Definition of a Lead
A lead is a company or person who is interested in a specific service or product and is expecting a call from one of my fellow members. A lead does not have to be a guarantee of a sale to be valid, but it must represent the legitimate potential for one.
Leads are the lifeblood of our group.
They are what get us up early for Wednesday morning meetings.
They put money in our pockets and keep us loyal to our fellow networkers.
When you give a lead:
You have Pre-Sold the other member of your group to someone. You have indicated that your colleague is a top professional business person and you highly recommend them.
All of the information needed for the contact is on the lead form: Name, Address and Phone Number. The person to whom you are referring your colleague is expecting a call from the group member. They know who will be calling them, and they have their business card or contact information. There must be a legitimate need for the product or service.
The sale should be consummated in the near future, not the next year.
When you receive a lead:
It is your responsibility to contact the referral within 24 hours of receiving the lead.
- Treat the person you have been referred to as if they are your Million Dollar Client. You don’t know where your next lead might be coming from.
- Follow up with the person who gave you the lead! Give your fellow networker a call and let them know what has transpired. They deserve to know what has happened to the person they have entrusted to you.
- Thank and praise the person who gave you the lead at the next meeting when the leads bucket goes around. A lead can keep on giving. For example, a lead to the attorney for a divorce client can lead to a lead for the real estate agent because of the family home being sold; it can also be a lead for the financial advisor and/or the life insurance professional. Outside leads given to personal service professionals such as the chiropractor, life coach, etc will provide continuing income to those members of the group because those customers will make repeated visits to the provider.
- A lead can often travel around the room: One qualified lead to the real estate agent can provide work for the attorney, the title person, the mortgage person, all of the construction trades, the home furniture provider, the air and water quality person, the painter, the septic expert, and on and on.
- Be sure to edify the group by reporting the dollar volume of all your completed leads.