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What is a lead?
To qualify as a lead, the prospect must be in the market for a member’s service or product, and the prospect must be prepared for the CBL member’s call. If you do not include a telephone number or do not want your name used when the member calls, that is not a lead.
If I give a CBL member’s business card to someone, but that person isn’t certain whether he wants to utilize the service, is that a lead?
No. You should fill out a possibility form so the CBL member knows that you have passed on his or her name and information.
Do I have to know for certain that the lead will buy from the CBL member?
No. You must be certain that the prospect is interested in the member’s product or service, but it is up to the member to close the sale. The lead may decide not to buy from the member for a wide variety of reasons, but if the lead was interested enough in the member’s product or service to talk to the member, that is a lead.
What should I do when I get a leads form?
You should call the prospect within 48 hours of receiving the form. It is important you take care of each lead from your leads group as you would a million dollar client. More leads will be passed your way as you develop a good reputation.
Do I have to wait for the meetings to pass leads?
No. If you have a hot lead for someone, call or e-mail that person right away and let him know about the lead. Then fill out a leads form at the meeting so you get credit for passing the lead. Be sure to note on the form that you have already talked to the member about that lead.
When I get a lead, do I need to keep the CBL member informed about what is happening with the lead?
That is up to you and the other member to decide how much information/involvement you both want to share.
When should I use the possibilities form?
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When you have a possible client for a member, but that person is not a warm to hot lead; i.e., the person might be interested in the member’s services but have no immediate time frame for purchasing; or the person casually mentioned that she is looking for an accountant, for example, but because of the situation it was not appropriate to immediately refer the accountant in your group.
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When you have information to pass to another member (for example, you could pass on the name of a new restaurant in town to someone who sells advertising).
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When you know someone who might be a good contact for another member (for example, someone who could be another referral partner for the member or who has information that might be useful to the member).
What should I do if I receive a possibilities form?
You should keep track of possibilities, so if a possibility becomes a lead in the future (someone who is in the market for your product or service and actually talks to you even if he doesn’t buy from you), you should have the member who filled out the possibility form create a lead form and get credit for passing a lead.
How many leads do I need to pass each month?
We encourage all members to pass at least ___ leads (please refer to your chapter’s Appendix A) each month, though in your first three months you have an incentive where we encourage you to build relationships with the members and fill out as many Power Partner Jam Session Forms as possible.
Do I have to pass leads to every CBL member in the group?
We encourage you to pass leads to as many members as possible; however, we recognize that some people will pass leads to only a small number of members. Remember, those members who pass a lot of leads are typically those members who receive a lot of leads.
Do I get credit for passing leads to CBL members from other chapters, say at the
tri-annual breakfast?
Yes, passing leads to members (representing a category not currently in your own group) in other chapters is counted in your lead total for the year. However, inter-chapter leads do not count toward your lead minimum that you must meet each month.
How do I get credit at my own chapter for passing leads to CBL members from other chapters?
Fill out a lead form and put the yellow copy in the lead bucket when you give your commercial. You can also pass the white copy around and when it gets back to you just throw it away since you will have already called the member of the other chapter with the lead.
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