The purpose of the phone call within 24 hours of the lead submitting the form from the Focused Lead Generating Site and you replying by email is to let them see you are a real live person, not an autoresponder and you are interested in them. Building rapport and trust with people is vital if you want to introduce complete strangers into your business.
I don't do anything that could be construed as sales talk at all on the initial contact by phone.
Here is how I do it and what works for me will work for you!
Have the information to hand that was submitted in the form so if necessary you can ask a few questions about some aspects of the answers they gave:
"Hello, my name is Geoff Goldie and I was wondering if I could speak to Andrea Jones?"
"Yes it is Andrea speaking."
"Oh hello Andrea. You don't know me at all but this is just a courtesy call to introduce myself to you. In the last 24 hrs you have just completed and submitted a form from my hallgold website about the New Ways work at home business."
Sometimes the person you are speaking to is vague because they may have filled in several forms on the Internet at the same time.
I then say: "Okay you remember the website where the people are earning the free cars?"
Once they are clear about who you are then you can continue.
"As I said it is just a courtesy call to introduce myself and to let you know I have the application form for the information kit ready to be sent to you. You do still want to spend the £10 to get all the company literature?"
If they indicated yes to the £10 on the form results then you should get a positive answer. If they say no to this now then I say. "Well perhaps it is best if you look a little more closely at the business via the various sites we have available to us. I will email the information to you. Thanks very much for your enquiry and just get back to me if you have any questions"
There is absolutely no point in dealing with people on the phone who cannot see their way clear to spending £10 for the company generated literature! Do as you said you would and follow up with an email and direct them to www.hallgold.com/New Ways.htm and also your health pages like mine at www.hallgold.com/health.htm You can add them to your email list for future reference and for sending newsletters to.
You should have got a positive answer to the £10 question. If you have a positive answer, the next step is to build a little bit of rapport now. I ask questions to do this. The reason for this is it puts you in control of the conversation and allows you draw them out and make them feel relaxed and as though they know you a little. I always ask their permission however, before I start asking questions. Tip always remember to use their name.
"Andrea I notice you have business experience. Do have time at the moment and do you mind if I ask you a few questions?" Now no-one and I mean no-one minds being asked a few questions when it is put politely.
"Are you currently running your own business?" This is a lead in to find commonalities that you can talk to the person about. Continue to ask questions about their business and empathise with them about the difficulties and the work involved. If you can draw them into conversation then they will remember you and be much more inclined to send off for the company literature without prompting.
If they have networking experience already then you do have a very good lead because they will quickly realise that what you are doing is a duplicable business for them. I stress the Internet Lead generating aspect of the business and how we are able to make contact with people just like themselves who are interested in earning a residual income but have never found an effective method to advertise the opportunity.
Again draw them out on their networking experience and find common ground to talk to them about. Obviously I can't write a script for any of this. It is always a different approach because every person is an individual.
Key points:
- Be polite and always say who is speaking right from the start.
- Don't spend too much time talking. The more you get them talking the better it is.
- Control the conversation by asking questions.
- Find common ground to talk about.
- Don't try to persuade or convince them.
- Rely on the website and the company information for them to make their own decision about this opportunity..
- You are not a sales person so don't try to sell the business opportunity.
- Talk about how the company products have helped you if you get a chance
- Stories sell, facts and figures tell!
- If they are pressed for time do not spend more than a couple of minutes on the phone. They will appreciate your courtesy and be more inclined to give you more time next time you ring.
- Tell the truth at all times!