4 Phases of Prospecting
Many Marketers make the fatal mistake of advancing to close or selling the product or opportunity. First off the prospect doesn't know you and right away can sense that you are trying to sell them something. Always communicate from a genuine place, be polite and relax.
I know it's not easy when you have no signups and you are dying to get one. Remember you don't want just anyone on your team. You are looking for people who are successful already, drive, able to be teachable and coach-able.
So when you are speaking your prospect,be patient. You want to find out as much as you can about the prospect so you can help them.
Tracey Walker outlines 4 Phases you must pass through in order to bring your prospect to a close.
1. Introduction Phase - Always introduce yourself and let the prospect know why you are calling. Ask how are they doing and if you called at a bad time.
2. Establish Rapport- find out where they live, what they do for a living, how did they land on your site and what where they looking for? Ask open ended questions to get as much information as possible. You want to find out their problem so that you can provide them with the solution.
3. Fact Finding- Continue to ask questions like, how long you have been at ABC Company?How do you feel the internet will help your business opportunity? Stay in control of the conversation. You are the leader.
4. Close- Direct the prospect to your website. Instruct them on what to do and where to go until the sign up is done. Remind them of their pain. Don't leave it up to the prospect to sign up. In must cases they won't. Don't make that crucial mistake and hung up before they sign up.
These are the 4 simple Phases that you must pass through to be successful in signing up your leads. Practice daily and you will see results. So go out and speak to 2-3 people daily. You can do it!
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To Your Abundant Success,
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