How to Create Quality Prospects Online

How to Create Quality Prospects OnlineWould you like to increase your online marketing success? If so, follow the lead of today’s most successful online marketers and build and nurture a list of high quality prospects.

So how do you build a list?

One of the easiest and most powerful ways to build a list of quality prospects is to network on sites such as Facebook, twitter and their different forums and groups. But first . . .

Know who you want to connect with

To get the most value from your online networking efforts, you need to know who you want to connect with.  You need a clear picture of the types of people you want to connect with, both personally and professionally. Ask yourself . . .

  • Who would be a perfect customer for my services?
  • Who would be a good referral source?
  • What types of people can make my business and personal life more fulfilling?

Create a mental picture of your perfect prospect . . .

  • What do they like?
  • Who do they associate with – what groups do they join?
  • What information are they looking for that I can provide?
  • What needs do they have?
  • What wants do they have?
  • What level of income do they need to be my customer?

Build on this list and tailor it to your products and services. Put your list in writing, burn it into your mind, and most importantly use it as filter.

One key question that you omit at your peril is – What do I have in common with my ideal customer? People need to know, like and trust you, before they buy from you. If you have nothing in common with your potential customers, your fighting an uphill battle, this is because . . .

Networking effectively is a sorting process

Your looking for people with whom you can build a meaningful and mutually beneficial relationship. Building a mutually beneficial relationships goes beyond finding good prospects, your looking to create a network of friends, resources, associates and referral sources.

Tip: In the beginning more is better, turn off your critic. As you meet and network with more people, you’ll be able to refine your networking efforts.

Use Directories, groups and forums

Meet people on social sites such as Facebook and Twitter by searching their directories, groups and forums for people who share similar interests and match your picture of the people you are looking to meet.

Look for people whose pictures are warm, friendly and professional. Then send them a friend request. Always include a brief note with your friend requests. This will improve your acceptance rate by 50% or more.

When someone accepts your friend request, always send a thank you message and begin the relationship building process.

Your initial conversations will be done via the social site’s internal email system. View these messages as a continuous conversation, just like you were face-to-face in your local marketplace.

Be proactive

Don’t wait for others to connect with you. Send out at least twenty friend requests a day. That would be 100 a week. If you only have a 50% acceptance rate, you would be adding 50 online friends a week.

Once you’ve made the connections the rest is up to you. Spend your time making friends, not pitching your products. Make friends first and the business will naturally follow.

Profit from your network

Yes, we do want to convert our qualified prospects into customers.

  • Invite your online friends to join your email list. Don’t spam your list with a continuous stream of product offers. Provide information that can help your online friends. Use the 80 /20 rule – Make 80% of your emails value based and 20% product based. Follow this rule and you’ll find that your product offerings will be far more effective.
  • Keep your contacts up to date on what’s happening in your business and life through status updates and article posts.  Again, follow the 80 / 20 rule.
  • If you have a blog be sure to send a status update letting your online friends know that you’ve added a new article. I’ve found with my blog that a 90 / 10 rule works best. Ninety percent valuable content to 10% product offers or reviews.

Your network is more than just business

Creating profitable relationships is much more than making sales . Every person of quality that you meet adds value to your life – that is true profit.

Action Steps

Much of what I’ve said is just common sense and basic relationship marketing. But I find that for some reason business people go online and say goodby to good manners and common sense. It’s as if they’ve entered an alternate universe. Don’t let this happen to you. Start today using the suggestions in this article. If you do, you’ll soon find the marketing success that you want from your online efforts. You’ll make some great friends and find your online efforts to be both fun and profitable.