Recruit Without Calling A Single Lead?
Recruit without calling a single lead?
How many times have you heard that by marketing your
MLM business on the Internet you will be able to recruit
thousands into your organization without calling a single
lead?
Well the fact is that the reason the Gurus use this approach
in selling their membership, course, system or book is that
they know… without a doubt… that picking up the phone
and calling a lead scares the holy snot out of most folks.
However, I am here to tell you that if you truly want to be
successful in your Network Marketing business… you must
learn to get over your fear of calling leads. After all…
you really know deep inside that anyone joining a business
opportunity is going to want to get to know and trust the
person they will be working with. And as the person they
will be working with it is up to you to make contact… by
phone… and make the personal connection, to build the
rapport and trust that will seal the deal.
I know… I know… you understand it’s what you need to do
but that doesn’t alleviate the fact that you are still
scared to death of actually picking up the phone and doing
it.
Well, you can rest easy now, because that is exactly what
this article is about. How you can overcome your fear of
calling leads… in fact… by this time next week you will
actually be enjoying the process.
Here is your step by step approach to overcoming your phone
fright.
Tip #1: Adjust your attitude
First of all most of us think that our goal is to call this
lead and sell them on joining our opportunity. Your fears
are well founded if you take this approach. Most of you
won’t get very far into the phone conversation without a
response of how did you get my number, I’m not interested,
don’t call me again or just a slam dunk, hangup.
As I said… you need an attitude adjustment. First of all
you must understand that you are not in the business of
“selling anything”. “Huh”, you say, “of course I am, I’m
selling a business opportunity in XYZ company or at least I
am selling the XYZ amazing nutritional products.”
NO YOU’RE NOT! You are in the business of recruiting. You
are looking for some good business minded partners to help
you in your efforts to market the XYZ opportunity and to
market XYZ’s amazing products.
So, with this attitude change… do you begin to see the
difference in how it will feel to be able to interview your
prospect as if he or she were applying for a job rather than
you trying to sell them something? This puts you in the
position of being the one to reject them rather than being
rejected yourself. Just approaching your calls with this new
attitude will give you more confidence. Whole different
ballgame now, isn’t it?
Tip #2: Let them know you’re not selling anything.
With all the calls they may be getting they may already be
weary of people calling and trying to sell them the latest,
greatest product or opportunity. So start right out by
letting them know you are not calling to sell them
anything.
Hi, this is Dave, I’m calling because you requested
information on a business opportunity… don’t worry, I’m
not going to try to sell you anything, I just need to ask a
few questions to make sure we get you the proper
information.
Tip #3: Ask questions
If you have never read “How to Win Friends & Influence
People”, by Dale Carnegie, it is a must read for anyone in
the business of friendly persuasion. I won’t go into great
detail about the book but will touch on the main focus. That
is this; The thing that people want to talk about most is
themselves. And the key to getting them to talk about
themselves is this… ask questions… then shut up and
listen.
I have a personal story that emphasizes this point. Shortly
after I had re-read “How to Win Friends & Influence People”
I was attending my oldest daughter’s wedding reception where
there were many people I had never met. I decided to put the
book’s methods to the test. The whole night I had
conversations with people I had never met. I asked questions
about them and even when they asked about me I gave them a
short answer and then turned the conversation back to them,
“but tell me more about your occupation, that sounds really
interesting”… etc.
The next week my daughter called and told me that everyone
was talking about what a great conversationalist her father
was. I had to chuckle because I probably hadn’t uttered any
more than 5 sentences to any one person all night. I had
just asked questions to draw them out and then shut up and
listened.
So this is the surest way to build rapport and building
rapport is the way to establish trust. Ask questions that
relate to whether they would be a good candidate for your
opportunity.
What do you do now?
How long have you been doing that?
What do you love about it?
Have you ever been in business for yourself?
Tell me more about that?
Is your present income meeting your needs.
Do you want to make a lot or a little?
I could go on but I’m sure you get the drift. This is an
interview… not a sales call.
Tip #4: Have fun and Make new friends.
Now that you have your new attitude and have developed the
confidence and posture that you have something they need…
and they have to qualify to get it… you can really start
to have some fun with calling leads.
When people see that you really care about what they want
and what their needs are they will really start to warm up.
Every call you make you should do it with the attitude that
you want to make a new friend. Now this is important… you
must genuinely care about whoever you are talking to… this
is something you can’t fake. They will know if you are not
sincere. If it is real it will come across on the phone.
When I made the attitude adjustment in my own lead
calling… I immediately began having fun with my calls and
instead of dreading lead calling I really started looking
forward to that time of day I had set aside for calling
leads. I was a headhunter looking to connect with a few
qualified applicants. It became a game and it was fun to
keep score because my signups started to increase rapidly.
Tip #5: Adjust your expectations
Now I’m not saying that you still won’t get a lot of
rejections but here’s the deal… you will be rejecting
them… not the other way around.
It still is a game of numbers and you will have to go
through a lot of duds before you get to the studs. Soon, by
asking the right questions, you will learn how to spot the
the winners and separate them from those tire kickers who
really won’t take the steps needed to change their
circumstances.
So don’t expect to sign up every lead you call but you will
find your attitude adjustment will help reel in more of
those who do qualify and are truly looking for a way to
better themselves.
Don’t spend a lot of time with those who would not enhance
your business… get off the phone and back into the search
for Mr. or Mrs. right. Once you have a good prospect…
spend as much time as it takes to build that rapport and
trust before you try to take them to the next level.
Tip #6: Always respect their time
Once you get past introducing yourself you should always ask
if this is a good time for them. This shows that you respect
them and know they have other things going on in their
life.
Respect is another Dale Carnegie trait you need to
develop if it is not already natural to you. Genuinely
caring about people is a definite “Win Friends & Influence
People trait.
If it is not a good time for them schedule a time for
another call.
Tip #7: Practice…
I find it amazing that people will start a home based
business and not take the first step in preparing themselves
for their new occupation. Hello… think about any other
profession. Most require schooling of some sort if there is
any expectation of doing well in your occupation. Well it’s
not any different in your home based business… learn all
you can about your company and about the industry you are
in. Study the presentations and even learn to do your own
presentations.
This method has always worked for me. Whether it’s a Power
Point presentation, a talk I’m going to give or just a
telephone script… I write it down, record it on video or
audio and then play it back over and over again. If you do
this with your phone script it will become second nature to
you and you will have much more confidence when on the phone
with your prospects.
If you would like more information about phone scripts go
to www.danijohnson.com Dani is one of the best at recruiting
on the phone and she has over 100 hours of free audio on her
website.
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So if you follow these 7 steps you will overcome your fear
of calling leads. Not only that but you will begin to have
fun calling them. That is when you will see your business
begin to take off. The personal connection you will create
with your highly qualified recruits will get you to the
leadership ranks of your company and your bank account will
start to swell like an over ripe melon in the hot August
sun.
OK there it is… I have given you the solution to the fear
of calling leads. Now it is up to you. Can you make the
attitude adjustment that is needed to crank up your signup
stats or will you continue to avoid the phone like the Swine
Flu virus is plastered all over it?
One of the best direct routes to get you where you want go
is through the telephone… You know it… you have always
known it… now you just need to get started. Your future is
totally up to you.
Until next time…
Live the Dream,
Dave Carter
www.automated-sponsoring.com
(c) Copyright 2010 by Dave Carter
This article may be reprinted as long as credit is given to
the author.