Mistakes Made in Network Marketing Prospect Calls

 

We know that in Direct Sales, the telephone is your best friend. It’s a key tool in your upcoming success so make friends with it and let’s get on to making those calls; whether initial prospecting calls; follow up calls; or new member training calls.

Remember, the more questions you ask, the more information you will have and the easier it will be to “Find a need and fill it!”

Good questions include – Why are you looking? How would that change your life? Do you see this as something you are ready to start now, or in the future? What questions do you have for me? Do you think you could do what I just did to share this with you?

 

Here are 3 mistakes to avoid –

 

1. Being too Scripted – many of us get started by using a script and I am going to encourage you to take the script your upline has given you; turn it into bullet points that follow the same outline; but are in your own words; and then practice it at least 25 times before you make your first phone call. And, record yourself if at all possible. Nothing worse than a canned speaker on the other end of the phone. I promise you, if you will practice, you will not only improve your overall sound, you will become much more confident.

2. Please don’t oversell – Sometime, in our enthusiastic state of “everyone is perfect for and should do this business” we can get into deep, dark selling mode too quickly, and too intensely. This is a business of telling stories, and sharing concepts. Yes, there is subtle selling in that, but there is a big difference. Facts and figures on your company and product have no place in that initial call. All your prospect  cares about is “What’s in it for me?” The latest patent and corporate sales figures mean absolutely nothing at this point. Be calm, sincere, ask questions and set a presentation appointment.

3. Talking too much – Remember the statement above, “What’s in it for me?” You want to open the conversation, share your intention, which is to share the concept of your new business and see if your prospect is open to learning more. Your job is to be detective and open your prospect up to the possibilities. Dominating the conversation is no way to do this. Ask questions and sincerely listen for the answers. Come up with one or two compelling points about your business that would be benefits to your prospect and spend the rest of your time in learning mode.

 

Be warm; be enthusiastic; and be detached from the outcome. Most people are going to say no, and that is okay. That is the same for all of us. If you know that going in, you are so much better off. They are not saying no to you; they are simply saying no to something else in their life right now. Refuse to see it as some kind of personal rejection. It’s not. Smile, thank them and know that over time, as you become more and more successful, a number of those original “no’s” will come around and join you in your business.

 

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EXPECT Success!

Jackie Ulmer

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