DOES THE PHONE FRIGHTEN YOU? I MAY HAVE SOME HELP

As I build my home business, I regularly encounter folks who work and work - and do all of the right things to attract the necessary traffic and quality leads to their business - working feverishly to get that phone to ring.

And then one day - it actually rings! Panic sets in. What to do? What to say?

When I started my business, I had 35 years of executive recruiting behind me. I am quite fortunate in that "the phone thing" just comes naturally for me, after all this time. Well, we all tend to live in our own little worlds - and that is why I was at first caught off guard when I discovered that many people who launch a home business have never really sold or recruited. For some, the "phone thing" can present a really daunting challenge.

Let me try to offer some help. Before I do, I want to allude to one of my internet heroes, Mr. Mike Dillard. I've heard Mike talk about how he was once a shy introvert - quite fearful that one day, a prospect would actually call. Well, we all know where Mike is today; and his success story should offer considerable hope for the "phone challenged" among us.

Tip #1

Get over yourself. What do I mean? Take an immediate interest in the prospect. Become "prospect-focused". Believe me, this is a major step in getting over the jitters and angst over what YOU are going to say.

Tip#2

Get the prospect to talk. Shouldn't you be trying to extract information? What is your goal here? The best sales and recruiting professionals in the world will tell you: The most effective interactions happen when the prospect talks twice as much as you. Remember to be tactful; non-threatening. Pretend you are talking to a neighbor over the backyard fence, if you can.

Tip#3

Have a template for basic information you need to acquire from an initial phone conversation with any prospect.

1) Don't you want to know if this person is a winner? Ask about his/her career. Get a sense of motivation and direction; setting goals and achieving.

2) What are his/her motives for a home business? Do they make sense?

3) Are the expectations realistic? Are they laboring under the "get rich quick" myth - which is so often perpetuated by some websites?

4) What are the person's income needs and expectations? Do those goals match up with the prospect's capacity and willingness to spend sufficient time and money?

5) Has this person ever owned and/or operated a business? (Caution: Some people are overwhelmed and over-matched by this.) If you can, try to get a sense of independence, the ability to work without a staff or a lot of structure and supervision.

Tip#4

Relax, have fun! Whatever you do, dispense with any thinking of, "I've got to have this sale!" That's the killer! Believe me, your prospect will feel this intensity, as well. You golfers could think of it this way: You are trying to hit a 300-yard drive by gripping the club tighter, and quickening your rhythm. You know what happens!

Follow some of this advice, and you can make the telephone portion of your home business the most enjoyable and most productive dimension of your entire home business. Take my word for it.