this simple approach is that you give the prospect MULTIPLE exposures to your product and business opportunity. Sure, most people still won’t respond or join your team, but a HIGHER PERCENTAGE will because you followed up using multiple media and methods.
Another tip I can give you is to keep in touch with all of your leads at least once a month. What I learned a long time ago was that it is better to mail 100 people 10 times than to mail 1,000 people one time. The best way to do this is to mail your leads a monthly newsletter that talks about your business, the industry, working from home, or something similar. This positions you as an expert and shows your prospect that you are a true professional.
Here’s the bottom line. Your prospects are inundated with different messages and advertisements. Your job is to be different from your competitors by using a variety of methods to communicate with your leads AND to stay in touch with them every single month. What will happen is that as people see your marketing messages more frequently, a higher percentage of them will respond favorably and join your team and become a customer.
Communicating with your leads one time is a big mistake as I see it. You need a game plan and follow-up plan. Using the email, call, mail, follow-up method is a good follow-up strategy as I see it.
What are your thoughts? Leave a comment below to let me know what you think about the email, call, mail, follow-up method. I look forward to hearing from you.