One of my very successful Network Marketing leaders was lamenting her lack of success with home business leads. This leader is brilliant at network marketing prospecting, presenting and closing in person, but is a bit frustrated with prospecting over the phone. Her warm market approach just doesn’t work as well. She’s not alone in her frustration. This is common to all of us who work home business leads.
Why does this happen?
Prospecting over the phone requires different actions than working your warm market. You have the initial hurdle of not knowing each other. Things you can say to a friend may not be appropriate to an internet lead, at least not until you get to know them a little. Also, your very first hurdle is just getting them on the phone to talk with you. Unfortunately, telemarketing has created a real burden for the person phoning leads. You see, people have become so accustomed to being invaded by unwanted phone calls, you have to stand out as being someone who has been invited.
You might say I purchased these leads from a reputable lead company. These individuals ASKED to be contacted. Why don’t they want to talk to me?
Most leads aren’t rejecting you. You may have phoned at an inconvenient time. Remember, this isn’t about you, it’s about them. People do have lives, even if they ask you to call them. This gets further complicated by the fact that many of them have filled out forms on many websites and then become inundated with requested phone calls. And in some cases they have become the victim of unwanted calls because their information has been used inappropriately.
So how DO you create your opportunity?
1. Call new leads immediately. Phone as soon as you receive the contact information.(during normal business hours please!) Talk to the person while the idea is fresh in their mind.
2. Before you pick up the phone, check your attitude. Are you truly interested in helping this person? If the answer is no, either change your attitude or call another time when you are interested or get another vocation. Tim Sales offers some great advice: Be Interested, Not Interesting. Know what you want to achieve out of this call.
3. Sound like someone who knows and cares about them. Say “Hello, Mary?” if you are calling Mary and a woman answers. Or “Hey, is Mary there?” if a man answers. Don’t say ” Hello my name is Nancy Smith and I am calling for Mary Marvel about some information that she requested……That sounds like a telemarketer or debt collector.
4. When you begin your conversation be clear and brief. ” Mary, my name is Nancy Smith. Did you fill out a form on my website?” If yes, “Have you found the business you’re looking for?”
5. Ask if this is a good time for them to talk. If they say yes, proceed with your questions. If the time is not good, be understanding. They may be very interested and you just may have called at the wrong time. Remember, this is about them, not you. Ask for a time when they will be available. Give them your contact info and confirm their email address. Send an email with your contact info and date and time of your future call. And make sure you call when you say you will.
Now you’re in and the rest is up to you. We’ll cover what to ask in our next post.
