Follow Up With Leads

Now that you have learned about placing ads, talking to recruits, etc. let’s go over some important details about following up with your leads.

The Lead Sheet
This is something that we have talked about a lot in this section. Filling out the lead sheet is the first thing you do when someone shows interest in the business. Complete this sheet by doing a brief ‘interview’ with the interested person. You should collect all of the information required on the sheet; this gives you the tools you need to properly follow up with them. Document your communication with your potential recruit on this sheet.

Create a Lead Book
Purchase a three ring binder and a hold puncher. Every time you fill out a lead sheet, place it in your “Lead Book”. If you do this religiously, you will find that you have a nice amount of leads in your book. By using this method, you will be able to establish a system of following up.

Here’s an example:

Place all of your lead sheets in the binder. Once a day, call, email, or mail the person something. Write down what you did and any results. Then, take that page and move it to the back of all the lead papers. The next day, follow up with the person on that first lead sheet, etc. Every time you get a new lead, place that lead sheet just a few places from the first. By keeping this method going, you will be contacting everyone in your book in the perfect time frame! You don’t want to contact people once a day or even once a week. Depending on the amount of lead sheets you have, you may end up contacting them only once a month. Once a month is perfect! Assume every person in your lead book is still interested unless they tell you otherwise. It can be a month to a year before someone decides that now is the time to do it! Be there when they are ready!

Contact Ideas
  • A Phone Call: The phone is always an excellent way to contact someone. You should be prepared to leave a brief message on an answering system if there is no answer. Example: ”Hi (leads name), this is (your name) with (your business name). Just touching base with you to let you know I’m here to answer any questions at all about the business. Please give me a call at your convenience at (your phone number). Have a wonderful day!” - You make your own script. When talking, try to keep a smile on your face and it will reflect in your voice. Make sure to talk clearly and concisely and with no background noise. Call at a convenient time and consider time zones.
  • An Email: Email is wonderful! You can send the same message in an email that you would leave on an answering system. Consider running a sponsoring special or just let them know about any specials the company is running for affiliates.
  • A Postcard: You can make your own postcards or purchase them already printed. Try to personalize it by hand writing it and making a personal notation.
  • Letters: Make a newsletter list for your lead list. Send them all a letter telling them about the company and the benefits of our business. Keep it personal by letting them know how business is going for you! Again, personalize it with a hand written note.
  • Stickers: You can purchase motivational stickers such as “I’d love to have you on my team” or “Be your own boss”. Affix these to postcards, recruiting packets, letters, etc. Special touches like this really stick out!
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