More Wisdom From Tom “Big Al” Schreiter

Tom “Big Al” Schreiter

A great question to pre-sell prospects.

“Do you think a part-time job would be better for you than a part-time business?”
Most prospects will immediately attach themselves to wanting a part-time business. Working a part-time job until age 67 doesn’t sound like much fun.

Want to make presentations a lot easier?

Ask this question early in our conversations with prospects:
“So why did you decide to look at a part-time business or extra income?”
Then let our prospects “sell themselves” on the advantages of having an extra income. It is easier for prospects to believe their own ideas than our ideas.
Plus, we also learn where are prospects are “coming from” … which helps us understand their situation more.

Before starting our presentations …

We can ask, “If you don’t start a part-time business, or get an extra paycheck, what will you do?”
Our prospects don’t have an alternate plan. That is why they are talking to us. Now they will focus on looking for reasons to join our business, instead of looking for reasons why not.

Q. What is the #1 reason why prospects don’t return our messages?
A. They don’t want to talk to us. 😊

While humorous, this is also insightful. We have to give our prospects a reason to call us back. Our agenda, to recruit or sell, is not going to persuade our prospects to get in touch with us.

So if the benefit is big enough, the prospect will call back.

If we agree that returned calls have nothing to do with the prospect’s motivation, but everything to do with what we say, then we can concentrate on a better message.

One more thought. If we sound like salespeople, our prospect may have programs and issues with salespeople. We don’t want to go there.

Ask ourselves, why should our prospects call us back? If we’ve already told them everything they need to know about our business, there is no reason for them to talk to us again.

So what can we offer of value in exchange for our prospects’ return calls?

An interesting story of someone who is in our prospect’s current situation.A special book or audio or free report, but we need our prospect’s address or email to send it to them.An address to mail a sample.An important development that affects our prospect.A chance for a three-way call with someone that our prospect wants to talk to.

Things like the above may increase our callback percentages.

But, maybe we are really just asking the wrong question here.

Instead of asking, “How can I get my prospect to call back?” … Maybe we should be asking, “What did I say in the original conversation that keeps prospects from wanting to ever talk to me again?”

Something to think about.

Tom
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