| As I build my home business, I regularly | | | | Pretend you are talking to a neighbor over the |
| encounter folks who work and work - and do all | | | | backyard fence, if you can. |
| of the right things to attract the necessary traffic | | | | Tip#3 |
| and quality leads to their business - working | | | | Have a template for basic information you need |
| feverishly to get that phone to ring. | | | | to acquire from an initial phone conversation with |
| And then one day - it actually rings! Panic sets in. | | | | any prospect. |
| What to do? What to say? | | | | 1) Don't you want to know if this person is a |
| When I started my business, I had 35 years of | | | | winner? Ask about his/her career. Get a sense of |
| executive recruiting behind me. I am quite | | | | motivation and direction; setting goals and |
| fortunate in that "the phone thing" just comes | | | | achieving. |
| naturally for me, after all this time. Well, we all | | | | 2) What are his/her motives for a home |
| tend to live in our own little worlds - and that is | | | | business? Do they make sense? |
| why I was at first caught off guard when I | | | | 3) Are the expectations realistic? Are they |
| discovered that many people who launch a home | | | | laboring under the "get rich quick" myth - which is |
| business have never really sold or recruited. For | | | | so often perpetuated by some websites? |
| some, the "phone thing" can present a really | | | | 4) What are the person's income needs and |
| daunting challenge. | | | | expectations? Do those goals match up with the |
| Let me try to offer some help. Before I do, I | | | | prospect's capacity and willingness to spend |
| want to allude to one of my internet heroes, Mr. | | | | sufficient time and money? |
| Mike Dillard. I've heard Mike talk about how he | | | | 5) Has this person ever owned and/or operated a |
| was once a shy introvert - quite fearful that one | | | | business? (Caution: Some people are |
| day, a prospect would actually call. Well, we all | | | | overwhelmed and over-matched by this.) If you |
| know where Mike is today; and his success story | | | | can, try to get a sense of independence, the |
| should offer considerable hope for the "phone | | | | ability to work without a staff or a lot of |
| challenged" among us. | | | | structure and supervision. |
| Tip #1 | | | | Tip#4 |
| Get over yourself. What do I mean? Take an | | | | Relax, have fun! Whatever you do, dispense with |
| immediate interest in the prospect. Become | | | | any thinking of, "I've got to have this sale!" That's |
| "prospect-focused". Believe me, this is a major | | | | the killer! Believe me, your prospect will feel this |
| step in getting over the jitters and angst over | | | | intensity, as well. You golfers could think of it this |
| what YOU are going to say. | | | | way: You are trying to hit a 300-yard drive by |
| Tip#2 | | | | gripping the club tighter, and quickening your |
| Get the prospect to talk. Shouldn't you be trying | | | | rhythm. You know what happens! |
| to extract information? What is your goal here? | | | | Follow some of this advice, and you can make |
| The best sales and recruiting professionals in the | | | | the telephone portion of your home business the |
| world will tell you: The most effective interactions | | | | most enjoyable and most productive dimension of |
| happen when the prospect talks twice as much | | | | your entire home business. Take my word for it. |
| as you. Remember to be tactful; non-threatening. | | | | |