Why is this so important?



Because the degree of responsiveness your prospect shows toward you and your offer is directly related to how quick you call them after they have asked for more information. This is so important. The sooner you call them, near the time they filled out the form, the better they are going to remember what they read and why they filled out the form.

Don't think you're going to get a lot of action by emailing them. They have already seen your offers from emails and your website. It's time to take them to the next level. CALL THEM!

STEP #1 - IDENTIFY YOUR PROSPECT'S NEEDS

What you want to do when you first call your prospect is to say something like,

-Hi, Mr. Prospect, this is (your name) with (your company), how are you today? Great! I'm calling you in response to your request for more information about our business. You filled out a form on the web at (state the date and time the lead requested into). I'd like to ask you a few questions if I may. By the way, what part of the country do you live in? (make some kind of warm remark about the area they live in just to bridge the gap, or break the ice and get them feeling warm and friendly toward you).

NOTE: Now is when you want to ask them 3 pertinent questions that will eliminate 90% of all the objections and smoke screens they would otherwise come up with later on. Remember, the purpose of these questions is to get your prospect to say, -I'm sick of my current situation and I want more out of life than what I've been getting.-

It doesn't have to be exactly those words but you want to hear from your prospect that they are sick of their J.O.B. (Just Over Broke), and they are looking for something that is going to give them more financial freedom and satisfaction in life.

QUESTION #1

-What Kind of work are you in?

QUESTION #2

-Are you looking for something to replace what you are doing?

QUESTION #3

-Let me ask you something Mr. Prospect. Can you see yourself 5 years from now, doing what you're doing right now?"

STEP #2 - QUALIFY YOUR PROSPECT

Don't hesitate to let your prospect know that you are qualifying him or her. Let them know that you are taking them through a series of steps to see if they meet your standards. With that said, you simply tell your prospect that you're going to give them a little bit of information about the business. Then give them a 30 second power hitting presentation that hits on 3 or 4 of the hottest bits of information about your business.

After you have asked your prospect if this is something they would like to hear more about (and 99% of them will just say -YES-, if you ask properly) then direct them to your conference call or give the your website with more details about your business.

Assert control of the conversation by giving them the number immediately and explaining that when they call and isten in on your conference call or visit your site, that you will be calling them back the next day or later that evening, this gives a sense of urgency, but always be friendly and respect boundaries.

What you say next is VERY VERY IMPORTANT. You want your prospect to make a commitment that they are going to make that call so you say, -Can you make that call now?- The purpose of this question is to see how motivated your prospect is. Remember, you are qualifying them at this point. Tell them that you are only looking for a few good people and expect to find them in the next 24 to 48 hours.

STEP #3 - TAKE YOUR PROSPECT TO THE NEXT LEVEL

Now when you call your prospect back or if your prospect calls you back, tell them what you would like to do is set up a conference call with yourself, them and a successful leader on your team.

Say this

-What you'll be able to do is ask some questions and we'll want to ask you some questions and we'll see if there's a match for both of us. What time would be best for you today (give them a choice between two times during the day that you have arranged with your team leader).

Make sure you tell them this: -In the mean time, take a look at the website and you'll find that a lot of your questions are answered and you'll have more questions you can ask when I call you.-

End the call by saying, -Great, I'll call you at (time you set) later today. Talk to you then.-

These are the steps to turning prospects into members on your team. Follow them and you will see your success ratio going up and up. I have tried a hundred different methods over the years and this works far better than anything else I've every tried.

To your Success!