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Calling Leads In MLM
When calling leads in MLM, do you really need a script? I recently was a guest speaker on a webinar about an offline lead generation strategy I am using. Part of this strategy requires actually calling leads. Since this training, I have been asked numerous times about my phone script. Well, to tell you the truth, I don’t have one.
However, because of the number of request, I thought I would offer a little insight into how I actually go about calling leads and what I do say.
When calling leads in MLM, you really do not need a script. You simply need to understand the purpose of the call is to get your prospect to take a very specific action. Much like an online opt-in form, you do not want to overload your prospect with a ton of information. Rather, you give them just enough information to make a decision on whether or not to take the next step.
What you say specifically when calling leads may change a bit depending on how you generated the lead. For example, let’s say you have a splash page regarding working from home (i.e. your MLM opportunity). Your prospect then opts in with their name, email and phone number. Well, they have already taken the first step and requested more information.
In this scenario you already know your prospect is searching for work from home opportunities. Specifically, they have raised their hand for more info on your opportunity. This gives you a point of reference which is always good when calling leads.
The number one rule when calling leads in MLM is to stay in control. Do not let your prospect start grilling you with questions. You can avoid this by not answering their first question when they first attempt to take control. This question is usually in the form of, “what’s this all about” or something similar. To this you should say, “we’ll get to that, but first I’d like to ask you a few questions to see if you’d even be a fit for working with me.”
By saying this, what you have essentially done is flipped the conversation and have stayed in control. Now you can simply proceed being the interviewer instead of the interviewee.
When calling leads, some things you do want to ask are:
- Current employment situation
- How long at current job/industry
- Whether they enjoy what they do
- Past work history
- Whether or not they’ve ever been self-employed
- Any desire to be self-employed again or at all
- What’s got them looking around now for an opportunity
- Family situation
- Five year or retirement plan
- Past experiences, whether directly or indirectly, with “work from home” opportunities (i.e. network marketing)
- Likes/dislikes about the industry
- Goals and aspirations
- How they plan to get where they want to be
By asking these type of questions, it allows your prospect to voice all the reasons for joining you. For example, you learn your prospect has been at their current job for five years, hates it, is married, has a baby on the way, used to have their own company and would like to get back to being self-employed.
These are all reasons for the problems they see in their life which are they want to quit their job, have freedom, make more money, spend more time with their family and provide a better life for their child. Having your prospect voice all of these reasons further solidifies in their mind the need to do something about it. In other words, your prospect convinces themselves, which means less or no selling on your part.
If you noticed, I did not say anything about explaining your biz opp when calling leads. Almost all network marketing companies have introduction videos these days. Simply direct your prospect to the videos and let them do what they are designed to do—present the opportunity for you.
When calling leads, it’s all about continuing to have your prospect take the next step. They’re already a lead, which means they have expressed interest in what you have to offer. So, the next step when calling leads is to get their email address (if you don’t already have it) and email them the link to your biz-opp presentation videos. Again, the specifics really depends on how you produced the lead.
Many network marketing companies are awfully confusing when it comes to compensation plans, downlines, tiers, legs, bonus pools, etc. If you try to explain everything to your prospect they’re simply going to get confused. A confused prospect will usually walk.
So to recap, when calling leads you must stay in control at all times, get to know your prospect, build rapport and then get a decision regarding the next step. After your prospect watches your introduction videos, then you can discuss all the details during the follow up.
To Your Success,
Internet & Network Marketing Business Coach