MLM Training – Four Steps to Recruiting Like a Pro Over The Phone
So you’ve just joined a network marketing company and you’re jumping out of your skin to get things going. While there are many online marketing strategies you can employ to generate leads and sponsor people online, it’s important to understand that your own warm market can prove to be a virtual goldmine for potential sales, and even potential distributors. With that said, I want to make note that it’s not wise to chase uninterested friends and family. Trying to shove your new business down their throat will not give you positive results. The only result you’ll get from chasing people and trying to convince them to join is total alienation. In fact, one of the biggest reasons new marketers get blown out of the industry is just that. They try to chase down their uninterested friends and family members, only to get their hearts broken when they get rejected. Then they throw their white-flag-of-surrender up and quit.
In my humble opinion, while you can employ a plethora of online marketing strategies to generate leads, you should still tap into your warm market. But you have to do it the right way. You have to take the the right posture or you’ll fall flat on your face. You need to have the attitude of ‘Take a look. If it’s for you, great. If it’s not, no biggie’. By taking a no-pressure approach, you won’t alienate anyone or repel someone who may not be interested now, but may be interested down the road.
Another thing you need to understand is building your business shouldn’t be personal. Just because your uncle doesn’t want to join your business, does not mean he can’t be your uncle anymore. Just because your sister doesn’t want to buy your product does not mean she can’t be your sister anymore. It’s business not personal. Having the right mindset will allow you to approach people right. And approaching people right will affect your results.
Now that you have the right mindset and posture in place, you should go ahead and make your warm market list. Don’t leave anyone off because you never know who would be interested or not. It may even be a good idea to categorize some people and approach them first. For example, one thing I always did was to jot down on a separate piece of paper all the people that already had a thread of success in their background. Those were the people I wanted to call first since they would always move my business faster because they already had the right work ethic and attitude.
So now you’re ready to start inviting from your list of prospects, but your not quite sure how do you go about it.
Below I will give you a few tips on exactly what you need to do. By the way, these phone techniques are not only useful for approaching your warm market, but can also be used when calling the leads you generate online, depending on the specific circumstance of course.
Phone calls are the quickest and most efficient way to reach someone you know. They’re warmer and friendlier than the average text message or email, and you don’t have to go out of your way to physically meet your invitee.
You just have to keep one thing in mind: The purpose of this call is to invite the prospect to come and see the business…and that’s all. The purpose is not to verbally vomit on them and share everything from how the product works to all the intricate details of the compensation plan.
You will be tempted to explain the business—heck, you may even want to do the presentation over the phone! Please resist this temptation. Many people are not the auditory type who can easily visualize what you’re saying, and from there agree straight-away to join your business. The vast majority of people will need to see something visual in order to make an educated decision.
Presenting over the phone will most likely not get you the results that you want, and can even deter people from attending the presentation, so zip the lips! It’s better to have them meet you (in person, on Skype or on a web meeting), where you can use every available tool you have in your arsenal to persuade and close them.
So now that the objective is clear, let’s move on to the steps.
Step 1: Preparation
First, set a particular time to make calls. There isn’t one particular schedule that will be an exact fit for everyone, but people usually have time to speak with you in the morning right before work, just after their lunch break, or after work hours. So try to schedule your calls around those times.
Next, find a quiet place where you can make your calls undisturbed, and where you won’t disturb anyone else, say, your office or any private room. Personally, when I’m making business calls, I go to my home office, throw my headset on and lock the doors so my kids won’t run in and distract me.
Take a deep breath to clear your head, think about what you’ll say, then begin.
Step 2: Invitation
On the actual call itself, begin with this script:
“Hi Dave, it’s me Jaime! How are you? (small conversation for a minute or two) Great, I won’t take up too much of your time because I have a meeting to attend. I just wanted to share something with you briefly.– I’ve just started this amazing business with potential for global distribution, and I want to share it with you. Are you free to meet on Wednesday or Thursday evening?”
Simple, isn’t it? But this script actually does several things:
a) it lets you reconnect or build rapport with your prospect
b) it gives them the signal that you don’t have long to talk and thus have no time to give details (the meeting can even be a lunch or dinner)
c) it gives them the impression that your big business is worth getting excited about, and
d) it gives them the choice of two dates when YOU’RE free to present.
Feel free to tweak and personalize the script as you see fit, as long as you keep the above elements in place.
Step 3: Handling Questions & Objections
In a perfect world example, your prospect will say, “Yes I’m free,” whereupon you give the time and place to meet for the presentation, thank them, and hang up. Moving on to the next name on your list.
Of course, we don’t live in a perfect world and it’s highly probable that you’ll face some type of objection or question, so here are some possible answers to questions they may have:
A. What kind of business is this?
Answer: “It’s a bit much to explain the details over the phone. I’d rather you see it for yourself, that’s why we need to meet. Is A or B better” (A or B being the dates and times you choose).
Or you can answer, ‘It’s a new business concept, that’s why we need to meet. Is A good or …”
B. Is it Sales?
Answer: “Why, do you like sales? (Answers yes or no) Great, that’s why we need to meet. Is A good or …”
“We’re not looking for salespeople, we’re looking for business people. Is A good or ,,,”
C. How much do I need to invest?
Answer: “We’re not looking for investors, we’re looking for business people. Is A good or …
“The company is fully funded. We’re looking for smart, key people to work with us. Is A good or …”
D. Is it Company A/Company B (other big name networking companies)?
Answer: “It’s not Company A/Company B, that’s why we need to meet. Is A good or …”
E. Is it Networking/MLM/Direct-selling?
Answer: “It’s a new business concept, that’s why we need to meet. Is A good or …”
“What do you know about networking?” (answers sales, recruiting, etc.) “This is not about sales or recruiting, that’s why we need to meet. Is A good or…”
F. Is it a Pyramid Scheme?
Answer: “That’s illegal. This business is completely legal, that’s why we need to meet. Is A good or …”
If the prospect is still unsure, you can use the following power lines as well:
a. “You know me, I wouldn’t call you if I didn’t think this is important.”
b. “I’m not asking you to commit to anything. Just come and see what I’m talking about.”
c. “I’m looking for key business people I trust who can be a good fit for this organization. I immediately thought of you.”
d. “If the money is right and it won’t impact what you’re doing now, would you be open to seeing this business?”
e. “Do you trust me? Then let’s get together. I promise I won’t waste your time.”
Step 4: Secure the Meeting
Once your prospect says yes, agree to the time and place to meet, whether it’s in person like a coffee shop or online on Skype or on a web-meeting. Repeat the time and place so they won’t forget—better yet, email or text it to them. After that, it’s a matter of following them up a day or two before you meet.
I will say that as you get ‘bigger’ later in your career, you may want to outsource some of these steps (which is what I do now). Of course, you don’t have to but the option is there if like to have automated systems.
In closing, here are some take aways from this blog post. Always focus on your objective—to get them to come and see the business, not to give details on the phone. Finally, always give them the impression that you’ll be happy to see them. To do that, simply SMILE while you’re talking. Even if they can’t see you, people can hear a smile through your voice. And last, start with the right posture and don’t take anything personal.
Remember, you don’t need to sponsor a million people to succeed. In most network marketing companies, you only need to sponsor a handful of good people to get to the top. So if that’s the case (and it is), would you go through the sorting process to find 7-10 good people? Even if it takes you 2-5 years to do that, you’ll still be able to build a wildly prosperous business and succeed in your company.
So there you have it: Four Steps to Recruiting Like a Pro Over The Phone.
Good luck and happy calling!
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To Your Success,
P.S. Does your upline have a step-by-step marketing system you can use to generate leads online?