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03/26/08 |
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Welcome To Our Work at Home Divas OnLine Free Articles For Your Needs!
Fact or Myth? -------The 600 Pound Phone
In any marketing or sales business, the major obstacle to success is simply making the call to the prospect to set an appointment to meet with them. The fear of rejection or what others will think prevents many from achieving true success. However, with a little preparation, a dose of healthy attitude, and a lot of practice, you can turn dread into anticipation. To borrow one of my husband’s favorite phrases, “If you can’t have fun, why show up?” After all, keep in mind that you can not loose anything you do not already have. Before making the call, you do not have the prospect, so if he or she is not interested in what you have to offer, nothing has been lost! Therefore, there is no such thing as rejection. When you listen to someone successfully make an appointment with a prospective customer or business partner, you may be thinking, “I will never be that smooth and relaxed.” Believe me, every successful person in your business started exactly where you are today. That person who seems to be so polished has already received numerous “no’s,” but persisted with a lot more practice in order to achieve the level of professionalism you are hearing. In many home businesses, income is based on results, rather than a salary or hourly wage. Results come from appointments, and appointments only happen if you make the call to your prospect. The math is simple. No calls = no appointments = no results= no money! By following a few simple steps, you will soon be looking forward to setting appointments each day.
Step 1. Have a script in front of you every time. Know in advance what you want to accomplish, what information you wish to gain, and what information you need to relay. Keep the script simple and in your own words. I prefer to use a bullet point outline, so as not to sound as though I am “reading” a script. A script allows you to lead the conversation, while at the same time establishing rapport.
Step 2. Pick up the Phone and Dial. Just do it!
Step 3. Introduce yourself and give the game plan. When your prospect answers, identify yourself, tell them why you are calling, and confirm this is a good time to talk with them for only a few minutes. Here you are establishing respect for his or her time and informing the prospect you will not be on the phone for a lengthy conversation. Remember, your purpose is to get an appointment with them. Once you have established that the present tine is good, then give a synopsis of how your time will be spent. Ask permission to ask a few questions if you are interviewing for a business partner, and let them know you will be open to their questions.
Step 4. Interview questions. When searching for new business partners, have a list of questions ready that will allow you to determine if this is a person with whom you wish to work. Why is it important for them to be able to work from home? How much time can they devote to a home business each week? How much income will make a difference in their household? What skills do they already have? Are they self motivated and dependable? Listen to the answers and interact. This is not an interrogation, but instead a fact-finding conversation. Thank the prospect for answering your questions.
Step 5. Tell them what you do. Explain in only a few sentences what you do and what you have to offer. If you have an interest in the prospect, and he or she is curious to learn more, set the appointment. Give them only two options at a time for establishing the appointment time. For instance, “Is morning or afternoon better for you?” “Would 2pm or 4pm work?” In other words, your time is valuable. Only give options for when you are available. Never say, “I have nothing scheduled all day, so when works for you?”
Step 6. Answer any questions the prospect may have. Be thankful for questions, answer directly and briefly, but reiterate that all the details they need to make an informed decision will be covered thoroughly in your next appointment. Reassure them that you expect them to have more questions, and you will be available to answer them.
Step 7. Confirm the appointment. Reiterate the plan for the appointment. Request a commitment that the prospect will give you the courtesy of a call if for any reason he or she cannot attend. You will want to give that slot to another prospect!
Your success depends on skills, but all the practice and preparation in the world will not substitute for a good mental attitude about picking up the phone. Understand that while your business or product may not be for everyone, there are many more people out there simply waiting for your call. Pick up the phone and call them now!
Article Source: http://www.wahmchoices.com
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