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What
happens when someone calls you and you don't
recognize their name or their voice, or their
company? What do you say?
What do you do?
What thoughts usually run through your mind?
I
know, you know…we all know. Most people
usually think to themselves, "How do I get
this person off the phone?" And if you are
well coached by parents, spouses, and lots
of your own experiences…you probably have
a couple of good ways to do that.
You
might say:
"Oh,
I am sorry, I am no longer interested in that
sort of thing" or,
"Oh,
no …I'm not interested…(click)" or
if you really want to emphasis the point,
"Oh
no,no,no …I am just not interested", or
the polite one,
"Geez,
this isn't a good time, could you call be back
in a few …?" or,
"Where
did you get my name from? I never did that…" or,
I
think you get the message. I believe there are
experts teaching some course out there on How
to Blow People Off The Phone. And I think the
seminars are packed.
Don't
get down though. Most of the times, once you
learn how to get through this, the rest is easy.
What is needed is a good IceBreaker. Something
to break the Ice.
The
most important thing for you to realize is that
when you are making a phone call, you need to
put yourself in the place of the prospects you
are calling.
Don't
be naïve. Your prospects are not waiting
by the phone for you to call. The chances are
pretty good that when you call, you are interrupting
something. It might not have been very important.
They could have been watching TV, or maybe reading
the paper. They could have been eating diner
or playing with the kids.
Since
your prospects are going to be preoccupied as
they answer the phone, the first thing you need
to do is break their preoccupation. It sounds
simple, doesn't it? And it is.
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Your Icebreaker will
be successful if it satisfies the following conditions:
It should
generate two questions in the mind of the prospect…
- "Why
should I continue to listen to you?"
- "What
is it?"
You need to develop
a level of curiosity. Your Icebreaker should
not explain or give clues about our program.
That comes later. Keep the curiosity going.
Once you have satisfied
that, why should they listen any further. You
need to get them to listen to you first.
Additional
tips:
-When calling
initially, before you dial the telephone number,
dial *67. The "*" button is the one below the
number 7 on your telephone keypad. This blocks
your number from appearing on caller id.
-When calling
be upbeat and enthusiastic…use their first
name in the initial approach. Almost as if
you were already friends.
-I prefer
a slightly longer Icebreaker than most people.
Shorter ones work too. But here's why I like
the longer ones: You will never hear anything
within the first 20-30 seconds that you want
to hear…don't
pause. Go straight through your Icebreaker
Here are a few examples:
- Hi Joe,
this is (your name) calling from (your city
or state) and the reason why I am calling
is that we pay a leading company to go all
over the country to find people that are
sharp, people that are energetic, people
for whom our business would be perfect for.
And a while back you spoke to one of our
profilers and they were impressed with you… as a matter of fact
it shows here that you are…(sprinkle in
some information you might know about your
prospect)… and the reason why I am calling
to introduce myself to you, I am pleased with
the opportunity of speaking with you, and I
wanted learn more about you to see f this is
something we should be discussing further."
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Learn how to create
an Icebreaker that feels comfortable for you.
Once you have the
conversation opened a bit, use your favorites
among the following thought provoking or posturing
statements: Write another 10 or 20 of your own
after these.
I’m working on
a project and I’m looking for the right
person…
Do you keep your eyes
open for expansion/diversification?
It may or may not
be for you
Do you keep your mind
open to making money in other areas?
For the right amount
of money, would you be interested in finding
out more?
How open-minded are
you?
I’m not sure
if there’s a fit here, but…
Would you be open
minded to hear about a business if it could potentially
add substantially to your income, without jeopardizing
what you do now?
Do you keep your eyes
open for expansion and diversification?
Do you keep your eyes
open to making money in areas outside of what
you currently do?
Ever think of owning
your own business?
I’m working with
a company that is actually (not theoretically)
retiring busy people 15 to 20 years early. Does
that sound like something that interests you,
or not really?
If I could show you
a business model that wouldn't’ jeopardize
your current situation, would you be open to
hearing about it?
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Now here's where
you add yours: Flex your mental muscle here.
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