How to Start a Conversation with Cold Leads in MLM
Most network marketers freeze before they even pick up the phone to call cold leads for their MLM business, because they do not know how to start a conversation. I will give you exactly what to say to get those conversations off in the right direction. First though, you want to know your overall agenda for the call. The best calls will be unscripted, and the more calls you make, the easier it will get.
Your basic agenda when calling cold leads is to find the most qualified people to join you in your MLM business. To do this, you will ask a series of questions to find out if they are a good fit for your team. Get to know their personalities, work habits, work experience and if they have that entrepreneurial spirit that the most successful network marketers have.
The most effective way to start a conversation with cold leads in MLM or direct sales is to treat them as if they were new friends. Ask genuinely curious, detective-like questions. Be professional and have strong posture, but help them relax so they will open up more.
People like to do business with those they know, like and trust. Since you do not know the people in the cold market, your goal is to build rapport with them and build that trust. Your likeability factor goes up as part of the process. You will not hit it off with everyone, and that is just fine. It’s okay to not want everyone you join your team. Something I use to gauge whether or not someone qualifies for my team, is this question: is he or she someone I would want to have at the dinner table with my husband, kids and me? It makes it easier to “Next” people who are not a good fit for my business.
Sample of How to Start a Conversation With Cold Leads
If the person who answers is of the same sex of the lead I am calling, then I will assume it’s the person answering. I’ll try to come off as a friend they already know, to help put them at ease, not on the defensive.
For example, let’s say I’m calling a cold lead named Tom:
Me: Hey, Tom?
Me: Hey, it’s Sarah, how’s it going?
Tom: Umm, good. Who is this?
Me: It’s Sarah Bailey. I’m calling you back. It looks like last week (or however long ago it was) you were on one of my websites looking for information about working from home. How can I help you?
Tom: (he’ll start to give you his “why”)
Or it could go like this:
Me: Hey, Tom?
Prospect: yes, this is me
Me: Hi! It’s Sarah Bailey.(pause) I’m calling you back. It looks like last week (or however long ago they responded) you responded to one of my ads about working from home. What is it that has you looking to work from home?
Then they will go into their situation. As soon as you identify yourself, it is extremely important that you ask a question right away. Look at the above 2 examples again.
Questions to Ask in a Conversation with Cold Leads
– What has you looking to work from home?
– What do you do for a living now? (ask them questions to dig deeper into what they do, and why that job)
– What kind of work have you done in the past?
– Which job, of all your jobs was your favorite, and why?
– Have you ever had a home business before?
– And, if so, what kind of success did you have with it? (probe deeper)
– What kind of income are you looking to generate from home per month?
– What would (re-state the money number they just gave you) do for you?
– (they will answer with their “WHY” for doing a home business. This question is critical)
– Respond with “How important is it to you that you (list the reasons they just gave you)?”
With any of those questions above, you can dig deeper, to learn more about them. People love to talk about themselves. You do not need to ask all these questions either.
Who’s in control of the conversation, you or your Cold Leads?
The person who is asking the most questions is the one in control of the conversation. Make sure that is YOU. If the prospect asks you right off the bat, then give a short answer and follow immediately with another question.
Prospect: “what is this all about?”
You: I’m happy to answer that for you. Do you have a piece of paper and a pen handy? I’m going to ask you a few questions so I know exactly what information to direct you to. By the way, what do you currently do for a living?”
Do not pause after you ask if they have a pen and paper handy. It’s called a “U-Turn.” Anytime a prospect asks you a question, you answer it and turn around with another question immediately before they can ask you a question. Then you will maintain control of the conversation.
Get a feel for their personalities and what they are looking for. Make sure you take extensive notes. Ask lots of questions. Show a genuine interest in the prospect. Your notes in the first call are critical for your follow up call. Probably 90% of your ability to enroll this prospect is done in the first call, not the second call.
Most leads are tire-kickers, not people who are genuinely interested in building a home business. In fact, typically only 5 out of every 100 are qualified for your business. Leads are a great way to get practice in prospecting and to improve your posture as you talk to any type of lead in warm or cold market. One thing to remember is that you should have more people to talk to than you have time in a day to talk to. If you do not have enough people in your warm market, then cold leads are a great way to go.
There is nothing to fear when calling a cold lead. You are in charge. It is your business, and you are screening for the most qualified people for your business. If you want to know what to say on the follow-up call (after they’ve looked at your site, or video, or audio presentation), then read my article on how to approach it in a way that is extremely effective, yet most people do not teach.
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To your massive success!
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