So, you’ve done everything right. You generated quality leads using great content and congruent offers. At some point, you marketed off-line and accumulated even more leads. However, when it comes to getting on the phone and following-up with your leads, you just can’t do it. Your fear overcomes your desire to make money.
Eventually, you start losing prospects along with the momentum in your business. The goal behind making telephone calls to your prospects is not for you to be doing the “selling”. Once you began to realize that, the less nervous you’ll be. Your job when calling leads and prospects is to be interviewing and sorting for serious prospects and finding out their needs.
The prospect has already shown that they are interested in your products or services by opting in. At this stage of the game, you are selling yourself through your tone of voice, enthusiasm, and attitude. Most of all you don’t need to be a top sales person to be successful!
In order to capture conversions you must speak to as many prospects, on a daily, weekly and monthly basis as much as possible. At the end of the day, it’s a numbers game. When it comes to prospecting, always keep in mind the law of averages – some will, some won’t and there is always someone next!
Anything you do often in life, you will eventually become good at. Phone prospecting is no different. When most people start calling prospects, it doesn’t feel or sound natural. You may be nervous because it’s not something you are accustomed to. Nonetheless, the more you call, the more it will become second nature. Initially, it will be a little awkward. Consequently, the more you make calls, the more comfortable and effective you will become on the phone.
When you talk to your prospects, remember, it’s not about you. It is about them! Learn to ask questions to find out their needs, strengths, interests, and goals. Ensure them that you are genuinely interested in their needs and that you really do care about them. Although keep in mind to not spend too much time with the wrong people. You are a qualifier. You are sorting through the wrong people to find the right people.
Keep excellent records of all your leads. It’s not uncommon in this industry to see prospects getting started after many months (and in some cases years) of follow-up. The main point to remember is that the timing has to be right for them.
The following phone tips will help you overcome your fear and increase your confidence, closings, and crush your sales numbers:
1. Check your attitude, body language and authority. This means having a commanding/take charge attitude. You have something they want or need, don’t beg them!
- Envision what would Bill Gates or Oprah Winfrey would do on the phone. They would not beg, plead, negotiate, bargain or bribe someone to come to work for them!
2. Decide what/who you’re looking for.
- Sort, don’t beg and convince. Eliminate the people you don’t want in your business.
- Choose the type of people you want on your team.
- Pick the right kind of people; those that bring value, those that are sick and tired of being where they are. Hence they are hungry for change.
- Ask tons of questions. The person asking the questions is always in control. In other words, let that be you! Always be in control of the conversation.
3. Smile when you make your calls. People can feel when you are smiling. It changes your posture – conformity happens thru the phone. They can’t see you, yet they will be smiling as well!
4. Have a lot of energy on the phone! If you are going to get a “No” then get it over quickly. You need positive people so let the negative ones go!
5. Realize that you are not a salesperson and you are not a telemarketer. You are a business builder…a business developer.
7. Be yourself. People can also tell when you are being fake. Don’t try to SELL them!
8. Don’t get attached to “Yes” or “No” responses. Just find out if someone is qualified or not over the phone.
- Don’t visualize the money in your pocket. As a result, this prevents you from being attached to the outcome.
- Don’t get attached to the “No”. Many many people beg, convince, cajole people into coming to events, and buying products. Don’t do that!
Very rare that you can convert a “No” to a “Yes”. If they don’t see the opportunity, move on.
9. Get a copy of “Permission Marketing”, by Seth Godin. It’s so much easier to do prospecting that way – with their permission.
10. Track your results. If you don’t know where you’re going, any road will take you anywhere. Track as much information as you can. Once you build momentum, it will get easier and easier and you will see your profits multiplying. Make sure you have a marketing or business plan and stick to it.
Lastly, have fun and enjoy your business! Figure out what is the most challenging part of your business and find a way to make it fun. The more leads you have to work with, the easier it gets to make calls.
Do the uncomfortable, until it becomes comfortable!