Recruiting Professionals: What Questions to Ask on the 1st and 2nd Call
When recruiting professionals for a home business, there is a great list of questions to ask them to find out if they would be a good fit for your business. The tricky part is that, since your 1st call to them may catch them off-guard, you may need to make a 2nd call to finish asking them qualifying questions for your business. So how do you know which questions to ask on your 1st call and which questions on your 2nd call?
You will break it down and ask your most important questions first. Below is a list of questions you can ask professionals, which may be Realtors, sales people, insurance agents, mortgage brokers, etc). As you are qualifying people for joining your team in your network marketing business, you will potentially have 2-3 calls with them (or more, if they want more information from you).
VIDEO: Recruiting Professionals in Your Home Business: Questions to Ask on 1st and 2nd Call
When recruiting professionals there will be:
1st call- to introduce yourself and see if they are open to more information
2nd call- to continue the interview if you do not have enough time to go through all your questions on the first call before sending them information.
3rd call- the follow up call after they reviewed information about your company and the opportunity you have for them.
Remember- not every one of your prospects deserves a follow up call from you. You don’t want to waste your time with a follow up call for people who are not qualified for your time. No matter how many or how few people you have enrolled by this time in your home business career, your time is valuable and you don’t want to waste it on the wrong people. You don’t have to run through the whole list of questions with people you don’t have a good feeling about, or people you are thinking are not qualified.
Depending on the amount of free time you have to talk to the prospect, you will ask some of the questions on your first call, and some on the second. Some professionals you call will have very limited time to talk to you, especially Realtors, so you will want to get to the point quickly with them.
When you first call a professional, you need to have an opening line of what to say and then ask them a question. There are many different ways you can open up the call, but here is one example that the network marketing industry powerhouse, Todd Falcone, uses:
“Hey, _________. This is ________ in (town) how are you?”
“Excellent, listen _______, I was conducting a search on the Internet for real estate professionals in the ________ area, and I located you. I own a company here in (name your town), and I am in the process of expanding some of my operations in the __________ area (name their area).
And any time I expand into a new area I personally talent scout top-notch sales professionals for my business. I have a simple question for you. Do you keep your options open at all in terms of earning income outside of what you are currently doing in ______ (Name of their profession, such as real estate)?”
This question is a very professional way to open up the conversation. You have no idea if they are really able to talk right now, but you will be able to sense their level of willingness to talk to you based on cues they give you (If they don’t have time right now, they sound rushed, or are short with their answers, or they come right out and ask you how long this is going to take).
You want to sound professional; you are the CEO of your company, looking to expand your business. Carry that posture. Do not feel as if you are being an imposition on them, otherwise you will be.
If they are friendly and open with you, then you can ask them a few more questions. And whatever you don’t cover on that first call, you can ask them on the second call.
But right after they answer that opening question, if they say either “yes” or “it depends” then immediately say “Great! To save us both some time, I’m going to ask you a few questions so I know the best information to direct you to.”
Then right away you ask your first question, without pausing!
Questions for the 1st Call:
- How long have you been in ______ (whatever job they have now)?
- Are you part-time or full-time?
- How has the economy affected your business?
- I’m just curious, why is it that you are open to taking a look at what we are doing? (this question gets at their “why” for starting a home business and is a critical question.)
Questions for the 2nd Call:
(You can ask any of these questions below on the first call. It just depends on how much time you have with them on that first call.)
Build rapport from the first call and remind them of your reason for calling.
- Tell me again why it is you are open to another way to generate income? (you should remember their answer from the 1st call, but you want them to restate it in their words. It puts them in a better position to listen to you.)
- What do you like best about what you do? Why?
- What do you like least?
- Are you happy with the amount of income you are earning now?
- What income are you looking to generate monthly with a side income?
- What would that do for you?
- How important is it that you are able to earn that amount of money so that you can (list the things they just told you they would do)?
Then you will direct them to your company presentation, whether it’s a video, audio, in person meeting, etc. Also, you can also give them about a 5-10 second overview of what your company is about and the type of candidates you are looking for, but do NOT tell them the name of your company. If you do, they are likely to go research it and make judgements on it with often inaccurate information. Also let them know that the presentation they are about to watch (or listen to) will show them how they will be able to earn $_____ (the amount of money they just told you they wanted to earn on a monthly basis). After that, you schedule a follow up call.
Again, don’t get too caught up in which exact questions to ask on each call. You might be able to ask all of them on that first call and that is fine. But if you have to divide it up into 2 calls, then make sure you can ask the above basic 1st qualifying questions in your first conversation with them.
Once you make 25-50 calls to professionals, everything will come easier to you. It’s a new skill you are developing so it may take some time to get good at it. Don’t worry that you are not good at those 1st and 2nd phone calls when recruiting professional when you are first starting. Everyone has to start somewhere!
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Here’s to your success!
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