Are you vomiting on how great your opportunity is when you call your prospects or even your new team members? Yes, they may already showed some interest, but this can be a turn off. Let’s look at a better way you can start building a stronger connection with prospects and new team members that you call….
“If your emotional abilities aren’t in hand, if you don’t have self-awareness, if you are not able to manage your distressing emotions, if you can’t have empathy and have effective relationships, then no matter how smart you are, you are not going to get very far.” ~ Daniel Goleman
2 of the great stepping stones to building your home business is when you get leads and new team members. When you have a home business, there’s nothing more exciting when this happens to you.
It’s showing that all of your hard work is paying off. You’ve been through some ups and many downs. As a matter of fact, you probably almost gave up on many occasions. You may have asked yourself “Is this worth it?”
All of your frustrations, trials and tribulations were just making you strong and wiser. You’ve overcame many obstacles and now things are starting to look up.
But at the same time when this happen, some of us get over-zealous over our results. Now we have to figure out how to deal with this excitement. Yes, it’s great that we’re starting to get the results that we want and we want to rub our excitement over to new prospects and team members, but will this be a turn off for them?
Qualifying Prospects And New Team Members
The Qualification Process and Rapport Building is not only needed in calling prospects, but also with new team members. You still want to be able to get across that you only want to work with people that are serious while at the same time you’re building strong connections.
This is going to determine who will follow you and who won’t.
As a leader you want to use your time wisely with those prospects and new team members. You want to filter out those tire-kickers so that you can use your time with people that will take the bull by the horn and run with it.
You want to set an example so that you’re influence will attract the right people that will eventually become leaders in their own right. Leaders beget more leaders, not followers. But how can you cut to the chase when you first call them?
The excitement is great when you get these two results, but at the same time you want to remember that you’re running a business. Vomiting how great your opportunity is and how excited you are can be a turn off and make you look desperate. Let’s look at 7 tips on what to do when you call them up:
Ask For The Person By First Name
When you call your prospects up, ask them by their first name. This builds a better rapport from the start. Yes, you do want to be professional, but at the same time, you want develop a more approachable atmosphere.
If you have a bunch of friends who have the same common interest, lets just say bicycling, and all of you are serious about it and go twice a month, do you call each other by “Mister”, “Miss”, or “Mrs.” followed by their last name? That would seem kind of odd don’t you think unless you’re just like that with your friends.
Tell Them Why You’re Calling
You want tell your prospects and team members who you are and why you’re calling. You ever just meet someone, swap numbers, then a week later you call them up and they don’t have the slightest idea of who you are. That’s an awkward moment.
This is why it’s important to remind them from the start. Describing who you are and the reason for the call can balance out the “re-meeting” of your prospects and new team members. This will help them job their member so they’re on the same page as you.
Now I have ran into prospects in general that don’t remember anything about opting into my website. I basically just let them go. If they can’t show me how serious they are, I show them no love and wish them the best.
Ask Them Why Did They Opt Into Your Site
This is when you get into the meat of the qualification process. You want to see how you can help them. Get them to talk about they struggles and what exactly they’re looking for. Again, you want to help those that will take the bully by the horn and run with it. You don’t want to work with anyone that don’t want to help themselves because it will drive you crazy! Remember you want to work with people that want to take the lead and not those who will try to make you fully responsible for their success.
Go Into FORM (Family, Occupation, Recreation, Message)
More Rapport Building. Get to know more about them. People love talking about their Family, occupation and what they like to do when they have the time. This creates a stronger connection between you two and this is how you can find something else in common other than business.
At this point you want to build an emotion connection to the purpose of why they opted into your site. Beyond money, there is a greater reason why they’re looking into your training and/or opportunity. Have them expand on it through your questions. Make it more conversational. Have them get to the real core reason.
Once you get to know them better, then you give the message. You want to tell them what you do and who you’re willing to work with. You don’t want to go into too much detail about the products/services you promote and the company you’re with, but give the just enough info. so they’ll have just enough info. for them to do their own research.
Ask Them What Results Are They Looking For
You want to get a general idea of what results they’re looking for. Find out how much money they want to make and why they pick that number. Is this something they feel would be adequate to fulfill some of their dreams? Is this the number that will help make them live more comfortably?
Ask Them What Have They Done So Far
More Qualification. You want to find out what have they done so far to live the lifestyle they want. Have they just been procrastination, putting things off another day? Have they actually been doing the research and signing up for trainings to get them closer to their goals? This will show if they worth working with or just a waste of time.
Ask Them What Do They Expect To Get Out Of Your Program
Get their minds to think as a leader. You want to know what they expect to get out of your offer. What are they willing to do to get going? This will determine how you can really help your prospects and new team members. They may have information overload or not enough information and have no idea of how to get started or where to go. This will be your queue to point them in the right direction.
Now It’s Your Turn!
When you call your prospects and new team members, how do you qualify them? Are there any tips you can add or take away? How do you build a strong connection with them? Please share your comments below and share this post with your friends. I look forward to reading them!
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