There are a number of methods on how you can actually make your 3-minutes call effective. Here are some that you can consider.

Get your prospect permission to talk to you. There is no point sharing when a person is in the middle of his/her work and is not paying attention. If you haven’t spoken to him/her in the last six months or more, it is only polite that you get his permission first.

The most important point is enthusiasm because it is infectious and arouses curiosity. Your prospect will feel bored if you yourself is so boring. However, do not cheat your prospect and states the facts.

Say something encouraging but truthful about your prospect such as why he or she would be suitable for this business. However, do not go overboard, piling on the butter as your prospect may get suspicious, especially if you’ve never had a good word to say to her all her life.

Give your prospect room to back out. Most people are worried that if they let a salesman get a foot in the door, he’ll never leave. But this is quite the opposite. If a person is not interested after attending the business presentation, then you would very quickly reject that person – you wouldn’t want to waste more time for now. But the prospect needs to know that during the call. Give your prospect the assurance that he or she is committing himself only to the short presentation and not to the possibility of endless badgering.

Always do a close with a question that can only be answered with a yes. A wrong closing question is when you ask your prospect whether they would like to attend to your invitation, as the answer is a Yes or No; and do expect the answer to be negative No. An effective guided close is to give your prospect an alternative date and time of the meeting and ask them which day would be better for them to attend. In other words, let them talk rather than a Yes or No answer.

Let me recap – Get your prospect Permission to talk; Show Enthusiasm; Praise your prospect but not to go overboard; Give your prospect Space and Assurance; do an effective Closing.

Hope this will cheer you up,

Talk soon,

Jailani

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Prospecting is a sifting and sorting process. It is not so much a process of trying to convince someone. It’s like a numbers game where you go through enough soil to find the gold.

The followings tips can be considered to manage the game of prospecting.

Make large prospect list

• Allow for attrition
• Attrition is natural no matter how good the opportunity is
• Expect no-shows at meetings, or dropouts
• The more you communicate, the better the outcome

Prioritise your list into high and low

• People who have leadership qualities – high
• People who are people oriented – high
• People who are positive – high
• People who are self-motivated – high
• People who are successful – high
• People who have iron-will – high
• People who are complacent – low
• People who are negative – low
• People who have no drive – low

If possible, try to avoid one-to-one presentation unless you have no other choice because it is not time effective. However, this does not apply to one-to-one sharing over coffee or a meal.

If you use the conventional method of prospecting using telephone, try to make the calls short about 3 minutes. A 30 minutes call or even a 15 min call is unproductive. You can make 20 calls with a duration of 3 minutes but you only able to make 4 calls in a 15 minutes conversation within an hour.

You must prepare and practice your script or plan what to say or what to write when emailing your prospects. Do anticipate common questions forwarded to you such as how long will the session take or is it MLM? Remember to reply with cautious but confident.

Give gentle reminders before scheduled meeting. It emphasizes the importance of the meeting. Your prospects will see the seriousness of you to the meeting.

Have a proper closing at the end of the presentation i.e. getting commitment if they show interest and fix a date and time for follow-up as alternative. The follow-up must be executed within 48 hours, otherwise the enthusiasm or excitement shall dies. Worse still, if they talk to someone negative, their interest may be killed.

Bring them to your system or company meetings. Give them something related to the industries for them to read or listen such as books and tapes.

Hope these can help you in your career in Network Marketing.

Talk to you soon,

Jailani

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