Calling Leads and Recruiting is Easy (When you Discover This Secret)
So you finally started pulling in some leads from your marketing efforts, and you've got a list of actual people to call. Awesome job! Now, this is a very important moment, because on the one hand all those leads are exactly what you've been working for, but on the other hand you can kiss them all goodbye if you don't know how to follow up properly.
Maybe you've even felt that a bit, and because you weren't exactly sure what to say. you hesitated calling your leads back at all. That's also bad news. because chances are if YOU aren't following up with them, someone else is!
OK, so what you need is an effective strategy for engaging your leads. There may be some variations to this, depending on how you acquired those leads in the first place. I'm going to assume you have collected them from your blog, or some other online property, where they've already come into contact with you and some kind of valuable content you have provided them.
Let's first talk about what you should not be doing when you call- namely, spewing all over them about your opportunity! That's amateur hour, folks. And unfortunately, it's also what about 95% of the people are doing out there. If you want to truly distinguish yourself, and close a lot more happy customers and team members into your business, you need to approach your prospect not as a salesperson, but as a consultant.
A consultant does not just talk at their prospect- they ask intelligent questions. They find out who their prospect is, what they're looking for, and what their pain points are. This approach is extremely powerful, and here are four reasons why.
Be a Consultant Instead of a "Salesperson"
1. First of all, you need to build rapport with your prospect. And there is no better way to do that than to find out who they are, and how you can help them. There is a profound saying in the business, which goes "People don't care what you know, until they know that you care." Make a real connection with your prospect, and they are far more likely to join you in your business afterward.
2. Secondly, by taking a consultative approach and asking the right questions, you're able to qualify your prospect is even someone you would want to work with. There could be all kinds of reasons why they may not be a good fit-such as a difference in goals, lack of seriousness or commitment to building their home business, or even just a personality clash. Remember, you are building a team. unlike your old day job, you actually get to CHOOSE the people you want to work with! So qualifying your prospect is another reason to take this approach.
3. Third, by asking targeted questions, you can discover what really makes your prospect tick. What is it that 's driving them to start a business? What would they do with the extra time or money they'd gain?. Send their kids to a better school? Spend more time with their family? Maybe just fulfill their dream of quitting their job and working for themselves? Everyone has their big "WHY" inside, which is the driving force behind what they do. If you can tap into that, then you've got something extremely powerful in your hands, for both of you. Powerful for you, because you are holding the single biggest influence trigger for your prospect that you could possibly associate your business opportunity with. And powerful for your prospect, because now that you know what their dream is, you can actually help them achieve it.
4. Remember this- the person asking the questions is always the one in control of the conversation. You want that person to be you, for a couple reasons. For one, people don't just jump into some business opportunity unless they feel they are joining someone who can help them get what they want. They must feel that you are a leader who can show them the way to the "promised land" (see #3 above). And one of the most important ways you telegraph to your prospect that your are that leader is by maintaining the appropriate posture, e.g. relaxed, in control, you know where you're going, and how to get there, and your time is extremely valuable. Posture is a whole important topic of its own. but suffice to say that it is one of the foundations of attraction marketing, which is what you are practicing here.
Now. how much more potent is THAT approach, than just launching into how great your product or service is as soon as your prospect picks up the phone? I rest my case.
In my next post, I'll cover a couple excellent frameworks you can use to apply these principles in your own prospecting. So stay tuned :)...
Maybe you've even felt that a bit, and because you weren't exactly sure what to say. you hesitated calling your leads back at all. That's also bad news. because chances are if YOU aren't following up with them, someone else is!
OK, so what you need is an effective strategy for engaging your leads. There may be some variations to this, depending on how you acquired those leads in the first place. I'm going to assume you have collected them from your blog, or some other online property, where they've already come into contact with you and some kind of valuable content you have provided them.
Let's first talk about what you should not be doing when you call- namely, spewing all over them about your opportunity! That's amateur hour, folks. And unfortunately, it's also what about 95% of the people are doing out there. If you want to truly distinguish yourself, and close a lot more happy customers and team members into your business, you need to approach your prospect not as a salesperson, but as a consultant.
A consultant does not just talk at their prospect- they ask intelligent questions. They find out who their prospect is, what they're looking for, and what their pain points are. This approach is extremely powerful, and here are four reasons why.
Be a Consultant Instead of a "Salesperson"
1. First of all, you need to build rapport with your prospect. And there is no better way to do that than to find out who they are, and how you can help them. There is a profound saying in the business, which goes "People don't care what you know, until they know that you care." Make a real connection with your prospect, and they are far more likely to join you in your business afterward.
2. Secondly, by taking a consultative approach and asking the right questions, you're able to qualify your prospect is even someone you would want to work with. There could be all kinds of reasons why they may not be a good fit-such as a difference in goals, lack of seriousness or commitment to building their home business, or even just a personality clash. Remember, you are building a team. unlike your old day job, you actually get to CHOOSE the people you want to work with! So qualifying your prospect is another reason to take this approach.
3. Third, by asking targeted questions, you can discover what really makes your prospect tick. What is it that 's driving them to start a business? What would they do with the extra time or money they'd gain?. Send their kids to a better school? Spend more time with their family? Maybe just fulfill their dream of quitting their job and working for themselves? Everyone has their big "WHY" inside, which is the driving force behind what they do. If you can tap into that, then you've got something extremely powerful in your hands, for both of you. Powerful for you, because you are holding the single biggest influence trigger for your prospect that you could possibly associate your business opportunity with. And powerful for your prospect, because now that you know what their dream is, you can actually help them achieve it.
4. Remember this- the person asking the questions is always the one in control of the conversation. You want that person to be you, for a couple reasons. For one, people don't just jump into some business opportunity unless they feel they are joining someone who can help them get what they want. They must feel that you are a leader who can show them the way to the "promised land" (see #3 above). And one of the most important ways you telegraph to your prospect that your are that leader is by maintaining the appropriate posture, e.g. relaxed, in control, you know where you're going, and how to get there, and your time is extremely valuable. Posture is a whole important topic of its own. but suffice to say that it is one of the foundations of attraction marketing, which is what you are practicing here.
Now. how much more potent is THAT approach, than just launching into how great your product or service is as soon as your prospect picks up the phone? I rest my case.
In my next post, I'll cover a couple excellent frameworks you can use to apply these principles in your own prospecting. So stay tuned :)...