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Some Basic Principles

The following principles are basic to all successful phoning, whether you call someone you know, make a cold call to a stranger, follow up after sending a letter, or respond when someone calls your ad. Many of these principles apply in any kind of sales, too. The five key principles are

1. Get prepared before you call.
2. Have the right attitude.
5. Open the conversation with a good lead.
4. Keep the conversation going effectively.
5. End the conversation with a good close.

Here's how to put into practice each of these principles:

Get Prepared before You Call

To get prepared, follow these guidelines:

Have a general idea in advance of what you want to say. Start off with a basic script or outline of the key points you want to cover. This way you make sure you cover your major points and in the order and manner you desire. You can modify what you say as the need arises, and you can train others to do the phoning for you. Use an outline if you prefer to be more spontaneous and ad lib the specifics; some people prefer this greater flexibility. But if you want a more structured, planned approach use a script; some people feel more reassured having it all down in black and white. Either way you can always revise your outline or script for the future, as needed.

List the key benefits of your product or service in order of importance. Then, you can go through those with the most appeal first, and if you encounter any objections, you can try to overcome these or go on to the next benefit.

Focus on one or two key products or services when you call. The company you represent may have dozens of products, but emphasize those that you feel will have the most appeal first.

Before you call, review what you want to say and be ready to slant it according to the interests of the person you are calling.


Have the Right Attitude

When you have the right attitude, basically an upbeat, positive approach, you will stimulate a more receptive response from the person you call. To this end, follow these guidelines:

Be enthusiastic and positive. Then, you convey a spirit of excitement about your products or business, whatever you say. You want to show that you think you are involved in a terrific program which is generating a lot of interest and excitement. Remind yourself of this before you call to help you get in this mood.

If you need to, take a few moments to put yourself in a positive, confident, calm frame of mind. Use affirmations, visualize the caller being excited—whatever you need to get your enthusiasm going.


Open the Conversation with a Good Lead

A qood lead helps to get attention and stimulate interest and sets the tone for the rest of the conversation. For a good lead, keep these points in mind:

To establish credibility and authority, briefly explain who uou are at the beginning of the conversation if the person you are calling doesn't know you. Give your professional credentials, and convey an image of authority with your tone of voice. Here's an example:

Hello. I'm Joanne Smith of Health Plus. We're a com-pany that's promoting health and fitness through quality products and helping others earn money by promoting these products.

To stimulate interest, start off with a strong lead-in that suggests the listener will gain an immediate benefit in listening to you talk about your product or money-making opportunity. So say something that's catchy, even startling, to get attention. You can present this as a statement or question, but in either case, keep your opener short and specific to spur your listener into wanting to learn more.

Some good openers include a leading question such as, "Could you use an extra $200 a month?" or a statement suggesting an urgent need to act now, such as, "l just heard about a great new gas saver that has a special offer on through this week."

The following examples provide some ideas on different approaches to use with people you know and those you don't. Note that a general lead-in which doesn't get into specifics may be fine for those you know. However, when you are trying to appeal to those you don't know, you need to use a more focused appeal that highlights the advantages of the product or business opportunity. This more focused approach is also fine with people you know. The following examples illustrate these principles.

They also show how the more focused lead-in can be adapted to either someone you know or someone you don't.

Examples of a General Lead-in with Someone You Know "Hi. I just heard about an exciting new idea. Can I come over and let's talk about it?'

"I've been thinking about getting involved in a new project, and I'd like to get your opinion. Can we get together later today or tomorrow to talk about it?"

"I just discovered a great new program, and we both can benefit. When do you have some time so we can talk?"

Examples of an Opener That Focuses on a Product or Service With someone you don't know, emphasize a benefit that you know has broad appeal. With a personal contact, try to personalize your lead-in so it applies particularly to that person.

(To someone you don't know) 'How would you like to save $50 a month on your grocery bills?"

(To a friend who has been struggling to lose weight) "How would you like to be able to lose weight and keep it off permanently?"

(To a friend who you know wants something) 'You know that new car you've been saving for? How would you like to learn how you can get it in a few months?"

Examples of an Opener That Focuses on a Business Opportunity With strangers, you can appeal more directly to their need; with people you know, it's best to be more subtle, perhaps even using the third-person approach, so they don't feel on the spot.

(To someone you don't know) "Would you like to make more money than you are making now?"

(To a friend) 'Do you know someone who would like to earn an extra $500 to $1,000 a month?"


Keep the Conversation Going Effectively

Some key ways to have a smooth, flowing, effective conversation are:

Get to the point of the conversation quickly, no one likes rambly calls that begin with someone asking a number of questions without explaining why. So establish your purpose quickly, and if someone calls you and isn't clear about why he or she is calling, politely ask the person to explain the reason for the call.

Briefly describe the program (or expand slightly upon what the person you are calling already knows). In making this description, emphasize the main benefits, and show by your confidence and air of authority that you know what you are talking about. And seek to get the person excited to learn more, since this is your main purpose in calling, to get people to want to meet with you to learn more.

So focus on a few key selling points and describe these briefly. For example, suppose you are promoting a health ogram and you speak to a college student who is active in iletics. You can briefly say something like this:

It would be a great program for you. The program will help you in your training. The vitamin pills will give you extra energy. The athletes who have used them report playing better, and even breaking past records.

Vividly describe your product, so others can literally see it. This makes your product more emotionally appealing, and helps to hold your prospect's attention after a good lead-in. Through a vivid description, you make that product really come alive for people. For example:

It's a fantastic health program. You drink these terrific-tasting drinks that look and taste like malts, exercise about a half hour a day, and listen to tapes that teach you how to change your attitude. In a few days, you'll see the pounds melt away.

Mention any special features that make the program stand out, such as testimonials by name people/ celebrity appearances on talk shows, and so forth. For example,

This famous football player (Flame of Athlete) uses these products, and a panel of celebrities who have used them will be appearing on the Johnny Carson show.

But don't say too much. Don't give out details over the phone. If people ask, explain that you need to meet with them personally to go into detail. Or they can hear about all these details at a meeting. If you say too much, you may satisfy their interest so they feel they don't need to know any more. Also, you take up too much of your valuable time In unproductive conversation.

If you talk about the business opportunity, it' s better not to mention unfamiliar terms, such as network or multi-level marketing, unless the person knows what these are. Preferably, call the venture a part-time way to earn extra income or a home-based business makes the business sound simpler, and it avoids triggering any misconceptions many people have about multi-level or network marketing. Also MLM or network marketing can be difficult to explain if people have never heard of these concepts. When you meet personally you can explain how the business works in your presentation. But for now, keep things simple and brief.

Stay in control of the conversation. Just as in any sales presentation, remember, you are in charge. Be aware of what you want to say and lead the conversation in that direction. If someone asks you a question that oets you off track, gently guide the conversation back or indicate that you will discuss this when you meet each other.

End the Conversation with a Good Close

A good close leads to the desired action you want from the other person. To this end, keep these guidelines in mind:

Don't try to complete the sale on the phone. Unless you knoti someone really well-and even then-you normally can't close a sale on the phone People, parSrly strangers, need to see something concrete - literature, the product, or other people are involved in marketing the program. So just focus on getting the person you are calling to want to meet you to attend a meeting.

Keep the call under three minutes. That should be plenty of time to determine if the person is inter-ested, explain who you are, and motivate him or her to want to learn more. A long call will usually just waste valuable time—a shorter call is more efficient and effective.

Wind up the call with a request for action, and, ideally, set up a specific appointment. For example, invite the person to a meeting, or better, make arrangements to pick up the individual so you can go together since this way the person is more likely to attend. Alterna-tively, arrange to meet at his house or yours. Or agree to send information, and then call to set up an appointment.

Ask for referrals. If people aren't interested themselves, ask if they know someone who might be. And be specific. Mention a particular type of product or business benefit, and ask if they know a particular type of person who might be interested in that benefit. That helps them think of specific people they know, whereas a general question is more likely to draw a blank. For instance, you might ask "Do you know someone who would be interested in losing five to ten pounds in a month?"

Or "Do you know any other real estate people who might be interested in earning a few hundred dollars extra each week?"

Avoid more general questions such as "Do you know anyone else who might be interested?"





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TITLE: Network Marketing

Network Marketing Category: Network Marketing

Shopping Mall: Network Marketing

Network Marketing Topics: Network Marketing