Closing Leads: How I Closed 80+ People Into My Business In Less Than 90 Days…

So you finally start driving traffic and generating leads for your business… But then it dawns on you… ‘Oh no! I’m going to actually have to pick up the phone and call these people! How in the world do I do that?’

Closing leads over the phone can seem like quite a daunting task if you’ve never done it before… I know I was pretty nervous and intimidated when I was first learning how to close leads over the phone. But after a while, I was able to get into a flow and start closing leads like crazy! I closed over 80 people into my business in less than 90 days and became the #1 recruiter in the entire company! And I didn’t have any previous experience with phone sales at all.

I didn’t follow any scripts or try to mimic people like Dani Johnson or Jim Rohn. I just did things my own way and it worked remarkably well. So I’d like to share with you my own personal strategies for closing leads over the phone and the process of actually guiding them to make the decision for themselves.

Attraction Marketing…

First off, one of the main reasons why I was able to be so successful with this is because these were not cold leads. These were leads that I was generating through attraction marketing. For anyone who’s not familiar with attraction marketing, it is the entire foundation of what we do in social networking. People get to know you and hopefully come to trust you before you even pick up the phone.

They get to know you through your YouTube videos, your Facebook, your Twitter, and any other social networking medium. And also, when leads would opt-in to my sales funnel, they would see me all over the place on video. Not only that, but my email autoresponder campaign was also designed to continue the relationship building process. So by the time I picked up the phone, most of my leads were already very familiar with who I was… And many of them were quite delighted that I would take the time to actually call them personally!

(If you’re not familiar with a sales funnel yet, go ahead and opt-in to my 7 Day Social Media Income Transformation Series in the sidebar to the right. You’ll learn all about it!)

So, if you really want to be effective with what you do online, attraction marketing is a must! I don’t waste my time with cold leads and I never will!

A Mindset Of Confidence and Detachment…

Have you ever heard the saying that communication is literally ‘10% what you say and 90% what you don’t?’ Human beings have the uncanny ability to pick up on non-verbal communication incredibly well. In fact, we base our decisions mostly on our ‘feelings’ about someone, not necessarily what words are coming out of their mouth.

So that’s why it’s so crucial to talk about mindset before you pick up that phone. If you’re feeling nervous and unsure of yourself, your prospect will feel that too! They will be able to sense your inner state, so it’s important for you to come from a place of confidence and detachment.

Detachment means that you’re not really attached to the outcome of the conversation. If this person loves you and you make the sale, great! If they don’t, that’s great, too. You can be unattached because you’re confident in your own capabilities to create success for yourself… You’re not depending on any one person or any single sale. You believe in yourself regardless of what anyone else says or does. This is powerful.

And this inner state is the most attractive. People don’t want to sense that you ‘need’ them or their money. Neediness is a HUGE turnoff. Just think about a romantic relationship for example… If one person becomes ‘needy’, it will automatically push the other person away. It’s just a simple law of relationships. So just remember this before you pick up the phone, and I would also suggest taking a few deep belly breaths before-hand to get calm and centered.

Closing Leads: Step 1. Starting The Conversation…

So when I call leads, I always start with, ‘Hi, Susan?’ and then pause for a response of either yes or no (I’ve found this to be more effective than asking, ‘Is Susan there please?’ You’ll sound less like a telemarketer!) When I hear her say ‘yes, this is Susan’, I then follow with ‘Hey Susan, this is Katie Freiling, how are you?’… And then I pause for a moment to see if she recognizes my name.

Like I said before, most of the time my prospects will already know who I am because of my attraction marketing and sales funnel. If she doesn’t recognize my name, I’ll say ‘This is Katie Freiling from www.mydomain.com. I just noticed that you had visited my website recently requesting more information and so I wanted to touch base with you personally to see if there was anything I could do to help you out.’

When you start the conversation by asking what you can do to help them, this is psychologically much more powerful. Your prospect won’t immediately feel like you are just trying to sell them something, they’ll feel like you’re here to help! All networking techniques are based on the premise of ‘Help First Ask Last’. Once you help someone, they are much more likely to be receptive to your offer afterwards.

Closing Leads: Step 2. Ask Relationship Building Questions…

After I say this, I always follow with, ‘But first, I’d like to know a little more about you!’ I then ask her what she does for a living, where she lives, why she’s interested in a home business or my product, what her goals are, what she’s looking for, etc. I always try to get them talking about themselves as much as possible before I answer any questions. This is a great trust building technique… The more you can get someone to open up to you, the more likely they will feel like they can trust you.

Just remember, this is not about you! The conversation is always about your prospect… their goals and their needs. Don’t start going on and on about yourself!

With that said, you do want to find some commonalities between the two of you. For example, if Susan starts talking about how her dream is to go to Europe on vacation and I’ve been there myself, I can say, ‘Wow, I love Europe. I was actually there last year and from what I know about you so far, I think you’ll love it too! Let’s do what we can to get you there!’

There’s usually always something you can relate to in a conversation, so just make it a point to do that. These commonalities create a bond between the two of you and this will strengthen the relationship immediately.

Closing Leads: Step 3. Know Their ‘WHY’…

Once you know WHY your prospect is looking at a home business or looking to buy a product, you’ll know what angle to direct the conversation… For example, if you’re speaking to a successful corporate executive who wants more free time to enjoy life, you’ll want to make sure you position the benefits of what you’re offering as a solution to what she’s looking for. If she wants more free time, you don’t want to talk about how much money she can earn because that’s not what’s most important to her… You want to emphasize the benefits of having more free time when you own your own home business.

Essentially you are subtly positioning yourself or your product as the ‘solution’ to what your prospect is looking for and the direction in which you spin it will be different for each person.

Closing Leads: Step 4. Answer Their Questions…

So after I learn more about Susan and what she’s looking for, I ask her if she has any specific questions. I answer her questions to the best of my ability and if I don’t know the answer to something, I don’t pretend I do! I will calmly say, ‘That’s a great question and I know just the person who can answer it for you’ (And then you might want to 3 way that person in on the conversation) OR ‘That’s a great question and I know exactly where we can find the information you’re looking for. I’ll get back to you via email later on today with the answer’.

After all questions are answered or addressed, depending on how well the conversation is going, it’s time to ask for the close…

Closing Leads: Step 5. Asking For The Close…

Not asking for the close is probably THE biggest mistake I see new internet marketers making. If you don’t ask for something, don’t expect to get it! Now, if at this point, Susan is very interested and I know she just needs a little guidance with where to go next, I will say…

‘Well Susan, it sounds like you are a great fit for what we’re looking for and I’m really looking forward to helping you achieve your goals (or if you’re just selling a product, say ‘I know you’re gonna love xyz product’)… is there anything else I can do for you or is there anything else you’d like to know before we get you started?’

This encourages Susan to consciously think of her own objectives. At this point, I’m pretty much asking her what’s stopping her from making her decision. Sometimes your prospect will need some more clarity about something or need some time to think about it or discuss the decision with a spouse.

After I ask for the sale, I never push anything. If Susan says there’s nothing else she needs, then I say ‘Great, what name would you like on your account’ and I get her information right then and there over the phone. If she says she needs time to think about it, I say ‘Great, well here’s my number if you have any more questions and let’s plan on touching base in a few days’. I then follow up with her in a few days to see where she’s at…

And that’s about it! If you follow this guide, you will become a master at closing leads very quickly just like I did. Just remember, closing leads over the phone is not about ‘convincing’ or ‘pushing’. No one likes a pushy salesman! We are just here to guide and facilitate people in making the decision for themselves.

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{ 27 comments… read them below or add one }

Grover LeBlanc May 13, 2009 at 3:31 pm

Dear Katie,

Hi there. I want to commend you for the wonderful service you are providing.

I have been a loyal subscriber of yours for awhile now, and I really appreciate you and all that you provide.

Wishing you many more Blessings,

Grover LeBlanc – Personal Life Coach & Trainer / International Global Leader

P.S. – Have a wonderful and abundant life !

Reply

Joe Shaw May 27, 2011 at 9:31 am

I want to add a great big exclamation point to what Grover said about Katie. I’ve been following you for about 9 months now and have be extremely pleased with all the amazing content you give out for free.

I’ve learn TONS from you Katie. Thank you!
Joe Shaw

Reply

Keion Boyde May 13, 2009 at 4:33 pm

Once again you have providing us with some great info katie. Great stuff. Your phone presentation is very personal and most important very natural. I really like the detachment part. have a great day!!!

Reply

Patrick Williamson May 13, 2009 at 4:38 pm

Fantastic training article! I’m going to refer to it in conversations with my own leads.

Reply

Seth Badu May 13, 2009 at 5:43 pm

Hey Katie,

As usual, incredible info. This is a topic that just NEEDED to be discussed as i’m sure many of us reading this have struggled or still struggle with prospecting on the phone…

Too many people assume that since their opportunity claims “Nocall”

Reply

Johnny Wall May 13, 2009 at 5:45 pm

Katie -

Great training. You really covered the essentials of effective communication and prospecting in this post. You just gave people a ton of value there.

It’s all about authentic, service-based relationship building for a very successful home based business. Kudos!

You Rock!

Reply

Seth Badu May 13, 2009 at 5:47 pm

Hey Katie,

As usual, incredible info. This is a topic that just NEEDED to be discussed as i’m sure many of us reading this have struggled or still struggle with prospecting on the phone…

Too many people assume that since their opportunity claims “No Calling Prospects” or “No Rejection” that their “systems” will automatically close sales for them.

And this couldn’t be futher from the truth. Thank you for sharing you insight on the crucial component in our industry.

To your success and nothing less,

Reply

Art May 13, 2009 at 7:04 pm

Hi there, Katie,

I enjoyed reading your Closing Techniques 101, and I think that you’re
right on the money! As soon as your prospect notice your “canned conversation” she will drift away slowly during your conversation. It
sounds like during the interview you are polite but penetrating. I like that.
Been there done that. And it works all the time, if done properly. Just
be yourself and always sound sincere and really caring…just enough to
earn your prospect’s business. Don’t exaggerate either, unless you want to sound like a fake friend! People can sense when you’re only out there to make a quick buck! They also can tell whether you want to build a relationship business with them. I prefer the latter.

I guess your body detox you mentioned to me the other day is working well with your relationship business, huh? Good for you! I’m happy to hear that!

Thanks for your updates. Take care. We’ll talk to you soon.

All my best,

Art

Reply

562networks.com May 13, 2009 at 9:50 pm

Wow you sure are busy with all this whatever it is you do…

Ive been getting alot of traffic on my business site http://www.562networks.com nothing really much to it but also you need to focus on a specific type set or demograph

Reply

Steven Saliba May 13, 2009 at 11:45 pm

Katie, that was excellent! I will actually print this out. This is something you can sell. Thanks a lot. I will put this into action.

Reply

Katie Freiling May 15, 2009 at 3:31 am

Hey everyone, it’s so great to get your feedback! And I’m happy to hear you all got some great value out of this post! This is a serious ‘gem’ if you take action and follow this guide… And trust me, it works!
:)

Reply

Jim Hoy July 29, 2009 at 6:03 am

Katie you are an inspiration and wise beyond your years. Thank you for your valuable insights and information!

Jim

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Troy Anderson August 17, 2009 at 11:06 am

Katie, I’ve had a lot of training ~ both online and offline, and this is one of the simplest explanations of closing leads I’ve read. It’s all about being “genuinely interested in other people.” Thanks!

Reply

David Wood October 6, 2009 at 11:35 pm

This is a GREAT post! I think the most important point, though, is that it is EASY to close the kinds of leads that you get…

(Mine are easy ,too) If you’re using old school marketing strategies, you’ve got to plough through massive rejection and frustration, whereas you and I really don’t ever have to deal with that sort of thing because of how we market and position ourselves to our leads.

As always, I love it Katie!

Dave Wood
.-= David Wood´s last blog ..Relevant Content: The Key To Creating LASTING Wealth, Traffic, And Abundance Online =-.

Reply

Amarjit December 15, 2009 at 4:54 am

Hi Katie,

Awesome post! Its amazing we loose our strategic approach when we get down to that nitty gritty. I also like the way you have combined personal growth with business success because I believe personal development perceeds anything you are trying to achieve in outside world.

Regards
Amarjit
.-= Amarjit´s last blog ..Internet Marketing London Campaign – Do You Know Who Your Ideal Client Is? =-.

Reply

Shannon Tecson March 7, 2010 at 4:04 pm

Great information Katie! :) I am absolutely loving the learning here in your community.
.-= Shannon Tecson´s last blog ..Amongst Other Gifts You Can Gain Through A Home Based Business =-.

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Sarah S April 23, 2010 at 4:27 pm

Fabulous article Katie! I have a question for you! I am looking into creating an attraction marketing type site for my business but as our business usually involves “kitchen table” appointments with prospective clients, how would I sell to the leads that are generated from around the country (or even out of it)? Also how am I supposed to recruit and train people that live no where near me? Thanks Katie!

Cheers!
Sarah

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Rachel Henke May 12, 2010 at 12:15 pm

What a brilliant post Katie. It’s great to see you being open about the need to actually call people. I think many online marketers give off the idea that when you master generating leads online you never have to do anything else!

I too generate lots of leads and sometimes they call us right … sometimes we call them and it’s all good.

Interestingly enough your approach is almost exactly like Dani Johnson’s but as we have our own unique leads its just easier to make it happen.

Thanks for sharing and I’m enjoying the Unified Tribe immensely!
.-= Rachel Henke´s last blog ..Social Media Marketing -To Blog or Not To Blog for MLM? =-.

Reply

staci June 16, 2010 at 8:53 pm

Hey Katie,

This is great information. I know I’ll be coming back to this page to review it again.

Awesome stuff
Thanks,
Staci Brock

Reply

Jennifer May July 12, 2010 at 11:36 pm

Hey Katie! I have read this post a few times and haven’t commented yet.. (no idea why)… with that said I want to thank you for sharing the TRUE way of prospecting. I have followed similar rules when I am closing leads and it worked wonderfully.

In addition when you truly come from the heart (and with your tips above that is where it is coming from)… the prospect will know and feel that. People want someone they trust, not someone who is just trying to “Sell” them.

Great tips and I loved how you got into detail! :)
.-= Jennifer May´s last blog ..WHY Is Having A Blog So Important To Your Success Online =-.

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TJ Chambers July 23, 2010 at 11:43 pm

Excellent tips Katie. I have done some phone work with my ADHD website where I promote products to help people.

Most of the time they just want to know where to buy. Its always a great feeling to be on that side vs trying to get someone to buy and having to convincing them.
.-= TJ Chambers´s last blog ..Jul 21- MLM Lead Generating Training With Cutting Edge Marketing =-.

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Erin Smith August 5, 2010 at 7:15 pm

Hey Katie,

I always love reading your posts! They are so clear and straightforward. I love how you explained that you are not being a pushy salesman but are really having your prospect sell themselves. I used to be scared to call people, now I don’t think twice about it, and now I need to refine my closing skills.

One question I have. You say that you ask for their information and get it right then and there over the phone. Do you get their credit card info and everything right there over the phone and just sign them up?

~Erin
.-= Erin Smith´s last blog ..The Secrets To Not Earn Any Money… Anyone With Me! =-.

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Joe Shaw September 28, 2010 at 12:20 pm

Katie,

I love how you said you really didn’t have a script so much as a you were just asking really good questions. Wonderful article on attraction marketing. Thanks!

Joe Shaw

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Carlos M. September 28, 2010 at 1:55 pm

Hi Katie,

this are great tips.
Carlos M.´s last blog post ..Demi Lovato Tells Americas Next Top Models She Was Bullied

Reply

Luis October 4, 2010 at 6:09 pm

Hi Katie,

This is awesome. You rock
Luis´s last blog post ..Losing Weight with Green Coffee

Reply

Aarif Deenar February 23, 2011 at 10:10 pm

Katie you simply rock and thanks for your leadership :)

Reply

Siddarth Rajsekar September 1, 2011 at 12:15 pm

Great post Katie!

Reply

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