I’ve been studying the art of prospecting leads for at least 7 months now, and it’s actually starting to pay off. The truth of the matter is there is only one thing that’s going to make you a good prospector, and that is repetition and experience. It’s also good to get some training from great mentors like Mike Dillard’s Black-Belt Recruiting course, or my other favorite Jeffery Combs The Psychology of Closing. I’ve been listening to his audio for over 4 months, and I’ve gained some phenomenal connecting tips that I’m going to reveal to you today.
In my last post, I cover the Success Mindset necessary to achieve these results… If you’ve not yet read that post I recommend it as a great place to start. (Also I realize this is a longer post than normal… That Being Said… I’ve Covered a lot of GREAT Stuff that I’ve paid a lot of Money to Learn.)
I’m writing this post to you out of the confidence that I gained last week when I reached the #9 position on the leader boards in My Lead System Pro for most new team members in a 7 day period. Getting on the phone and prospecting leads allowed me to have 5 new team members join my team in less than 3 days. That to me meant that I had truly figured out how to connect with people on the phone.
The SIMPLICITY of Prospecting Leads
The first step is actually picking up the phone and connecting with your leads. This will become easier when you realize what’s really happening. You don’t have to make phone calls, you simply have to create conversations with people who want to connect with you. You’re not really getting on the phone and pushing products to people, but rather creating a personal connection with your lead and deciding if they’re someone who is right for your team or product through a series of questions. Then simply getting them to realize on their own that they want what you have to offer.
Realize that prospecting leads is the only way that you actually get paid for all of your efforts.
Everything that leads up to that point is necessary to get to that point, however if you don’t actually get on the phone and connect with your leads, you’ll never make sales and ultimately never make any money. Get over your fear of talking on the phone, and also realize that when you’re using an attraction marketing formula, people are more excited to talk with you than they are to question who the heck you are calling them. I’ve often been told by my leads that they rarely actually receive the phone call when they leave their phone number. This means that if you simply pick up the phone and connect, you’ll have a much better chance to stick out from the crowd and build that team or make that sale.
Now that you realize how important prospecting leads is to your success, I’m going to give you some golden tips that have helped me immensely. While listening to Jeffery Combs audio cds these past few months I’ve picked up a lot of them, but these past few weeks I’ve had a lot of “Ah-Ha” moments. These are the exact moments I intend to pass on to you right now so you too can achieve the top 1% of your marketing system or company.
Let your lead know the purpose of the call in the first 15-20 seconds of the call and end the statement with a question just like this; “…the reason I’m calling you is because you signed up on my website to learn how to generate leads, is that correct?” Then ask questions to get to know them on a personal level, and see if you can connect with them personally. Maybe you know where they live or have lived, and that gives you something to talk about briefly to build rapport. Maybe you’ve discovered they live in Wisconsin and would love to have the freedom to move to St. Thomas. At this point you’ll want to ask if this is the reason they’re looking for someone to show them how to make money online so they can have the freedom to move where they want. (notice tying into the emotions)
That brings me to my next point. Ask questions that appeal to their emotions rather than their thoughts, because 85% of people buy based off of emotion. Some examples would be “How does that feel to say that?” “How would you feel if you could actually make enough money online to leave Wisconsin and Move to St. Thomas?” “How would it feel to actually be able to quit your job and have complete time freedom?” I’m sure you’re getting the point here, that you want to be relating to their emotions when prospecting leads.
Notice how you’re constantly asking questions and listening to their response to discover exactly what they need, why they need it, and if you have what they need. You must become a “master asker” if you ever want to become a master closer. What I mean by this is that you want the other person to be doing most of the talking so that you can listen to what they really want and need in their responses. Ask questions that will allow qualify them for your time and your product or service.
Make sure you’re not wasting your time on the phone with unqualified suspects. You deserve to speak with only people who are qualified for your time, and if you’re not wasting time on the phone, you’ll be able to spend that time marketing and generating leads for your next prospecting sessions. Don’t ever get emotionally attached to your leads. Remember you can’t lose what you don’t have. Get in the habit of saying what you truly feel as long as you’re not being rude. People will connect with you better when you let go and open up to them to allow them to connect with you. As soon as you master this ability you’ll be able to reach the top 1% of the marketers in a system like My Lead System Pro.
To Your Success,
If You Enjoyed reading this post and feel you got a ton of value and would like to learn more about this for FREE… My Mastermind group and I are hosting a live Training this Monday May 24th where we’ll be covering more in depth Prospecting Training.