…depends, most importantly, on your attitude during the prospect follow up call. Techniques and tactics are secondary because if your attitude is wrong, then you have lost your prospect already!
You must remember that you are not a sales person, but you are there to serve the needs of your prospect. There is nothing more, that can turn someone negative towards you, than when they realise they are on a hard sell call.
You should be calm, pleasant, and attentive to your prospects concerns and needs, this is what will relax the prospect into opening up about their present life and their hopes for the future.
So with this in mind, we can move on to the methods and techniques to use during the prospect follow up call.
Keep a notepad handy, you will want to have for and against columns for noting your prospects attitudes that, may or may not be favourable towards your niche.
For the first half of the conversation you should not make reference to your opportunity or product at all. The call will develop through 7 or 8 stages before you reach this point.
You should seek to attain a rapport with your prospect by asking questions that establish;
-A Connection
-Their Background
-Their Problems
-A Solution
-Money Ambitions
-Consequences
-Their Qualifications
The purpose of going through all these stages before your presentation, is to establish your prospects status, and their attitude towards your opportunity. By the time you reach the presentation stage, or even sooner, you will have established if your prospect is going to be suitable, or not.
CONNECTIONS; here you will introduce yourself, and find out if the prospect is still looking to for something, and what they are looking for.
BACKGROUND; here you will establish what your prospect does for a living and how long for.
PROBLEMS; here you will establish whether your prospect enjoys their work, or are dissatisfied, and why.
SOLUTIONS; here you will discover what, if anything, they have done to transform their current situation. How much research, and what may be holding them back.
MONEY AMBITIONS; do they want to make more money, establish how much. Is the amount low, in your zone, or higher?
CONSEQUENCES; has the prospect considered the consequences of doing nothing, and where their life will be heading if nothing changes? You may already have a feel by this stage whether your prospect is a candidate or not.
QUALIFYING STAGE; establish that you can help your prospect by shooting some questions relevant to your opportunity start up. These could be features, costs, commitment needed etc.
TRANSITION STAGE; here you check out your for and against list to see on which side your prospect falls. If they are mostly favourable towards your opportunity then go right ahead to your presentation. If however, the against column is full, you may decide to ask more qualifying questions or to tell your prospect they may not be suited for the opportunity at this time.
PRESENTATION STAGE; by now you will be confident that your prospect is favourable to you, and that they have the means to enter your opportunity. You should also have established whether, during their research, they have already gathered a lot of relevant information. This makes your presentation that much easier, which is shown in your confidence and transferred to your prospect making everyone comfortable.
By the end you will have established yourself as a source of solace and trust to your prospect, because you have shown that you place their interests first. No pressure has been brought to bear, and the sales pitch wasn’t really that, it was more of a self help group meeting!
If you continue to position yourself as a source of help and understanding, as opposed to a sales person, you will see your prospects follow up call conversion rates multiply, believe me.
So my friends, take this message to heart and go help some people!
Read useful information in the topic of emotional freedom technique training – welcome to your own guide.
