| his means is that you are going to want to pick | | | | meet your standards. With that said, you simply |
| up the phone and call your prospect | | | | tell your prospect that you're going to give them |
| IMMEDIATELY after the prospect request | | | | a little bit of information about the business. Then |
| information regarding your business. Why is this | | | | give them a 30 second power hitting presentation |
| so important? Because the degree of | | | | that hits on 3 or 4 of the hottest bits of |
| responsiveness your prospect shows toward you | | | | information about your business. After you have |
| and your offer is directly related to how quick | | | | asked your prospect if this is something they |
| you call them after they have asked for more | | | | would like to hear more about (and 99% of them |
| information. This is so important. The sooner you | | | | will just say -YES-, if you ask properly) then |
| call them, near the time they filled out the form, | | | | direct them to your conference call or give the |
| the better they are going to remember what | | | | your website with more details about your |
| they read and why they filled out the form. Don't | | | | business. Assert control of the conversation by |
| think you're going to get a lot of action by | | | | giving them the number immediately and |
| emailing them. They have already seen your | | | | explaining that when they call and isten in on your |
| offers from emails and your website. It's time to | | | | conference call or visit your site, that you will be |
| take them to the next level. CALL THEM! STEP | | | | calling them back the next day or later that |
| #1 - IDENTIFY YOUR PROSPECT'S NEEDS What | | | | evening, this gives a sense of urgency, but |
| you want to do when you first call your prospect | | | | always be friendly and respect boundaries. What |
| is to say something like, -Hi, Mr. Prospect, this is | | | | you say next is VERY VERY IMPORTANT. You |
| (your name) with (your company), how are you | | | | want your prospect to make a commitment that |
| today? Great! I'm calling you in response to your | | | | they are going to make that call so you say, -Can |
| request for more information about our business. | | | | you make that call now?- The purpose of this |
| You filled out a form on the web at (state the | | | | question is to see how motivated your prospect |
| date and time the lead requested into). I'd like to | | | | is. Remember, you are qualifying them at this |
| ask you a few questions if I may. By the way, | | | | point. Tell them that you are only looking for a |
| what part of the country do you live in? (make | | | | few good people and expect to find them in the |
| some kind of warm remark about the area they | | | | next 24 to 48 hours. STEP #3 - TAKE YOUR |
| live in just to bridge the gap, or break the ice and | | | | PROSPECT TO THE NEXT LEVEL Now when you |
| get them feeling warm and friendly toward you). | | | | call your prospect back or if your prospect calls |
| NOTE: Now is when you want to ask them 3 | | | | you back, tell them what you would like to do is |
| pertinent questions that will eliminate 90% of all | | | | set up a conference call with yourself, them and a |
| the objections and smoke screens they would | | | | successful leader on your team. Say this -What |
| otherwise come up with later on. Remember, the | | | | you'll be able to do is ask some questions and we'll |
| purpose of these questions is to get your | | | | want to ask you some questions and we'll see if |
| prospect to say, -I'm sick of my current situation | | | | there's a match for both of us. What time would |
| and I want more out of life than what I've been | | | | be best for you today (give them a choice |
| getting.- It doesn't have to be exactly those | | | | between two times during the day that you have |
| words but you want to hear from your prospect | | | | arranged with your team leader). Make sure you |
| that they are sick of their J.O.B. (Just Over | | | | tell them this: -In the mean time, take a look at |
| Broke), and they are looking for something that is | | | | the website and you'll find that a lot of your |
| going to give them more financial freedom and | | | | questions are answered and you'll have more |
| satisfaction in life. QUESTION #1 -What Kind of | | | | questions you can ask when I call you.- End the |
| work are you in? QUESTION #2 -Are you looking | | | | call by saying, -Great, I'll call you at (time you set) |
| for something to replace what you are doing? | | | | later today. Talk to you then.- These are the |
| QUESTION #3 -Let me ask you something Mr. | | | | steps to turning prospects into members on your |
| Prospect. Can you see yourself 5 years from | | | | team. Follow them and you will see your success |
| now, doing what you're doing right now?" STEP | | | | ratio going up and up. I have tried a hundred |
| #2 - QUALIFY YOUR PROSPECT Don't hesitate | | | | different methods over the years and this works |
| to let your prospect know that you are qualifying | | | | far better than anything else I've every tried. To |
| him or her. Let them know that you are taking | | | | your Success! |
| them through a series of steps to see if they | | | | |