Most new internet marketers focus all their effort learning how to generate leads and build websites and forget to work on their prospecting and closing skills. Which is kind of funny when you think about it.
What is the use of generating leads if you don’t know what to do with them. There is so much information out there about how to close a prospect, I want to give you a few tips on how to actually START your prospecting conversation.
The first mistake most people make is that they are way too eager to share all the great details about their product or business. Now, I know you might have been rehearsing how to explain all the perks of joining your business and overcoming any objections in the mirror, and can’t wait to use your speech…
BUT hold your horses, Eager Beaver. You are scaring everyone away!
If you would like to close a sale you have to start the sale in a specific manner also. I’m going to teach you the art of ‘starting a sale‘.
Step 1: Duh! Know the name of the person you are calling and use it. People love to hear the sound of their name. Also hearing their name is like a virtual POKE to their brain that says “Listen Up!” It’s a great way to keep people engaged. So many times a new marketer is so worried about WHAT to say, they forget to figure out WHO they are saying it to. Don’t let this be you!
Step 2: Open the conversation to allow them to share their needs, wants and desires. If you can do this, you will find out the real reason they are looking online for money making opportunities.
Making more money is never the REAL reason. You need to find out why do they want more money?
So start like this: ”Hello Michelle, This is Laura Kuhn. I’m replying to you because you filled out a form saying you wanted more information about working from home. What can I do for you?”
Then you wait and most importantly, LISTEN. Ask questions about their answers and then listen some more.
Be genuinely interested. If you are ONLY interested in getting money from people, they will sense it.Find a higher purpose in your business. Smart business people want to make lots of money, but they also have a genuine interest in their customers happiness.
Most of the time, your prospect will tell you everything you need to know, right here. You will use this information later on in the conversation, during the closing.
Step 3: Eventually the prospect will ask a question about you. At this time, HOLD BACK.
Do everything in your power to NOT unleash the rehearsed masterpiece you have been practicing in your bathroom mirror.
Instead be vague: ”I teach people how to make money from home”. Then ask more questions about them. ( If you want to see a more in depth explanation of this step check out Ray Higdon’s Indirect Hook technique. http://rayhigdon.com/mlm-prospecting-tips/)
If you can start off the conversation by listening to your prospect and NOT selling them, you have automatically set yourself apart from every other sales person. Your prospect will start to feel like you have their best interest in mind opposed to your own… and hopefully they’re right.
When the prospect begins to trust you, they might really want to know what you do. If so, they will ask you and will actually LISTEN to your answer. They feel like you are giving them information they wanted, opposed to pushing something on them. Also, you aren’t wasting your time talking to someone that doesn’t want to hear what you have to say.
Doesn’t it seem way easier to get on the phone and just be a nice, interested person instead of being worried about selling and closing? The cool thing is, that this will help you get to the closing part of the conversation.
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