Is your leads group working for you?

When I hear prospects tell me their existing leads group isn't working for them, I don't immediately assume it is the fault of that other leads group. Instead, I start by having a conversation and asking these questions:

1. Why do you say your leads group isn't working? Most will say they do not get any leads. I then ask them; are there other benefits you get? Do you get introductions to referral partners? Do your fellow group members share your social media posts and/or comment on them to move the posts back to the top of the news feed? Do they provide support in other ways? Does your group provide professional and business development training and are you using that training appropriately for your business?
   
   
2. Next, I ask, "What do you do to build and foster relationships with the people in your leads group?" Many say, "Well, I go to the meetings and give my commercial." I follow up with asking what they actually do to earn their fellow members know, like and trust (KLT) factor. I am often met with silence when I ask this question. Some people believe it is an entitlement to receive referrals from a leads group, when in fact leads and referrals are earned.
   
   
3. Finally, I ask, "What do you say in your commercial and how do you differentiate yourself from others who do what you do?" This is especially important if their business is a common business (one that everyone knows 10 or more of). Typically, the commercial needs some work. Most people start telling you what they do, which ends up sounding like everyone else. A good commercial that is interesting, fresh each time, clearly identifies an ideal client, and demonstrates one's passion and unique sales proposition is key to not sounding like a broken record.

Here are some things you should be doing and not doing to make the most of your leads group:

1. Be present and be on time to your leads group meetings. Habitual lateness can be construed by those who are on time, as a sign of disrespect or disorganization, leaving them unsure about referring to the person who is habitually tardy. Skirting by on the bare minimum for attendance will not bode well for one, either. When someone is out of sight, they are out of mind. Top Of Mind Awareness (TOMA) is a real thing. Have an effective commercial, don't ramble, provide a success story, or share why you are excited to work for a new client. 
   
   
2. Have regular 1:1's with fellow members - not just power partners in the group. When I query people on this, many say they don't have time, it's not a priority, or they only meet with their power partners. Worse yet, I have heard of those who don't even meet with their power partners. Personally, I will not stake my reputation on someone that I have not developed a relationship with first, and most business people who have a stellar reputation will not stake their reputation on someone who has not earned their know, like and trust (KLT) factor.
   
   
3. Show up to 1:1's. Habitually missing 1:1 meetings with a fellow leads group members will lose referrals. Everyone, including myself, has missed a 1:1 meeting. There are reasons why this could happen. But, missing 1:1's with the same member and/or with multiple members in one's leads group will quickly earn one the reputation of being unreliable.
   
   
4. Under promise/over deliver. When one makes promises to their fellow members, they should do what they said and try to do it before they said they would do it. Everyone gets busy and we can forget a promise we made. If a fellow member makes a promise to you, kindly and respectfully remind them. Most often it is not intentional. People who have a habit of over promising and under delivering will quickly get a reputation of being unreliable.
   
   
5. Figure out a way to be a giver, not a taker. A member may not have referrals to pass often, but what they can do, is share fellow members' social media posts and email newsletters, or just connect them to other networkers. Invite a fellow member to go to a networking event. Invite a guest to your leads group meeting that you know is a fellow member's power partner. When networking with others outside your leads group, ask them if they belong to a leads group, and would they like to visit your leads group (assuming the business category is not taken).

In SHE Leads Group, there are trainings in the members area of the website that teach members on how to make the most of their membership. Every SHE Leads Group meeting also has professional or business development training to support members in their business. Visit a SHE Leads Group near you!