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.
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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