What does your phone look like? I know, it's as big as a Mac
truck and it has teeth like Jaws, right? Put your phone in it's
place: get it down to its proper size.
Take another look at your phone - it's just another tool to help grow
your business and it's made of plastic. Plastic MELTS! It's not
omnipotent. Look closely; do you see any teeth? I thought not.
Okay, now that we see the phone in it's proper perspective, let's
get to work.
1. Gather your tools
2. Review your outline
Have a written outline of the points you want to cover with your
prospect. When you're just getting started, it's difficult to talk off the
top of your head. At the very least, write down the benefits of what
you're selling to your prospect. Be comfortable with your outline before
you pick up the phone. As you get better, you'll rely less and less on
your outline. Be natural, don't sound like you're reading off your paper.
3. Set your calling goals
How many calls are you going to make? How long will you work on
the phone today? Before you pick up the phone, realize that you must
go through a lot of no's, maybe's and hang-ups to get to one yes.
That's the nature of the "game" and you must expect it or you'll wonder
what you're doing wrong. Set the number of calls you're going to make
high enough to get a rhythm going. It generally takes a
few calls. I promise you'll feel better after about the 3rd or 4th call. I
usually set my goal to call until I get a yes. By then, I'm so excited, I
keep right on going.
4. Start calling
You don't have to be a telemarketing "pro" to make the phone work
for you if you will do the following (although you might turn into one
a. Have a mirror in front of you. SMILE! Why? People hear it in
your voice. Don't people respond better to you when you smile at them?
They smile back!
b. Have energy. Walk around. Having energy means you're
excited. And you are! You've got your hands on something worthwhile
and you want to share it.
c. Believe in what you're doing. If you don't 100% believe in your
product or service, neither will anyone else. You can't sell what you
don't believe in. Think of all the benefits you've gained from using your
product or service. Write them down. Know that other people want
what you have to offer.
d. Have an "abundance" mentality. Don't beg. When you know in
your heart that you don't have to get an order from or sign up everyone
to be successful, THEN, you will be successful!
e. Be polite and respectful. There is another human being on the
other end of the line. They deserve respect even if they aren't nice to
you. If the other person is rude, feel sorry that they're having a bad day
and hope it goes better for them. Move on.
f. Selling is still a relationship business. As convenient as the
Internet is, it cannot replace human relationships. In the long run, your
business will be more solid if you build relationships and friendships
along the way. People do business with people they trust.
Your telephone can be your best recruiting tool if you remember the
following: smile, have fun, have energy, be polite, build relationships, be
prepared, have belief and go through the numbers!
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