Lead Conversion
One Little Question That Will Immediately Qualify A Prospect
We as marketers have to know the fine art of conversation. Not just how to have one, but also how to spin one to go the way we want it to go so that the end result is positive for us and our business. And we have to know how to do all this without being insensitive or pushy to the person on the other end of the exchange.
Now we know that we will never know if a person is really a good prospect until we qualify them. That means we have to find out if that person has a use for our product or is looking to make a change in their life that may include our business opportunity. We need to uncover as much information as possible about the person to answer this question. So we start out by building a rapport with that person and asking general questions about their lives. “So, what do you do?” “How long have you done that?” “Do you like it?”
But to uncover their hidden motivations or needs, we have to stop the chit chat and ask the question that allows us to turn the conversation toward a solution for them and a sale for us. After you find out what they do and whether or not they like it. The next question sets you up to uncover their dreams and gives them a chance to explain why you should approach them.
Here’s what you say: “Have you ever thought of doing anything else?”
If they say no, then they are no longer a prospect. They must love what they do and that’s great.
If they say yes, allow them to expand on that thought to include what else they really wanted to do. Then introduce them to your industry and ask them if they have any experience in network marketing. Be very upfront. This will go a long way with your credibility and positive experience. This is not the time to be secretive and invite them to an undercover meeting with half-truths and decoys.
The same sentence can hold true with a potential product-only customer. Ask them what their experience has been with certain products and if they mention anything negative, ask them if they have ever thought of using anything else. Then introduce your product if they answer in the affirmative.
Let them tell you they are looking for something else before you approach them with a solution and your results will be proof positive that this approach works.
Use these questions on people you meet as you’re out and about, on social media friends and connections, and people you haven’t spoken to since high school. As long as you first build the relationship and then find out if there is a need, the conversation will not be not be met with rejection. They may even thank you for being so helpful.
I’d love to hear your thoughts and even your own qualifying questions that you use. Please share this content if you like it and remember to sign up on the right for more free marketing training for network marketers.
Gretchen
P.S. Here’s what I highly recommend if you are you still not sure what to say or need more quality prospects? http://bit.ly/EndlessFreeLeads
Can You Have Too Much Posture?
Having posture is a phrase that is tossed around in the home based business industry as a way to teach new recruits how to carry themselves and speak to other people. It has been used as a way to help people overcome negativity, deal with rejection, and generally change their mindset into one of a leader or expert.
Many beginning networkers have been told to “Posture Up!” (and I say this from experience) in their tone of voice, body language, etc, as a way to let potential prospects know that your time is very important and they won’t waste it on people who are not serious about doing business, changing their lifestyle, making more money or whatever the business opportunity promises.
But do you think there can be an attitude of having too much posture? Although the tendency is there for a newcomer to network marketing to use their posture in a way that is offensive to others, I think we can chalk it up to inexperience and move on. But when an experienced networker tackles you with too much posture, you can feel like you have been run over in words. You may have started out looking up to this person and feeling privileged to speak to them and be left feeling like a speck of dirt on the bottom of their shoe which probably cost more than your whole wardrobe.
There is a fine line that experienced networkers need to walk between knowing they’ve got the goods that other people want and treating people with the respect that other human beings deserve. There is no reason to flaunt your knowledge and the importance of your time and attention to someone brand new to the industry.
There is so much more to be said for meeting people where they are no matter what phase of life they are in and relating to them one-on-one, getting to know them and their motivations, desires, and goals. Then you can let them in on how you are the best teacher to show them the things they need to know. It is even okay to let people know that you are so very busy with new leads and new business partners that you may not have time to speak to them every day or even at all unless they persistently ask you for help to build their business. This weeds out the business builders who don’t build without being rude, cocky or arrogant.
Unfortunately nearly everyone has had a bad experience speaking to a network marketer, but this business is no different from any other in which you have to treat people as equals and respectfully because even if you have paid your dues and made it to the top, you were new once, too. And if you can’t treat people with the respect they deserve, then people like me will always be there to reap the benefit of your bad behavior when they call me instead.
For more information from a networker who values integrity in business, be sure to sign up for the free marketing training to the right. If you leave your number, I’ll be sure to holler back.
Try This Simplest of Strategies To Convert Leads into Partners!
I have used this simple strategy from the very first day I set up my website and since then I have gotten lots of compliments on my website and my front-page video.
The simple strategy I use is so mind-bogglingly simple that you I am warning you, you might smack your forehead when I tell you. Okay, here it is:
I Act Real!
I use a video on the front page of my website that is actually the very first video I ever made just to prove to people that you do not have to be high-tech to have a successful website and you do not have to produce professional videos to connect with your visitors. I have had many compliments from my website visitors who were impressed with that video because it made them feel like they could make their own video at least as well as mine if not better. It gave them confidence to make the effort to make their own videos.
My sincerity and transparency resonates with my potential partners and they gain assurance.
I have also had people tell me that I write the way I talk. So when I write articles or e-mails to people, they can almost hear me reading it because most times they have heard me speak and they can visualize me saying the words. This is just another way I connect with people by being real. I am not an internet guru that is unreachable. I am a real person with a real voice and I write my own articles.
This strategy was shared with me prior to setting up my website by a man who said his conversion rates were actually higher on his website when he left the less sophisticated video on his front page. Prospects seem to bond with the authenticity and they are more likely to sign into your website, they will look you up in other places to learn more about you and they will be more likely to buy from you because they trust you more.
For other simple strategies that make a huge difference in your marketing, check out http://www.FocusOnNetworking.com, my training site.
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