Now that we’ve learned to identify our prospects’ personality types from the previous article…
In this continuation of MLM Prospecting Tips we will now learn how a prospecting phone call should flow, tying in what we previously learned about personality colors.
So again you want to first, be able to identify who you’re talking to by identifying their personality type and second, adapt and adjust accordingly.
This identification process is going to occur as you are speaking with your prospect on the phone.
MLM Prospecting Tips: Phone Prospecting Success in 4 Easy Steps
I know, I know, you don’t want to have to talk to people… but in this business, sometimes you have to whether it’s to follow up with a prospect, or to even call a lead back who has expressed an interest in hearing from you!
The thing is, though, it doesn’t have to be an unpleasant experience at all and you can actually have all cards stacked in your favor, but we will get to that later.
For now, pay close attention to the following as THIS is how you should aim for your phone calls to flow:
1. INTRODUCTION: Tell Them Who You Are
When you call your prospect on the phone, simply introduce yourself and acknowledge who you are and if applicable, remind them of your website that they recently visited.
You’ll also want to be sure you ask them if it is a good time to speak. This shows courtesy on your part. If they say no, then ask them what would be a good time for you to call them back.
2. BUILD RAPPORT: Find Out Who They Are
Right after you’ve introduced yourself and made sure it’s an okay time to speak with your prospect, now it’s time to build a rapport with them…to break the ice.
Most people love to talk about their favorite subject…themselves…so be sure to make a little small talk to find out more about them. Ask them what state they reside in, how long they’ve been there, what they do for a living, etc.
Keep in mind that this is also the phase where you will begin identifying their personality color type so be sure to LISTEN ATTENTIVELY and take notes!
Again, once you have pinpointed their DOMINANT personality color/type, make sure YOU adjust accordingly!
3. FACT-FIND: Find Out What They Need & If You Can Help
Once you’ve built a rapport, now it’s time to get down to the nitty-gritty and find out why they visited your website or what it is they want and/or need and if/how you and what you are offering can assist them.
Depending on their personality type, you may have to dig deep if they give very short, one-liner answers. Ask questions and behind each question, be quiet, listen and respond accordingly…not forgetting to jot down notes if feasible.
Repeat until you have gathered enough information to make a determination as to if this is someone you can help or not.
4. CLOSE: Get Them Signed Up
Depending on how things have gone in the first 3 steps will determine if you will close the deal with your prospect or not.
If you have determined that what you have to offer matches with your prospects needs and they match who you’re looking to work with, then there is a good chance you will get them signed up.
Now one thing you will want to learn to do (and it does take doing this and gaining experience) and that is to also know when to do a “take away” where you literally take your offer away from the prospect.
Think of it like this and try to always maintain this mindset and posture when on the phone with a prospect; YOU are the leader (or at least you should be) and you are in the position of being able to choose who YOU want to work with – like the way a job interview may go in most instances.
If after the fact-finding phase or even the ones prior, you feel that a particular person is not a good match for you or your offer, then you can turn THEM down.
But all in all…
the flow of your phone conversation should be smooth and natural and should not sound scripted or rehearsed.
Just think of it as you talking to an old friend, asking questions and offering a solution to a problem.
Well, the next post is going to be a doozey as you learn how to talk to those who WANT to talk to you!
It is crazy… just crazy enough to actually WORK!
Now having said that…
If you would prefer to not HAVE to talk to prospects on the phone if you don’t want to – then click here to get signed up for my FREE training on how to build your business… ONLINE!
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'Til next time... bye for now!
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