In order to move forward with our business we need to have a positive momentum to contact prospects on a daily basis. We contact prospects and we can get a lot of responses from the prospects and sometimes we aren't able to reach the prospect.
There are three steps in order to keep our positive momentum. The first step we need to know is our objective for dialing the prospects. Our objective should always be the same recruit business builders that will recruit business builders. The second step is primary want; we always need to keep our primary want in the forefront when we contact prospects to keep us moving forward with our business. Finally the third step is attitude. We need to keep control over our attitude as we prospect.
Attitude is the big one because prospects can pick up on our attitudes. There are many ways the call can go as we prospect.
First way is we can a voice message. If we get a voice message we leave a voice message and leave our names and telephone numbers and talk very slowly and politely and always follow-up with an email.
The second way we reach a prospect is by a gatekeeper. The gatekeeper wants to ask us questions before we reach the prospect. We always want to be polite to the gatekeeper, however keep the prospects privacy.
Another way is by a greeter. A greeter is great because they are answering the phone however; never expect them to give a message. If you have a greeter and you are polite to them they will give you some information on the prospect. You don’t want to drill them though and write the information on your notes and leave the prospect a message after you spoke with the greeter.
Finally you may speak to a surrogate or a proxy. A Surrogate or Proxy can be the person that is going to help invest in the prospects business. They aren’t doing the business however; they are putting down the money so the prospect can earn a Return on Investment sooner then later. Many surrogates and/or proxies are the prospects spouses. We always want to be polite to them and we want to send an email right after leaving a message. Once we contact the prospect we may want to do bring the proxy or surrogate in so they can have the information to make a good decision with their investment.
It doesn’t matter who we speak with we need to always remain professional and in control over the conversation. We need to have a good attitude. If we reach the prospect themselves sometimes they are hesitant and that is ok. We want to reassure them that we are on their side and calling them because they requested information in starting and/or building a profitable home-base business.
If the prospect is rude then we can make a decision whether we want to work with them or not. It may be easier to delete them from our data base if they are too rude. We need to keep our momentum and quickly dial the next call. If we spend too much time with the prospects that are negative we may stop dialing because we lose our momentum and never move forward with our business.
As we dial prospects we always have to go by what we do know. We do know they requested the information and we do know our objective, primary want and our attitude. As we speak with the prospect we have to go by what we do know not by what we don’t know. It is ok to ask someone how you know what your saying is true. However, you don’t want to get side tracked and lose what you do know.
Good article to read on how to get a postive attitude. http://www.leadersclub.com/32099/html/positive_attitude.asp
Wishing you the best of success,
Monica Fisher
