K.A.R.M.A. of Phone Prospecting
by Scott Adams
Published on this site: July 26th, 2005 - See
more articles from this month
Do you ever wake up on the wrong side of the bed? Does the
rest of the day just follow suit? Have you ever thought that
your attitude towards the day might just be coming back to
you through misfortunes and bad things through out the day?
Well it happens and it is called KARMA.
KARMA is defined as if you put a negative out there it will
come back to you in the form of another negative. So you could
say you get back what you put out there.
So lets relate that to your calling of leads.
If you put out a negative presentation you get back a negative
result commonly phrased as "I am not interested",
"Is this a pyramid scheme", "Is this MLM",
or "does this cost anything". So how do you create
a positive presentation in order to get back a positive result?
Let call the process of creating an effective phone presentation
the K.A.R.M.A. of Phone Presentations.
KNOWLEDGE of the industry is the first thing you need
to consider when putting together your presentation. You see
if your prospect doesn't have a basic understanding of the
MLM business model it will be virtually impossible to develop
a successful downline partner. You need to be sure they have
an understanding before you can expect them to be productive
in your downline. The best way to find this out is to ask
early on in your conversation if they could define MLM or
Network Marketing.
ACTION step is required at this point. You need to
go one of two ways. If they understand MLM or Network Marketing
you can move onto the next step. If they don't understand
the industry your best move is to educate them before you
move into any kind of presentation of your company or product.
Make sure you have some websites or emails that you can send
them in order to educate them about the industry. Wouldn't
you agree that if you were going to start a restaurant business
you ought to know something about the industry? So why should
it be any different in our industry? Once you provide education
for them then you can follow up with them and move onto the
next step.
REASONS for each person vary. But as you and I both
know there are several reasons that are common and it is important
that you begin to find out why they want to start a home-based
business. This will begin to make a connection between you
and the prospect. You may even find out that you have the
same reason as your prospect. This stage is really a stage
where you get to know the person. Be sure to NOT ask how much
time and money they have to invest when getting to know them.
MATCHING the prospect to your business is the next
stage of an effective presentation. Use what you have learned
about your prospect and create a bridge between where they
are today and your opportunity. Let them know with confidence
that with all you know about them at this point you feel your
company is a great match for them and it would be worth it
to take a closer look.
ACTION time is again upon you. You must now give them
the next step in the exploring process. Your company most
likely has a process laid out for you whether it is to do
a 3-way call with your upline, connect them to a live presentation,
or simply send them to your website for more information.
Follow the K.A.R.M.A. presentation and you will be on your
way to getting the positive results you desire when calling
your leads.
Make it the Best Day Yet,
Scott Adams
Scott Adams is the owner of Home-based business Training
& Support company called www.Leads2YourSuccess.com.
The mission is simple - to help you grow your business!
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