December 15th, 2014
One of the standard greetings I’ve heard Distributors who are calling leads or people they don’t know for the first time is… “And how are you today?”
Unless it’s someone with whom you are really familiar… DON’T ask this question!
Here’s 3 reasons why…
- It sounds insincere. 99% of telemarketers ask it and even if you’re sincere, people are tired of it and subconsciously react against it- including you!
- It’s an ineffective opener. It’s an old selling technique used to break the ice. It never did work and it still doesn’t! In fact in most cases it will create and thicken the ice.
- It wastes time – yours and theirs. You have nano-seconds to establish rapport and get across your message of how you might be of help. Asking how are you and waiting for their reply takes about 4 seconds. You’re doomed!
Instead, – Get down to business right away
Use a version of your Personal Introduction Speech that puts the focus on the person you’re calling. It immediately establishes the potential of” what’s in it for them” that will be hard to resist. People will respect you for that.
(Details on how to do this is in chapter 11 in my book, and also on my CD’s “12 Ways to Start Effective Conversations Without Fear“.)
After you’ve introduced yourself, here’s a few opening beginners, with which you can add your information or Qualifying Questions…
I’m calling because you requested information about… is this a good time to talk?
I’m calling because you expressed interest in starting your own business… Is this a good time to talk?
I’m calling because we help people who are concerned about not having enough invested to create an income for a comfortable retirement… is this something that might apply to you?
I’m calling because there are many people who cannot afford disability insurance and are worried about what might happen if they cannot provide for their family, and we offer a no cost way of taking care of that. Is this something that might of interest to you?
The less you sound like a scripted telemarketing salesperson the more people are going to be interested in you and what you have to propose. – Original article