So at this time you are prepared to start introducing your business to your list of prospects; however your are less than sure how to do so.
Below I will provide you with 4 action steps on exactly what you can do.
I consider making a telephone call the fastest and most efficient method for reaching out to your prospects. Telephone calls are more personable and warmer than sending out a text or email, also it something you can do right from your office without going out your way to invite someone to take a look at your information. Also when learn how to generate 25 voice mail leads a day, knowing this skill will become very handy in building your business.
You'll be enticed to describe your company and what it is all about. You will even be tempted to give a presentation YOURSELF over the phone.
But if you do this you are just shooting yourself in the foot so by all means just stick to the course of actions and invite invite ,invite. Remember some people are not the type who can visualize what you are saying over the phone, agree and then just join your company.
That’s why presenting over the telephone YOURSELF can kill your business as well as run people away from attending any presentations of your business. It is easier to set up a meeting with your prospect, where you can use your available business tool's to do the presenting for you so that it can influence and close them into your opportunity.
Since we have established our main goal, let’s move forward and put all this into action.
Action Step One: Planning
First, set a specific time for you to call your prospects. There really isn’t a particular schedule that'll be a precise fit for everybody, but people will often have time to talk with you in morning before work, soon after their lunch time, or after work their hours. So try to plan your calls to your prospects around these occasions.
Secondly, look for a quiet place where one can make your calls uninterrupted and undisturbed by anyone. A place like your home office or private study will work just great.
Thirdly, just relax, take deep breathes and think about what you are going to say.
I sometimes say to myself “Prospect xyz is waiting for my call and they are excited to hear what I have to share with them”.
You can use my words or create your own but just be relaxed and get in a good state of mind and everything will work out just fine.
Action Step Two: Business Invite
About the actual call itself, start with this script: “Hello Mike, it's me Shawn! How are you doing? (chit chat for some time) Great, I will not take up a lot of your time because I've got another phone call to make. I simply wanted to share something with you briefly. I recently just began this unique business with possibility of global distribution, and I wish to share some information about it with you. Are you currently available to meet with me on Wednesday or Thursday evening?”
Very simple to say right?
But this script really does a number of things: a) it allows you reunite or build rapport with your prospect b) it provides them the signal you don't have a lot of time to talk and therefore you don't have any time to give particulars (the meeting can also be a breakfast, lunch date, webinar etc) c) it provides them the sense that your global business is worth looking into, and d) it provides them the option of two dates when You are available to present.
You can change the script as necessary, as long as you keep the key elements involved.
Action Step Three: Handling Questions & Objections
Here is an good example of what your prospect will say, “Yes I am free Shawn to meet up” . This is where you then give them a time and place to meet. You thank them and hang up then move to the next name on your prospect list.
Obviously, every phone call will not go that well and it is highly likely that you will face some form of objection or questions, so here are a few possible solutions to questions they might have:
A. What type of business is this?
Answer: “it's a little much to describe the particulars over the telephone and I'd rather you check it out yourself, This is exactly why we have to meet.”
Or else you can answer, ‘‘it’s a new business concept, that’s why we need to meet.”
B. Is this Sales?
Answer: “why, would you like sales? (Solutions good or bad) Great, for this reason we have to meet.”
Or “we’re not searching for salesmen; we’re searching for people who like to help others.”
C. How much do I have to invest?
Answer: “we’re not searching for investors; we’re searching for business professionals.”
Or “the company is fully funded. We’re searching for wise, key people to partner with us.”
D. Could it be Company XYZ (Companies that everyone may know about)?
Answer: “it’s not Company XYZ, that’s why we have to meet.”
E. Is this Networking/Multilevel marketing/Direct-selling?
Answer: “it’s a brand new business concept; this is why we have to meet.”
“What do you know about networking?” (Answer: sales, prospecting, etc.)
Answer: “this isn't about sales or prospecting, this is why we have to meet.”
F. Is this a Pyramid Deal or Pyramid Scheme?
Answer: “those are illegal. E-commerce is totally legal, this is why we have to meet.”
When the prospect continues to be unsure, you should use the next lines too:
a. “You know me right, I wouldn't bother you if i did not think this was not beneficial.”
b. “I am not suggesting that you invest in anything. Just meet with me to see what I am excited about.”
c. “I am searching for key people I trust who could be a good fit with this organization. I immediately considered you.”
d. “If the money is right and it won't impact what you're doing now, would you be open to seeing this business?”
Action Step Four: Confirm the Meeting
When your prospect states yes, and accept the time and place top meet, repeat the time and place to them as well as sending them a text or email so they will not forget. Next, you simply follow up with them a day or 2 before your actually meeting.
Always concentrate on your objective which is to have them to come out and see the business information via what ever means you choose. Just remember to refrain from giving any information over the phone. Finally, always provide them with the sense that you will be pleased to meet them. To achieve this, simply SMILE while you are speaking. Even though they cannot see you when you smile, people can hear your expression in your voice.
I hope this has helped you and provided you with great value in phone prospecting.
Share this with your team or colleagues and happy phone prospecting!
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