Dr Robin Rushlo, The driving force in Network Marketing  

If you are involved in any kind of business that involves sponsoring or enrolling, you know that to effectively build your business at some point you need to get contacts—a lot of contacts, otherwise known as leads.  You can start with your friends and family, but those soon run out.  You can try to find your own leads (phonebook, your own website, etc.), but you are trying to sponsor or enroll people that may not be interested in your business (or any business for that matter).  If you do too much emailing to random people, you might even get accused of being a spammer!

Finding good leads and an effective system on how to use them can be very difficult.  You can do an internet search and you will find many companies that sell leads.  There is also a very large price range for individual leads—anywhere from pennies for each lead to $50 or more.  But how do you narrow down the choices to get the leads that will be interested in your business?  You need to ask some important questions when you are looking to buy leads.

The first question you need to ask is where the company is getting the leads.  Some have capture websites, some run television ads, and many other sources.  The best sources are where the person has at least expressed an interest in some kind of business.  The very best leads are people that have expressed an interest specifically in your kind of business.  Because those types of leads require the most effort on the part of the company, as you might expect, they can also be the most expensive.

Another important question is how old are the leads.  If the leads are too old, the information won’t be accurate, people may not be interested any more, they may not even remember ever signing up for information.  Some companies sell their leads to multiple people. 

If you area paying a lot of money for leads, you should expect some guarantee from the company about the accuracy of the leads.  Some may even replace any leads you get that turn out to be inaccurate.

Before you go to the expense of purchasing leads, be sure you have a mechanism in place to use them.  This is usually in the form of an emailer program or a dialer program.  There are many of these programs available so, shop around.  Make sure you have the computing power for the system to work.  Trying to work the leads yourself by sending out individual emails or calling on the leads individually is inefficient.  No matter how much time you spend, you can’t get the volume you need to sort through the leads to find the ones that are really interested in working with you.

The final, and probably most important consideration is do you have the time to consistently follow up with the responses you get from people who are interested in your business.  If you don’t work consistently to follow up on your leads, you will lose most of them and you will waste potentially a great deal of money.

If you are in an MLM or network marketing company, work with you upline to develop a system to work your leads.  Sometimes you can even work leads as a group (and share the expense as well).

Leads and lead systems are an important component to building your business.  Take your time and make sure you know how to work your system before you start spending money on leads.  Also remember that when purchasing leads, you get what you pay for.

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