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K.A.R.M.A. of Phone Prospecting
Do you ever wake up on the wrong side of the bed? Does the rest of the day just follow suit? Have you ever thought that your attitude towards the day might just be coming back to you through misfortunes and bad things through out the day?
Well it happens and it is called KARMA.
KARMA is defined as if you put a negative out there it will come back to you in the form of another negative. So you could say you get back what you put out there.
So lets relate that to your calling of leads.
If you put out a negative presentation you get back a negative result commonly phrased as "I am not interested", "Is this a pyramid scheme", "Is this MLM", or "does this cost anything". So how do you create a positive presentation in order to get back a positive result?
Let call the process of creating an effective phone presentation the K.A.R.M.A. of Phone Presentations.
KNOWLEDGE of the industry is the first thing you need to consider when putting together your presentation. You see if your prospect doesn't have a basic understanding of the MLM business model it will be virtually impossible to develop a successful downline partner. You need to be sure they have an understanding before you can expect them to be productive in your downline. The best way to find this out is to ask early on in your conversation if they could define MLM or Network Marketing.
ACTION step is required at this point. You need to go one of two ways. If they understand MLM or Network Marketing you can move onto the next step. If they don't understand the industry your best move is to educate them before you move into any kind of presentation of your company or product. Make sure you have some websites or emails that you can send them in order to educate them about the industry. Wouldn't you agree that if you were going to start a restaurant business you ought to know something about the industry? So why should it be any different in our industry? Once you provide education for them then you can follow up with them and move onto the next step.
REASONS for each person vary. But as you and I both know there are several reasons that are common and it is important that you begin to find out why they want to start a home-based business. This will begin to make a connection between you and the prospect. You may even find out that you have the same reason as your prospect. This stage is really a stage where you get to know the person. Be sure to NOT ask how much time and money they have to invest when getting to know them.
MATCHING the prospect to your business is the next stage of an effective presentation. Use what you have learned about your prospect and create a bridge between where they are today and your opportunity. Let them know with confidence that with all you know about them at this point you feel your company is a great match for them and it would be worth it to take a closer look.
ACTION time is again upon you. You must now give them the next step in the exploring process. Your company most likely has a process laid out for you whether it is to do a 3-way call with your upline, connect them to a live presentation, or simply send them to your website for more information.
Follow the K.A.R.M.A. presentation and you will be on your way to getting the positive results you desire when calling your leads.
Make it the Best Day Yet,
Scott Adams is the owner of Home-based business Training & Support company called http://www.Leads2YourSuccess.com; The mission is simple - to help you grow your business!
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