MLM Training: How To Call Bad Leads - Part 1
If you have been purchasing leads over the last couple of years,
you have found that lead quality is way down. Let's be honest,
right now there are very few quality lead sources out there.
Every time we think we've found one, and recommend them to
someone, we get let down - so now we don't recommend anyone.
Before we show you a highly effective method of calling bad
leads, let's define what a bad lead is. We would define a bad
lead as:
1. Someone who is not looking, or 2. Someone who has filled out
a form for information but has received so many calls they are
not interested in talking to anyone, or 3. Someone who claims to
have no money, or 4. Someone who is not interested in this
industry, or 5. All of the above
Let us know if we missed someone.
If you do what most networkers do when calling bad leads, you
will first try to qualify the prospect. They will try to find
out if they actually did fill out a form. They will want to know
if the phone number is correct. They will want to know if the
person on the list actually lives there.
All networkers do these things, and they tip off the prospect
that this is a sales call. They also do something that is fatal
to the networker...they hand over control to the prospect. Now
here is a very important point: when a prospect is given
control, and they believe they are about to be sold something,
they will end the call.
Read that last sentence again, because it is very important.
Here is what most opening calls sound like:
Typical Networker: "Hi, Bob. This is John Smith in Ohio. How are
you tonight? Bob, do you remember filling out a form requesting
information on starting a home-based business?"
Okay, if this is a bad lead, you are not going to get much
further than this. You have just given the prospect the opening
to end the call, and most prospects will take it. The opening
was asking them if they remember filling out a form. Never ask
that question. And - John Smith in Ohio? I don't know anyone
from Ohio. The prospect thinks this is another amateur
salesperson. How fast can I get this person off the phone?
Here's an example of another opening:
Typical Networker: "Hi, Bob. As a fellow networker, I thought
you might be interested in this business I'm involved in. Is
this a good time to talk?"
In this opening, you've tipped your hand right away (which is
okay, by the way). The problem is, if the prospect has negative
feelings toward the industry, you just put yourself in a hole.
If they don't have negative feelings about the industry, the
next sentence, "Is this a good time to talk?" gave the prospect
the opening they needed to end the call. We will show you what
we mean in the next example.
In both examples, the networker is trying to qualify the
prospect. If you want to be more effective in calling leads, you
must try to disqualify the prospect. In Conversational
Recruiting