Generating leads for your network marketing business is great but if you cannot do a proper call back your wasting your time. The only way to really get good is just to do it and practice and learn from your mistakes with each call you make. Calling leads shouldn’t be stressful because they contacted you about your business not the other way around. You always want to have that mentality that they need you and you do not need them. If your prospect knows you need them they will quickly run!
Let’s get started. OK, you got a lead for your network marketing business what do you do? First of all designate a time to call back your leads. I use most of my time prospecting then pick a specific time to call the leads back. I usually call in the evening after 7 PM after dinner because I want to have their full attention.
So you pick up the phone and someone answers. Hopefully the person gave you their name so you can call them by their name to immediately build a rapport. I use a recorded message for prospects so this is how I open up the conversation. Hello is this Bill? Hi Bill this is Bennett Watson I was returning your call you had left me a voicemail and I was calling you back. They say OK I remember but if they don’t I say you listened to a recorded message about our opportunity about whatever your opportunity is. Then you go into the next step. Almost forgot, SMILE!!! You can hear a smile through someones voice, you want to be like a friend warm and easy to talk to.
Qualifying Your Prospect
Some people think you should recruit everyone into your network marketing business and I say that’s a big mistake. You want to get high quality people into your business who are going to do the work and do what you ask them to. If you bring a lazy person into your business your going to be giving up your time to someone who you have to drag and pull to do everything. Consider your network marketing business as a multi million dollar corporation. Who do you want on your board of directors? I know who I want. I want sharp,ambitious, motivated people and you should too. When you call back your prospect you definitely want to find out what type of person you are dealing with. Here’s a easy way to qualify your prospect. “Bill do you mind me asking what you do for a living?” And do it in a friendly way. Bill says ” I am a business owner” Jackpot what a great prospect. Ask Bill about his business and try to find some things you have in common with Bill because people like people that are like them. Always try to find a way to make a prospect laugh, it’s a great way to break the ice. Your not always going to get a great prospect so here is how you deal with a prospect that isn’t worth spending time with to show your network marketing business. This time Bill works at Mc Donalds this could go a couple of ways. Ask Bill what he did before Mc Donalds, he might of been a CEO for a large company that laid him off and had to find work. That’s unlikely but you want to dig further then their previous job if it’s a minimum wage type job. So if this is Bill’s case then you definitely want to set up an appointment. If Bill’s previous job was at Jack In The Box you have a problem. You want to get rid of prospects like this because they will not have the money to join your business. This is how you can quickly scare them away. “Bill this isn’t a hourly job you will need to invest some time and money, is this a problem? If they say yes be on your way and calling your next prospect. If they say no then give them a shot!
Finding Out What Your Prospect Wants
You are advertising your network marketing business to help people earn more money so ask your prospect how much they want to make with your business. You always want to find out what your prospect wants, find out how much and why they need the money. Just telling them a figure will not inspire them to want to set an appointment to learn more about your business. People get motivated by certain things like, having money to quit their job and spend time with their kids,buying a new house,sending their kids to college. Everyone has different reasons they need extra money.
Using Posture
Network marketing is a lot like dating. If prospects know you need them they will run never to be seen or heard from again! Using posture is very important, you want to give your prospect the impression that you do not need them and that your going out of your way. You should have the attitude that they are lucky to be talking to you because you are going to show them how to make the money they are desiring to get whatever it is they want. Here is a great posture phrase to use” Bill we are only looking for a few people to work with right now so I cannot make any promises you can work with us or not.” Then move into your appointment setting phase.
Setting The Appointment
You always want to set up a designated time to follow up with your prospect. Never ever go directly into a network marketing business presentation after calling them the first time. You want to come off as a professional and not just another annoying sales person. Always invite them before assuming they want to know more. Ask them this” Bill I would be willing to carve out some time from my schedule to show you how to make the $2000/month you need for retirement is this something you would like to do?”Always use that “hot button” to make them want to set the appointment. You want Bill to think if he doesn’t meet you for an appointment whether it be by phone or in person he will be missing out. Some prospects will agree just to get you off the phone so really find something to get them showing up. Always make it a convenient time and place for your prospect to meet with you.
Always ask your prospect how they keep appointments. Tell them to write down your information and time you are meeting. Tell them that if for some reason they cannot make your appointment to call you so you can reschedule. Things happen so let them know that it’s okay to call you if they can’t make it and you do the same if you cannot make your appointment. Network marketing is a profession and should be treated as so.
So you made it! Most calls should only be 5-7 minutes and if you have a structure for calling prospects it really makes it easy. Now all you have to worry about is your business presentation!
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