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Growing Your New Business With leads.

By: Stephen Meyer

You have a new home based business and you have decided it's time to start marketing. The decision you have to make is how are you going to do that and to who. The simple answer is to start prospecting

The question comes down to who are your prospects? That is a very simple question to answer. Your prospects are everyone you come in contact with. To narrow your prospect down to people who are interested you need leads.

Leads are a mixture of people you know and those you have never met before. In other words, they are your "Warm Market" and your "Cold Market". Of course there are other types of leads but here I'll discuss these two.

Warm Market:

If you're going to be an online marketer in affiliate programs or any type of network marketing you will eventually need leads. There is a right place to start in this process. Almost all Networking programs are going to teach you it is with your "Warm Market" prospects.

Making a list of your warm market leads will be easy at first because it is people you know very well and can easily remember. But you need to brainstorm to come up with the names or descriptions of all the people you come in contact with.

The list could easily be in the hundreds although off the top of your head you may not have realized you knew that many people. Remember, your warm market list is an absolute must and the more complete it is will mean more people you can easily talk to.

Your warm market is the one you hold closest to your heart because it is people you know. You have a new business that has potential to create a terrific income for you and those who come in under you. Your family and friends need to be the very first ones you contact for that reason.

The Unknown Leads:

Although it could take quite a while eventually your warm market leads will wear thin and you will want to start reaching out to those you don't know. Growing your new business to the point you want will require you to start looking for "Cold Market" leads.

Your cold market leads can be the toughest mainly because they scare you to death but you know you need to reach out to them. The next question is where do you get Cold Market leads?

On occasion I will search the net looking for places to buy leads and there is always more than I could ever use. These companies sell leads for many different prices. If you want the freshest leads possible you could easily pay up to $300. For a list of 20 names depending on how they were marketed and as little as .49 cents per name if they are older than a month or two.

The first thing to consider is lead quality. Usually the more you pay the more you are going to get as far as leads that are responsive to your opportunity because they have recently searched the net looking for money from home opportunities. The less expensive leads are those who have searched for opportunities on the net but may have done it a month or so before.

Lower Cost Leads With Large Numbers:

Most marketers make one big mistake using the lower priced lower quality leads. They buy them and immediately send them to their main sales page hoping to turn them into instant buyers hoping that a mere 1 percent will sign up. It almost never works that way.

When I first started my web site I purchased huge numbers of visitors to my web site hoping I would get at-least one buy in a hundred. It never did work that way because most were not interested in a new home business. Most were just surfing and stayed less than 30 seconds. It was a little shocking and eye opening realizing they were not in the market for what I was selling.

The vast majority of these people would never take a long look at what my web site was about because it had no interest to them. These types of visitors are simply names who clicked on some add in a program and were randomly sent to my page.

Because these leads were not going to stay long it was necessary to create a web site that didn't take long to look at but was catchy. I created a capture page that offered a free item and all they had to do was give their name and email address. Most continued to leave quickly but I managed to get around 25 names for every 10,000 who visited. Since the freebie related to my opportunity offer I had names I could build an email list with and promote my business through.

Slamming older leads who have been marketed to many times or random names off a purchased visitor list with your longest sales page or most in depth sales pitch will usually drive them away quickly. A slower approach offering smaller bits of information and requiring less action on their part is the way to go.

High Dollar Leads:

I've paid as much as $12.25 per name with high cost leads amounting to $245.00 for a list of 20 prospects. Were they worth it, some would say no. But I say they are if you have a specific plan for them. These are not leads that harvested through some low cost advertisement some where on the net. These are leads that are captured through a lead capture page specifically aimed for your market.

The more you pay for a lead the more information they should come with. Leads that run around the $4.00 mark should have the leads name, email address, and phone number. When you are paying $8.00 to $12.00 per lead they will usually come with a lot more information, including but not limited to, the amount of money they have to invest, the amount of time they have to invest, how much money they want to make, how much time they can invest to make the money they want and more.

Be4cause these people are actively searching for a home based business wait could mean your loss and another persons gain. It is very possible they have signed with another opportunity giving you no chance to discuss what you have. Attempting to market them through email campaigns or news letters would be the worst you could do. These people need to be contacted right away.

Providing you are confident with your approach you can expect to recruit a couple people for every 20 names you contact. At times the number can be more and it can easily be less. Often these people are searching for information and need time to sort through all the information they have gathered so they can decide on the company they want to go with.

Every type of lead you can get has a specific purpose and a specific way they can be effectively used. Family and friends cost only a little bit of time and can be your most valuable resource. Low cost high volume and high cost specific leads are both very valuable and require a time and money investment. If you have a specific plan on how you want to use them they can both be very worth while in building your business.

Article Source: http://www.article-voip.com

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