Once you have your prospect on the phone, what do you tell them? How do you talk to them? Getting them on the phone is a great accomplishment, but it’s what you say (or don’t say) on the call that matters most.
Watch the video below to hear 5 of the most important questions to ask your prospect on the first call.
Last week we went over The Ultimate Conversation Guide for talking with your prospect and how to get them on the phone with you. But once you have them on the phone, where do you go from there?
The very first question you ask should be, “Did you have a chance to look at the video?”
Without the video, you have nothing to talk about. It’s so important that they understand it’s just a few minutes long, and that they watch it before you talk next.
If they’ve watched it, you will now go on with the call. If you are new in the business it’s a good idea to have someone else do the call with you. It’s called a 3-way call. (The most important thing you can do during that 3-way call is to take notes. Listen to how your mentor talks to the prospect and pay attention to the direction they take the conversation.)
The first and most important question your mentor will ask is, “You looked at the video. What did you like best about it? What caught your attention?”
This allows the prospect to do the talking, and allows your mentor to guide the conversation based on what the prospect has said.
When the conversation comes to a close, you or your mentor will want a decision. Here is a series of questions to ask the prospect to get them to think about what they’re willing to do.
“You said that you’d be interested in making some extra money. How much money would make it worth your while doing this business?”
Maybe they say $500 per month.
“Terrific. How much time do you have available each month to earn that $500?”
They say, “I can probably put in 10-15 hours.”
“Okay, fantastic. And how long would you be willing to work to get your business to the point where it’s making you $500 a month?”
“Oh, I’d give it 2-3 months.”
“Great. So if I could show you how you can earn an extra $500 a month working say 15 hours, and it would take you 2-3 months to get there, is there any reason you wouldn’t say yes to this business opportunity and get started with us today?”
And then, you wait for their response.
Going out and developing your business is easy and fun. With each new prospect, you gain experience, expand your skill set, and build some great relationships along the way.
We’ve walked through the entire process from start to finish, so it’s time for you to get started!
Until next week,
Lorna Rasmussen
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