Calling leads is a fantastic way to get comfortable with talking to people on the phone about your network marketing business, and it can certainly help you overcome phone fear and build confidence and posture. By asking the right questions with a good attitude, strong posture and a genuine interest in the other person, you can enroll many leads into your business. Heck, you might even come to enjoy prospecting and striking up conversations with strangers.
It’s true that most people who fill out lead forms are just tire-kickers. But there are a few qualified people out of every 100 leads out there. Knowing what to say can be the difference in whether they join you or not.
Many people think calling leads is a huge waste of time, but you can have success with it. One of my mentors, Tom Challan, personally enrolled 500 people in 1 year, by calling cold market leads.
That’s 500 people. One year. Cold leads.
Does Tom have any super-galactic powers that make him a power MLM enroller? No. Did he graduate top of his class? No. Was he always a good connector with people? No… in fact, his first year in network marketing, Tom enrolled only 3 people! That’s 3!
So, yes, it works. You CAN enroll leads into your business.
In my last post, I talked about the right mindset and posture to have when calling leads about your network marketing business, so refer back to that one as well.
When calling leads you want to have a strong posture. You are the CEO of your company; you are partnered with a multi-million dollar corporation and you are looking for the most qualified talent you can find. Be in command of the conversation. The person asking the questions is the one in control of the conversation, so make sure that is you.
In the first conversation you are qualifying the lead for your time. You are interviewing them and building rapport. You are interviewing them, true, but you can have fun with it as well. Treat the conversation as if you were getting to know a new friend. If you met someone at a party who you thought was interesting, what questions would you ask to get to know them?
Be natural. Have fun.
Here are some questions you can ask when calling MLM leads as a starting point, but feel free (and I encourage you to) to expand on the answers you get:
Are you currently employed? What do you do for a living?
(If they are not working now) What did you do in your last job? How long has it been since you worked?
What do you like best about your job? (or, what did you like about your last job?) Why is that?
What did you like the least?
Have you ever owned your own business before?
Are you looking more for an hourly or salaried type position or one where you have more flexibility and get paid what you are worth?
If they answer “hourly or salary” then you can say to them, that what you have is not a good fit for them and move on.
How much money are you looking to earn on a monthly basis?
What would that do for you?
If you had all the money you wanted in the world, money is not an issue at all and you don’t have to worry about money, what would you be doing? Or how would you spend your time? Or what would your life look like? (this question gets at their “WHY” their reason for possibly joining your business.)
After they answer, say to them, “How important is that to you?”
They will answer, then say to them “Why is that?” (it helps to solidify what’s important to them). Their answers will also tell you how serious they are about making a change in their lives, and whether or not it’s worth it to you to invest your time with them.
As much as possible, try to make it conversational and easy flowing. Help the prospect to feel comfortable with you and to build trust with you. You want to maintain posture and confidence and be strong and in control on the phone, but you want to put them at ease as well.
Ask questions that are genuinely curious. If the conversation is flowing well, it may go on for 10-15 minutes. However, if you don’t have a good connection or if the prospect has extremely low energy, has a bad attitude, or you flat-out don’t like them, then get off the phone quickly with them. You can do this within about 30 seconds. If they answer the phone with extremely low energy or rudeness, you can be very quick and just give them your website and instruct them to call you if they are ready to get started; 99% of the time, they will not bother to call you back. Do NOT waste your energy on the wrong people.
You want to show them you are a strong leader. Even if you are new, you can still come from a position of strength and lean on the strength of your team and the success they are having. Enter to conversation with passion and conviction about your business and where you are headed.
Make sure you have more people to call in a day than you have time to talk to. That way it won’t make you so desperate for people to sign up with you. If you are focused on your calls, you should be able to make 15-25 dials per hour of prospecting. You are looking for at least 2 really good conversations per hour of calls you make.
Making hundreds of dials and talking to hundreds of people in the cold market will help polish your skills and help you be a better prospector in your warm market as well as prospecting in other areas, too.
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To your success!
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