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Strategies For Calling Different Types Of People

Targeting your phone approach to the type of person you are calling raises your chances for success. This section describes some strategies I have found effective with these key groups you are likely to contact:

Friends, relatives, and acquaintances
Persons who have placed their own ads for
Other direct sales programs
Party-plan selling.
People with a wide network of contacts, such as
Leaders of church and social organizations
Real estate and insurance agents


Calling Friends, Relatives, or Acquaintances

As with contacting anyone, decide if your friend, relative, or acquaintance is most likely to be interested in your product, service, or business opportunity, and emphasize that.

Sound enthusiastic and talk about the great product or business opportunity you discovered—how you want to let your friend, relative, acquaintance, or business associate know how to benefit, too. Stress the benefits you think this person might be most interested in.
Also, with personal contacts, personalize the benefits by showing how the program would help/ given what you know about this person. For example,

"Hi. This is _______. I'm calling because I've been involved in this fantastic weight loss program for the past month and have finally lost the weight I've been trying to lose for months. I wanted to let you know about it, because I know you've been trying a number of different diet programs, and I thought this might work for you."

Then, having piqued the person's interest, briefly describe some key features of the program.

While being direct about what you are offering a per-son you know is particularly appropriate when you are trying to market a product or service that person can use, sometimes it may be best to use the third-person "do you know someone who would be interested' approach, particularly when you are promoting the business opportunity. This is the case because then your friend or associate feels under less pressure to show interest because he or she hap-pens to know you. Also, some people don't like to admit they need the money. Here's an example of this more indirect third-person approach:

"Hi. This is ________. I'm calling because I've been involved in this part-time business for the past few months, and now that it's growing so fast, I'm looking for a few other people who might be interested in starting their own part-time business. Do you know someone who might be interested? It's a fast-growing weight control program, and if someone is serious and works the program for a few hours a week, he or she can be earning a few hundred dollars a week on the side in a month or two, and then a few thousand or even more several months after that."

Then, if the person asks, briefly describe some key features of the program and how people make money with it. Your description may, in turn, be just what you need to get your friend, relative, or associate involved. And then, whether or not he is, you can always ask for any other referrals.


Calling People Who Have Placed Their Own Ads

Another good source of leads for people interested in marketing your product or service is people who have ads in your local paper or advertiser, including those looking for jobs (especially in the sales or people contact fields), those already involved in MLM, networking, or other direct sales programs (especially those with a related but not compet-ing line), and those putting on home parties (if your product line would fit in).

When you call, first try to learn more about what the person is looking for or is doing. Then you can slant your presentation accordingly.

Following are some suggested approaches for contacting people who have placed different types of ads.


Calling Someone Looking for a Job

I have found two different approaches for calling job seekers successful.

Offering Three Options: (1) a salaried position for the routine administrative work involved in selling, (2) a commission for getting leads and setting up meetings with contacts, (5) a business opportunity to become distributors. For example, my company advised job seekers that we had three positions available: a salaried position in our of-fice doing routine work (primarily we hired students for this), a commission-based position getting leads and inviting people to our product demonstrations and business opportunity meetings, and a chance to join a business where people can earn a substantial monthly income working on a part-time or full-time basis—from a few hundred a month to much more.

Because we presented these three options, people perceived us as a large organized company, which gave us almost instant credibility. So they were more open to hearing about the commission position and the business opportunity. Some people who originally only wanted a job told us over the phone they were now more interested in the business opportunity. Others came to our meetings with their options open, and after our presentation, most of them de-cided they were most interested in the business opportunity, too.

Thus, we used this options technique to gently redirect many job seekers into hearing about going into their own business, because the availability of the other options led them to listen to this third business option so they could compare it with the others, and as a result, many were favorably impressed. As for the other options, they were quite real, for if people still wanted a job they were still open to considering this, and we did hire a few of the callers for routine clerical work, such as keeping our ever-growing mailing list.

Advising Job Seekers They Could Make More Money by Going into Business for Themselves Than on a Regular Job. This was especially effective with those having trouble finding a job. Then, if a job seeker expressed interest in hearing more, we briefly described the program, product, and earnings potential and invited them to a regular meeting or to a one-on-one or small group presentation at our office.

What's the best approach for you? It depends on your own style and your assessment of what the person needs and wants. But in either case, since you are calling the job seeker cold, guide the conversation to cover some of these key points quickly to qualify the person, as who you are, and press the benefits you are offering:

• Ask, does the person still want a job? Is he or she interested in part-time work?

• Describe your own credibility as a company with a bona fide income opportunity. The person wants a job, so you need to establish your authority in order to shift his thinking to recognize that starting a business as a distributor offers higher earnings potential.

• Ask about the person's background and major interests By asking, you show you are personally concerned, and you can better direct your appeal to the individual's wants and needs and make him or her feel a need to sell you on himself or herself too.

• After a brief description of the product, service, and business opportunity, emphasize why the business would be good for this person.

• Provide a brief indication of the earnings potential, without exaggerating too much. To be credible, state figures people can relate to, particularly someone who has always had a job. Yet you can still dangle the carrot that big money is possible, so a person who wants more can imagine it.

• Close the conversation by inviting the person to take some action and meet with you, preferably in a small group or one-on-one meeting where you can talk on an individual basis.

Here's how a conversation with a potential job seeker that covers these points might go.

"Hello. Is this the person who is looking for a job? Are you still looking?" If not, ask, "Are you still interested in some additional part-time work?" If not, thank the person politely and call the next person. If you get a yes, go on.

"We have a position for someone who is looking for the kind of job you want. I represent (your company name), and we have a position that involves (list some of the activities that correspond to what this person wants). But before I go into the details, I'd like to know a little more about your background, and what you are really looking for in a job."

After the person explains, you continue. "Well, good, it sounds like there may be a perfect fit. We're looking for people who want to be independent, choose their own hours, work hard, be self-starters, and work with people. It's a great opportunity to create a real career for yourself and use your initiative and organizational skills in sales management. We help train you, too, and give you assistance you need to be successful. Some people are earning anywhere from a few hundred to two to three thousand dollars a month in a few months. And some earn even more, based on a commission for what they do.

"Now, if this sounds good and you'd like to find out more about this opportunity, I'd like to set up a meeting to go into more detail. I've still got a few time slots available Tuesday morning, if that's convenient."


Calling Someone in a Direct Sales or Party Plan Sales Program

You can locate local direct sales and party-plan people from several sources where they advertise, including your local newspaper in the sales-help-wanted or business oppor-tunity sections (look for small ads that talk about unlimited opportunity, great potential, $1,000 plus monthly income, run a home-based business, sell on a commission only, and so on), your local advertiser or flea market paper (under help wanted, business opportunities, and certain product categories such as health and nutrition products), and a trade show directory from a local home business or income opportunity show.

People involved in these direct sales or party plan programs will respond in a variety of ways when you call. Some may say no, because they are already sold on the product they are advertising and believe in doing only one product at a time. But others will be receptive and be interested in hearing about additional marketing opportunities, especially if they can sell the product to the same market they are already selling and therefore supplement current sales.

You can up your chances of appealing to the person you call and reduce the time spent in talking to someone who is not receptive by doing some brief prescreening to qualify the person.

So when you call, first ask what their product is (people ; don't always say in their ads), how actively they are marketing it, and for how long. Also, tactfully try to find out how well the product is doing. Then you can better assess how receptive they might be to a new product and how well your product might fit with what they are now doing, and you can approach them accordingly.

For example, if these salespeople are well established and have built up an extensive sales group, they might feel very protective about what they already have and not be very open. On the other hand, if you can point out how your product can supplement what they are doing and appeal to their sales organization, you might get a good response.

Similarly, newcomers may vary greatly in their response. Some who have developed no strong loyalties and commitments might be readily attracted to an appealing new opportunity. Yet others might resist, feeling uncertain, for they are afraid to handle more than one product or fear dropping something they are in for something new and untried.

Thus, get a sense of where the person is when you call. One way is to pose as a potential customer or opportunity seeker for whatever the person is advertising. Then, ask questions. Afterward, you can continue to pose as a potential prospect, but also mention that you are using or promoting this great new product or service, and it sounds like something that might fit in with the advertisers product line. When the person asks you about it (and he or she usually will), describe it, dropping a few teasers to arouse interest. For example, mention how much you have earned, how quickly you have lost weight, how much you have saved, or whatever, to highlight some major benefits. Then, if the person still seems interested, you can suggest that perhaps you can work together on these two programs. So subtly, you have shifted the conversation from the adver-tiser's program to include your own.

The direct approach can work well, too, if the advertiser has put enough in the ad to indicate the product or at least the product category (such as health and nutrition). In using the approach, call the advertiser, ask what company or particular products are represented, indicate you are familiar with the line and think highly of it, and then say you called because you represent a related but noncompeting product that would help increase his sales.

Whichever approach you use, guide the conversation to cover some of the following key points, as appropriate (unless you already know the answer from the ad):

What product or company does the advertiser represent?

How long and how actively has he or she been marketing this product?

How committed is he or she to this company?

Does he or she currently market any other product lines?

Or does he or she believe it is possible to market more than one product at a time?

How fast is his or her product selling? Or how fast is his or her organization moving? (Ask questions to get this information tactfully, such as "How much product does the average distributor move?" or "How many new people is one likely to recruit each month?')

Finally, point out how your own product or service can increase sales.


Some Sample Conversations

A conversation with an advertiser using the "I'm a customer" approach and covering these points might go something like this:

"Hi. I saw your ad for the XYZ health and nutrition company, and it sounds interesting. Can you tell me more about your products? . . .

"That sounds interesting. How long has the company been in existence? . . . How long have you been doing this? . . .

"Hmmmmmm. That sounds like something I might like to do. How much money might I be likely to make if I spent about 10 to 20 hours a week marketing this? For example, what's your experience, or the usual experience? . . .

"Well, that sounds really good. I might be able to work with this in with the program I'm already involved in (then you go on to describe it)."

A conversation employing a more direct approach might go something like this:

"Hi. I see you're marketing the XYZ Company's line of health products. I'm familiar with that product and think it's a great line. And that's why I called.

"I'm involved in the ABC Company, which also has some health products. But they're different, and ABC has a nutritious food line, too. So I thought you might find this is a great way to increase your sales with almost no extra effort, since many people use the products of both companies.' Pause to see if this person has some interest. If so, continue.

"I have several people in my sales group who are marketing both products. I don't think you should spread yourself too thin, of course. But if you've got two or three complementary products, that can work. For example, are you currently marketing any other products? . . .

"Well, then, if this is your main product, I think you'll find our product can really add to your line. It's not at all competitive, and it virtually sells itself." Now, if the person still sounds receptive, you conclude:

"So, why don't we get together and talk some more?" Then you set the appointment.





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TITLE: Network Marketing

Network Marketing Category: Network Marketing

Shopping Mall: Network Marketing

Network Marketing Topics: Network Marketing