advertisement

ResolvingRecruitingC hallengesbtxtmod

50 %
50 %
advertisement
Information about ResolvingRecruitingC hallengesbtxtmod
Business-Finance

Published on October 18, 2007

Author: nmbjgraphics

Source: authorstream.com

advertisement

Resolving Many of the Recruiting Challenges :  Resolving Many of the Recruiting Challenges Copyright by Keith Laggos, Ph.D. Slide2:  Defining the Challenges Defining the Challenges:  Defining the Challenges Less than 50% of all leads obtained by the downline are ever followed up. Less than 5% of any downline can close a lead over the phone or Internet. Auto-responders work poorly at best. Inexpensive leads can cost a lot! It’s not the cost of the lead that counts … it’s the customer acquisition cost that’s important. Most distributors and companies do not know what their acquisition costs are. Few business builders ever come from a new distributor’s warm market. Challenges with Auto-respondent Systems:  Challenges with Auto-respondent Systems Challenges with Auto-respondent Systems:  Challenges with Auto-respondent Systems Search engine and spam blockers intercept most auto-responder e-mails. 1% or less of e-mails are opened. When distributors buy into purchasing an auto-respondent system that doesn’t work, they conclude your program doesn’t work and attrition goes up. Challenges with Auto-respondent Systems:  Auto-respondent leads are very low-quality, out-going leads that have often responded so that they may receive a gift or be entered into a contest. Auto-respondent leads are usually generic business opportunity leads or generic network marketing leads at best and seldom company-specific. Auto-respondent leads still need a human interaction to close, but distributors are counting on the auto-respondent system to do all of the work, including closing, for them. Challenges with Auto-respondent Systems Out-going versus Incoming Leads:  Out-going versus Incoming Leads Out-going versus Incoming Leads:  Definitions: Out-going leads: Leads that are less qualified leads that have not been specifically qualified for your products and/or opportunity and require an out-going marketing communication to gain their interest in your particular program and/or product. Incoming leads: Leads that are responding from a marketing communication specifically about your product and/or opportunity wanting to join, purchase or have more information about what you have specifically to offer. Out-going versus Incoming Leads Challenges with Out-going Leads :  Challenges with Out-going Leads Challenges with Out-going Leads:  Since the prospect was, at best, generically qualified, he or she probably won’t understand why you are specifically contacting him or her. Since the main purpose of the prospect indicating interest in an opportunity or product category was to qualify for a gift or contest, he or she may not at all recall indicating interest and be completely surprised by your contact. The average household has four persons. Therefore you have a one-out-of-four chance of reaching the right person initially. Challenges with Out-going Leads Challenges with Out-going Leads:  Since the person’s interest is not qualified specifically for your company’s product and opportunity, the follow-up time and effort is substantially higher and more difficult. The closing ratio for out-going leads is much lower than with incoming leads. The rejection rate is much higher with out-going leads than with incoming leads. This creates a sense of frustration resulting in distributors’ reluctance to follow-up on such leads. Challenges with Out-going Leads Advantages of Incoming leads :  Advantages of Incoming leads Advantages of Incoming leads:  Advantages of Incoming leads Incoming leads are specifically qualified with an interest in your program and/or product. They contacted you, so the chance and fear of rejection is minimal. They are at least partially sold, so the closing procedure is shorter. You do not have to wade through dozens of leads to find one interested in what you specifically have to offer. Retention is increased when the level of rejection is reduced and the success ratio is increased. Difference in Follow-up required between Out-going & Incoming leads :  Difference in Follow-up required between Out-going & Incoming leads Difference in Follow-up required between Out-going & Incoming leads:  Difference in Follow-up required between Out-going & Incoming leads Most trainers will advise distributors to learn as much as possible about their company and their products, compensation plan and support systems including their upline’s stories. I agree with that. Most distributors then try to incorporate everything into their presentations. They come out shooting everything they have at them and often blow their prospect away. I believe the more information dumped on a prospect, the more objections, the more questions and the more doubts the prospect has. Most trainers will say it usually takes 3 to 7 follow-ups with a lead to build a relationship and close them. They can be right. However … Difference in Follow-up required between Out-going & Incoming leads:  Difference in Follow-up required between Out-going & Incoming leads This method … Creates questions and provides reasons for objections. Creates doubt for the prospect that he or she could know so much and be able to do it too. Causes delays in the sale or recruitment. With each follow-up that is necessary, you lose another percentage of prospects and create an opportunity for the distributor to give up. Each follow-up procedure can take 15 minutes to an hour resulting in up to 6 hours of more time with each prospect. Difference in Follow-up required between Out-going & Incoming leads:  Difference in Follow-up required between Out-going & Incoming leads 6. The average close ratio of this relationship follow-up method is 20% closers. This means you are spending 80% of your relationship-building time on the wrong people! 7. The average time spent per closed prospect can easily exceed 20 hours. It should not be a surprise to find out that this can be counter-productive. Prospects value their time and may become provoked that you are using so much of it. 8. At the USA average income of $15.50 per hour, that time would be worth $310.00. Add the cost of generating the 5 out-going leads, phone charges and follow-up materials and the acquisition cost could exceed $350.00. This makes inexpensive out-going leads total cost to be very expensive, especially when attrition rates go up because of the time and expense to build the business this way. Following-up on Incoming Leads :  Following-up on Incoming Leads Following-up on Incoming Leads :  Following-up on Incoming Leads Remember, incoming leads contacted you after they reviewed or heard about your specific company, products and/or opportunity. They called you because they are already interested in what you have to offer. Slide20:  Although you still can use the time-consuming, high-cost relationship-building method with these leads, but there is a better method. Following-up on Incoming Leads Following-up on Incoming Leads :  Following-up on Incoming Leads I suggest that once you have learned at least the essentials about your company, products and upline story, you put all of the information on the shelf, only to be used as reference as needed. I suggest using my 3-to-6-minute close. The 3-to-6-Minute Close:  The 3-to-6-Minute Close The 3-to-6-Minute Close:  The 3-to-6-Minute Close Incoming leads called you because they found something in what you are offering that interested them. So thank them for calling and ask, “What caught your interest?” Listen carefully and when they are done, pull one or, at most, two quick examples from the material you learned and are holding as reference to demonstrate why they are right. People love knowing that they are right and since they are right about what caught their interest, simply say, “You are so right, so let’s get started right away.” Take them to your website and stay on the phone until the purchase is placed or the application is finished. The 3-to-6-Minute Close:  The 3-to-6-Minute Close 5. If they hesitate for most any reason, ask, “What are you looking for out of the product or program?” 6. Listen to their reply and say, “You are so right to call us.” Then pull down from your reference knowledge one or two reasons to demonstrate why they are so right. 7. Then tell them that they were right on both counts to call and ask them to get started right away. Have them complete the business right then on their computer. (Note: If a particular prospect does not respond to this, you can always revert to the relationship-building method if you sense they are worth your time.) The 3-to-6-Minute Close:  The 3-to-6-Minute Close 8. This process can take as little as 3 minutes for the first question to 6 minutes for both. 9. This method has proven to have as high as a 50% closing ratio. Fewer questions and objections are raised because you don’t provide them the “fuel” to raise them. There are fewer delays in the sale, which would result in more losses of the sale. 10. You now can follow-up more prospects in less time and close a higher percentage. The total customer acquisition cost is always far less even if to obtain a high-quality incoming lead is substantially more because you are using only a couple of dollars of time and closing more. The 3-to-6-Minute Close:  The 3-to-6-Minute Close 11. The attrition rate will go down as the success ratio goes up and the frustrations and work required goes down. 12. You now can spend more time building relationships with the prospects that join, in stead of wasting 80% of you time with those that don’t. The Challenges Still Continue:  The Challenges Still Continue The 6-minute close helps solve several problems: The 6-minute close helps solve several problems::  The 6-minute close helps solve several problems: 1. It helps force the distributors to follow-up because the leads are incoming. 2. The incoming leads are more highly qualified to your specific company. 3. It reduces time and effort. 4. The 6-minute close is easy to duplicate. 5. It increases the closing ratio. 6. It lowers the frustration and resulting attrition levels. …But it does not resolve all of the problems. Challenges Still Unresolved:  Challenges Still Unresolved How do you obtain high-quality, company-specific incoming leads? Since distributors won’t be home or will be busy when many calls come, how can you get them to follow-up further? Since at least 95% of the distributors can’t talk professionally or close a sale over the phone or Internet, many still may mishandle the 6-minute close. Challenges Still Unresolved:  Challenges Still Unresolved 4. Some distributors are so lazy that they want a system that is completely turnkey. 5. In the age of litigation, how can the company control the messages given and the follow-up statements to ensure the company’s legal position? 6. How can a close approximation of the customer acquisition cost be ascertained, which will allow us to create a profitable marketing scenario for our distributors? NMBJ’s Pro-Leads Recruiting System …We close the leads for you! :  NMBJ’s Pro-Leads Recruiting System …We close the leads for you! It’s as easy as 1, 2, 3! NMBJ’s Pro-Leads Recruiting System …We close the leads for you! It’s as easy as 1, 2, 3!:  NMBJ’s Pro-Leads Recruiting System …We close the leads for you! It’s as easy as 1, 2, 3! We train Home-based Business Consultant Specialists (HBCSs) and closers specifically for your company. We call out-going leads and qualify their interest specifically for your company’s products and/or opportunity, sending them to the most professional landing page and back room office available anywhere, which we created for you. We have our professional HBCS closers, which are specifically trained for your company, call them up to 3 times each and attempt to close them. NMBJ’s Pro-Leads Backroom Office includes the following available technology :  NMBJ’s Pro-Leads Backroom Office includes the following available technology Automated video marketing systems Video lead capture pages Call center services Custom full-featured back office creation Interactive online marketing Online consulting Site optimization Search placement NMBJ’s Pro-Leads Backroom Office includes the following available technology :  NMBJ’s Pro-Leads Backroom Office includes the following available technology Website design and development Flash media CD/DVD Digital video Design Corporate identity packaging Corporate communications Vivid talent group … and more NMBJ’s Pro-Leads Backroom Office :  NMBJ’s Pro-Leads Backroom Office NMBJ’s Pro-Leads can follow-up all of your leads!:  NMBJ’s Pro-Leads can follow-up all of your leads! NMBJ’s Pro-Leads can follow-up all of your leads!:  NMBJ’s Pro-Leads can follow-up all of your leads! Once our capture page is set up, our HBCSs can call and attempt to close all of your leads for your distributors. High-quality incoming leads that our HBCSs create. Incoming leads from our auto-dialing system. Company-specific leads from advertising in NMBJ and elsewhere. Any lead list that you import with names and telephone numbers. (Note: Leads from other sources are followed up at a lower cost than the leads we create and follow-up.) NMBJ’s Pro-Leads :  NMBJ’s Pro-Leads Save Time and Money No Employees to Manage No Extra Office Equipment/Supplies to Buy No Employee Taxes or Health Compensation No Employment Ads or Interviews and much more... Slide39:  NMBJ’s Pro-Leads Recruiting System Compounds Growth! NMBJ’s Pro-Leads Recruiting System Compounds Growth!:  NMBJ’s Pro-Leads Recruiting System Compounds Growth! • Builds because everyone who participates can now recruit • Everyone who joins comes into the system Attrition goes down, retention up • Who won’t want to join with this system in place … just having this system will become your best recruiting tool • NMBJ’s Pro-Leads Recruiting System will provide a marketing advantage because, due to limited capacity, few companies will have it … shouldn’t yours be one? NMBJ’s Pro-Leads :  NMBJ’s Pro-Leads NMBJ’s Pro-Leads Marketing systems that can make 100 percent of your downline that participate effective recruiters. Monthly lead packages & services:  Monthly lead packages & services Once your program has been set-up, distributors can purchase monthly auto-order lead packages, which can be canceled or changed with a three business day notice. BACK ROOM OFFICE: includes… • Lead capture landing page with live actor • Management system • Program presentations including imported DVD/CD • Auto-responder system • Much more $24.95 per month AUTO-ORDER LEADS:  $11.00 per lead with up to 3 closing calls each in increments of 5 leads NMBJ Proleads recommend at least 10 leads per month to increase probability of closing AUTO-ORDER LEADS BRONZE PACKAGE • 50 leads with up to 3 closing calls each at $10.50 per lead • Back room office • Ability to import other leads with at least name and telephone numbers and have our HBCS’s attempt to call and close them up to 3 times each for $6.00 each. $549.95 per month AUTO-ORDER LEADS:  AUTO-ORDER LEADS SILVER PACKAGE • 75 leads with up to 3 closing calls each at $10.25 per lead • Back room office • Ability to import other leads with at least name and telephone numbers and have our HBCS’s attempt to call and close them up to 3 times each for $6.00 each. $793.70 per month AUTO-ORDER LEADS:  GOLD PACKAGE • 100 leads with up to 3 closing calls each at $10.00 per lead • Back room office • Ability to import other leads with at least name and telephone numbers and have our HBCS’s attempt to call and close them up to 3 times each for $6.00 each. $1,024.95 per month AUTO-ORDER LEADS AUTO-ORDER LEADS:  AUTO-ORDER LEADS PLATIUM PACKAGE • 150 leads with up to 3 closing calls each at $9.75 per lead • Back room office • Ability to import other leads with at least name and telephone numbers and have our HBCS’s attempt to call and close them up to 3 times each for $6.00 each. $1,487.45 per month

Add a comment

Related presentations