My
name is Theresa Swendra and my passion is helping people succeed in
life and business. I have a question for you? When you pick up the phone
to call a prospect, is it your goal to sponsor them? If you said yes, I
bet you are nervous when you pick up the phone to call that prospect?
Today's tip is going to help you not be so nervous when you call your
prospects and also understand what your true purpose is.
If
you feel like a salesman or saleswoman when you are calling your
prospects, its because you are trying to sponsor them in the first phone
call. Your thought process is, I gotta get people into my business.
That is not the purpose, the purpose is to collect a decision. A
decision weather your prospect wants to learn more about your
opportunity. You are a decision collector.
Stop
what you are doing and visualize with me. Visualize your business like a
baseball game. You are the batter and your first task is to swing when
and when you get someone to home plate, you score with an enrollment!
Very rarely when you swing, it will be a home run and you will score
right away. It happens, but not very often. Think about you for example,
did you sign up the first time you talked with your sponsor about your
business? For me, it took 6 months of research and several follow up
conversations before I was ready to get started. When you talk to your
prospects, every base on the field is a step in the process and its your
job to continue to advance people around the bases.
The
first thing you do is swing and ask the prospect "are you still open to
hearing the details?" If they say yes, they move to first base which is
watching a webinar, reading the details on your website, listening to
an overview call, hearing a presentation from you, however you relay the
information about the opportunity to your prospect. 2nd base is
watching another video or doing additional research, maybe a 3 way call
with a leader in the business, asking additional questions. Some
prospects do stay on 2nd base for awhile, I was there for 6 months! You
may have to help them along a little bit but that's ok. 3rd base is the
follow up. This may be additional questions and or concerns and your
goal once your prospect is on 3rd base is to bring them home for the
sign up and get them started!
If you think
about talking to prospects like a game of baseball, it will make you
less nervous when you pick up the phone to make your calls. Go grab your
bat and start taking some swings! You are not selling people, you are
collecting a decision and if that decision is yes, then provide your
prospect with the information and guide them through the bases! It's
really as simple as that!
I hope this
helped you out and you found value. If you have any questions, please
feel free to call or text me directly at 612-562-8219. Have a beautiful
and blessed day and we'll see you tomorrow :)
