Now that you’ve met somebody and discovered that they’d be an ideal candidate for your business, where do you go from there?
Watch the video below to continue in our series about prospecting.
(If you missed last week’s video, watch it here.)
Let’s recap where you’re at in the conversation with your prospect:
- You’ve built rapport with that person.
- You’ve discovered that they may be interested in a home-based business.
- Now you need to get them to look at something relative to your business.
You do that with an invitation, and the invitation starts with a question.
“You said that you’d be interested in having more time at home with your child… If I could show you a way to make that happen, would you be interested?”
When they say yes, you can follow up with:
“I have a video I can send you. Would you be willing to watch it? It’s only a few minutes long.”
Again, they’ll say yes.
At that point, you want to ensure another chance to talk with that person – a followup. You want to get on the phone and be able to talk with them in more detail.
A good way to bring this up is to say:
“You’re willing to look at the video. It’ll be a few minutes long – 5 minutes max – would you be willing to look at it tonight? And should I give you a followup call tonight or would tomorrow be better?”
And when they say to you, “Oh, tomorrow would be fine. I’ve got some time around 10 am.”, that’s the moment you pull out your phone, set the appointment, and confirm with them again.
“So, I’m going to talk to you at 10 tomorrow, you’ll have watched that short video and we’ll have a conversation about it.”
Now, if you’re new in the business and you’re talking about a business opportunity, I strongly suggest that you bring somebody else on the phone with you at that time.
If you want to introduce that concept to the prospect, you can say, “I think that what you’re going to see will raise more questions than it answers. I’d like to bring the person training me on the phone too so that they can make sure I give you the right answers.”
They’ll say “Great!”
After that, end the conversation by saying, “I’ve kept way more of your time than I intended to. I know you need to go meet some people and I do as well, so we’ll talk tomorrow at 10.”
Next week we’ll talk about what to do when you have that person on the phone, and how to “close” them.
Don’t miss it!
Lorna Rasmussen
What Did You Think of Prospecting: The Ultimate Conversation Guide?
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