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CLOSE YOUR OBJECTIVE
The last point is to get what you want from the call. If your objective is to set an appointment, offer them a choice of times and days you know would be good for your prospect to meet with you. Don't ask them, "when can we get together?" If your objective is to send them a promo package or a sample, then assume that's what they want. Tell them what you're going to do and ask them where they want you to send it.
Always come from the assumption that they want what you have to offer. When you do that, more often than not-they will.
Now, let's give an example of how these five ingredients all blend together.
"Hi, Betty, this is John Kalench. Is this a convenient time for us to talk for a couple of minutes? It is? Great!
"Betty, the reason I'm calling is that I'm so excited about something I just got involved with. I thought of you because of the way people feel about you and respect you. I know you can do extremely well with this.
"Now I can't make any guarantees, Betty. I'm not completely sure this is something that's right for you. What I would like to do is just sit down together for a few minutes and share some ideas. I think you'll see a fantastic opportunity here. I believe you'll see ways we can have a lot of fun with this and how we can make a lot of money together.
"So, I'm buying lunch this week, Betty. Which day is best for you, Tuesday or Thursday?"
Now, that has all of the five ingredients you want in a call.
I recommend that you prepare a script for the calls you're going to make. Not to sound like a computer-just to write down an outline of those key points: why you're calling her (why Betty is important to you), why it may not be right for her, what you want to do, and finally, give her a choice of when to get together.
With a simple outline script in front of you, you don't have to exert effort to remember what you're going to say. You can focus on transferring your enthusiasm.
SOME COMMON QUESTIONS
Now, you're frequently going to be asked some questions.
If someone asks you, "What is it?" my strong recommendation is: Tell them. Don't try to avoid that question!
Tell them the name of the company, the name of the product, and be prepared to give a one- or two-sentence description of what the company does or what the product is, and then go right back into closing your objective. Don't rush this, either. Avoiding the answer or sounding like you wish they'd never asked isn't a good message to communicate.
If you're genuinely enthusiastic, you'll gladly answer and move along to what you really want to talk about. If you're not, your prospect will pick it up for sure. People have a built-in insincerity alarm. It goes off loud and clear when it hears avoidance.
The most valuable quality you have in this industry is your integrity and your word. So when you're asked a question, answer it straight, short and true-and then move forward once again to your objective.
"I'M BUSY"
You might get a response such as, "Well, I don't know, John, I'm very busy... I don't think I'd be interested in this." Then you can say:
"Betty, I can definitely appreciate that. I know you're busy. That's one reason why I called you. You're the kind of woman who gets things done. Look, Betty, if you don't see within a matter of twenty or twenty-five minutes something that really excites you, I promise I won't bring it up to you again. So I'm still buying lunch. Which day is best for you, Tuesday or Thursday?"
And if she doesn't see any value after your presentation-don't pressure her.
Keep your word with people.
"I'M NOT INTERESTED"
Okay, here's what you do with this one. Find out, specifically, what it is that doesn't interest them. Ask a question like:
"Betty, I can appreciate that.Just for my benefit, would you tell me what part of this it is that you're not interested in? Is it the product and the benefits it offers? Is it the business opportunity?"
Now, if they say it's the business opportunity, you can tell them you understand and encourage them to give the product a try, based on the benefits you're excited about along with your money-back guarantee.
However, sometimes a statement like this is a smoke screen for something else. Maybe it's a difficult time for them in their lives. Per haps they are one of the people who's had a problem with a "bad" or inappropriate opportunity in our industry. Whatever it is, do your best to pin down what they're not interested in and why.
If they are flat out not interested at all-fine. Give them room to be that way. Do not pressure them! And always leave an opening to get back in touch.
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