The Secret To Closing More Leads, Dare I Say . . .Over the Phone!
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I was walking to one of my great mentors this morning and we were talking about the process of talking to your leads.
Anyways we were talking about the process of calling leads and the posture that one needs to have to be successful. Robert's been a network marketer now coming up on his 25th anniversary in the industry, so dare I say the guy knows his stuff.
Me personally, I spent more than my fair share on leads and cold calling training never to have anything really pan out, $7,000+ on leads, and $1500+ on training, but now that I've learned and found the way that I like to do this business I've realized a few key reasons that I didn't succeed, and honestly I WAS partially to blame.
I think you'll get quite a bit out of this lesson . . .
Robert and I discussed the idea of being a head hunter when you're out there calling leads.
Looking at the process like "I'm only looking for 2 people and you may be one of them or you may not." And then making your leads prove themselves to you in their actions.
This really is the key and it's the same stuff I was taught to do, but here is what tripped me up, and I'm going to brutally honest.
First the leads I was calling were not targeted they were the same leads you can buy from any of the lead brokers out there, they were generic.
The problem here is you waste so much time and energy sifting through wimps, losers, and loons, that by the time you get that good lead on the phone you're not in a good enough mood to deal with them full of vitality.
If I had realized the value of generating my own leads back in those early days my rate of success surely would have been better, but we all learn what we need to when we need to.
But the bigger stumbling block I had was in posture.
I would get my leads on the phone.
Qualify them by ask question like . . .
"If I could honestly show you way to increase your income by $3,441.32 per month in the next 56 days would that be worth 15 minutes of your time?"
Those that said yes I would invite them to the call and set up a follow up appointment and it was there that I always tripped up.
Here's why?
Inevitably after your leads hear the presentation and they are interested they ask . . .
"Well, how much are you making?"
I had an ethical dilemma, or so I thought, and I would always answer with "I'm doing well!" and try to leave it at that.
If they tried to get more out of me I couldn't stop myself from killing my posture by saying thing like, well I'm just getting going or some other weak statement like that. (Shows how much of a rookie I was back then.)
Now, I had been trained to do otherwise, but it was that little voice in my head that would always say don't go for the hard close if you haven't made money yet.
And you know what?
That was dead wrong.
Today, even though I don't cold call leads to generate prospects in my business anymore, (Why would you if you don't have to you know.) I've been through enough now to know that I was wrong and here's why . . .
Here's the deal, if you stumble with this same problem in your business and you're leads want to know how you're doing as if it was any gauge on their prospective success here's the truth.
It doesn't matter what your business looks like right now. Why? It's your business not theirs.
All you need to be is trained on what works enough to show the next guy. This doesn't mean you have to have had massive success to create it, it just means you need to know how it's done and be able to teach it.
Why?
Because there success is their success and is NOT contingent with yours.
This is what I do know when my leads call me and it's the right way to do it I've learned through experience. . .
If a prospect asks you "Well, how much money have you made?"
Tell them it doesn't matter and it's really a misguided question. (Explain why if you like.) Then ask them what they want out of their business and if they know in their heart that they are ready to achieve it.
Then reassure them that you will be their GUIDE to that goal, but not the cause of it. That's for them and that's what makes it exciting.
See the difference . . .
It's not your task or your place to tell them that because your business is successful that theirs is assured to be successful or vice versa, rather it's your task to lead them past the hurdles you've been through.
Just a word of advice looking back . . .
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