One of the most successful skills that you will learn when working a Home Based business is Prospecting. While the idea of prospecting can be very intimidating at first, it is actually a pretty simple thing to do once you know how.
Rather than trying to memorize a script, I recommend that you use an outline of the key topics that you want to cover during your call. This will allow you to be more relaxed during your call, and will allow the conversation to flow more naturally.
After you have done this enough times, the conversation will be totally natural. Think about your favorite actress or actor on TV or in a movie. They have gone over their role so many times that it became second nature to them.
With that being said, here are the 5 steps that I follow every time I call a new prospect:
Step 1: Introduction/Get Permission
Introduce yourself to the prospect and tell them the purpose of your call. Then simply ask them if you have reached them at a good time. If they say yes, proceed to the next step. If they say that you have not reached them at a convenient time, simply schedule a callback for a time that is convenient for them.
Step 2: Qualification/Building a Relationship
During this phase of the call, you want to find out about the person you are talking to. You want to ask a series of questions such as “What kind of work are you doing now?” or “Have you ever done any sort of Home Based Business?” The idea here is to find out about your prospect in order to find out why they are looking to start a business. You are also gauging whether or not they will be a good fit for your business. Always remember that you are looking for quality people, and you can choose who you want to work with.
Step 3: Give a 15-20 second overview of your company
Once you have properly followed up with your prospect, you want to give a very high level overview of your opportunity. You do not want to give a full presentation, get into the explanation of your companies compensation plan, or get into training about how to work the business. The intent of this overview is to give your prospect a sense of what it is you have to offer, and most importantly…what it will do for them. I then tell the prospect that I am going to forward them an email after our call. The email will contain links to a prerecorded business presentation, and general links about my company. You could also send them a CD, invite them to a live webcast, or some other type of presentation.
Step 4: Schedule the Follow-up call while on the initial prospecting call
You want to stress to your prospect that you would like them to view the information that you will be sending them in an email. Then ask them if they can view it sometime over the next day. You want to schedule a follow-up for the next day.(sooner if possible. Basically you want them to view the information as quickly as possible.)
Step 5: Summarize the call
At the conclusion of your call, summarize that you will sending them an email with more detailed information on your company. Also, restate the date and time of the follow-up call. Immediately following your call, send them the promised email. Then do this process over and over again with each prospect.