 Case Study - Greg Montoya and Jon Bender
EcoQuest Leaders Find a Strategic Business Partner
Situation:
Greg Montoya and Jon Bender are experts on creating proven turnkey systems for building businesses and wealth. But they needed a consistent flow of high-quality EcoQuest leads for their distributors. They had already changed the network marketing industry with their unique time-tested systems that sort, sell products, recruit, train and motivate distributors across the globe and with a compelling ad campaign their business could explode.
Their ultimate goal was to implement an ad campaign with full distributor support using their proven prospecting system. It was critical that Greg and Jon spend more time training their distributors and less time on the logistics of creating and managing a campaign.
Challenge:
Greg and Jon needed to find a trustworthy, proven lead generation company that would understand and deliver a solution with their core objectives in mind...here are a few of those objectives:
- Campaign must work with their existing prospecting system
- Leads must show a significant return on investment
- Leads must integrate to their contact management system
- Lead vendor must control order fulfillment and ad placement
- Distributors must have phone and email customer support
Solution:
In 1998, Greg and Jon found that Cutting Edge Media easily met the criteria above. "They [CEM] are the highest in value, lowest in cost and most importantly, they are a solid proven company with the customers' best interest in mind," says Greg.
CEM developed ad campaigns that were in synch with their prospecting system already in place — a critical objective. It was also important to offer different EcoQuest lead options that varied in quality.
Three EcoQuest ad campaigns were created and tested by CEM and top distributors. One campaign was designed with the new and part-time team members in mind. The low price, but high quality leads allowed hundreds of distributors to participate each month.
Greg and Jon wanted more for the distributors and pushed CEM to develop two ultra-qualifying EcoQuest ad campaigns. One advertising campaign was designed for the serious part-timers — those who had some experience working with leads and price was less of an issue. The second campaign was for the full-time distributors — those who could invest more money to get highly-qualified leads. Even with the higher price per lead, these powerful cost effective programs triggered thousands of distributors to become more active in building the business.
CEM and the leaders also introduced an ad campaign for distributors to find more prospects interested in purchasing the EcoQuest indoor air purification system. This campaign was a perfect compliment to their intense distributor marketing strategy and resulted in hundreds of team members becoming active using it.
Full distributor support was another top priority for Greg and Jon, so CEM developed a team to handle every aspect of the advertising campaign for EcoQuest distributors:
- Brad Karli - to maintain the entire account and strategize new methods of maximizing the overall success of the solution.
- Account Service Representatives - for phone and email support six days a week.
- Custom Web Programmers - to create a seamless lead integration into the contact management and autoresponder system used by the organization.
Results:
"Using the CEM lead programs has helped to grow my team. But a soft benefit that I realized over time, was my development as a speaker. Whether working with my team, a lead or a warm-market prospect, I've honed my presenting and speaking skills as a result of the lead program. It's the 'forced activity' that has made this happen — with the CEM lead programs, I receive prospects' contact information by email each day. If I call them I build my business, make more money and develop personally," Liz explains.
She adds, "Team growth is better because of CEM. I am confident I can put them on a program that I know works. CEM takes customer service to another level by always accommodating the needs of my team in a timely, professional manner. CEM has become an extended family to my team."
Liz will continue to succeed with her business because the lead program is a part of her prospecting process and team culture. The moment a new Associate finishes their warm-market prospecting, she immediately refers them to the CEM lead program. Liz adds, "My team members are excited once they experience results with their warm market. Turning them on to the lead program keeps that momentum going so they never hit a dull moment in this business."
Right now, 90% of Liz's active Associates are calling leads on a daily basis. With the leads, the support and the training, Liz found a way for her team to be introduced to qualified prospects on a daily basis...making her team growth steady and motivation high.
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