Yesterday we clicked on some mentor on the internet, it was a concept worth reinforcing. Many just starting, myself included, started making calls with enthusiasm, sent out an email and then with the magic of a click of a button we wait for them to push the I am ready to get started button. After a year and a half and and nearly 6,000 calls, only three people have come on to our team like that.
It does happen, but don't expect to build very fast waiting for those people who get it at first contact. We were nearly ready, but just needed a call with Lou Ann to go through the demo with us and ask a few questions like how much for the websites, what I mean to say the even people that are ready need to talk to a real person to make sure this is real.
That leads me to something that Dani Johnson covers, in the forming process. I expand this to a more personalized approach. You need to not just only form your contact but to form a relationship. Let me ask you, if you were looking to find a marriage partner, would you marry the first person that walked up to you, introduced themselves and after a brief overview of their qualities? No, they know nothing about you, what you want, need and what your fears are. To be successful we need to develop relationships. It is through relationships we can achieve long term sustainability.
The internet is being flooded with experts, mentors, pitching how they achieved greatness, you can get free ebooks, CD's, DVD's, and books. There are scams pitching hugh sums of moneys without doing anything. One contact told me he got suckered in with a survey that promised him a new I PAD! I told him our company doesn't incentivise our leads, because we are professionals offering a real business.
Knowing all this, we have to make sure we don't sound like any of them, saying the same rhetoric that is so prevalent in the industry. We need to become more transparent, more genuine, more like business consultants than trying to sell our business. If you evade questions, sometimes this can backfire on you and support their distrust they had before they talked to you. Tell them you will give them all the information they need, but first they should see if they can get excited about our company and then you will spend the time answering any question or concern. We are calling them back with the information THEY requested, but they do not know us or trust us. If they are busy and can't talk be empathetic, if you hear kids in the back ground, tell them you understand, maybe a quick line about your kids, and them that kids come first. Anything to get them to let down the defensive guard. If they have been flooded with phone calls, because they filled out several surveys, laugh it off and say you are sorry you didn't want to be the 101 person to call you. I put the power back in their hands, and tell them when they are ready to look at it they can call you back. I try very hard not to talk about the business. You need to first get them to relax enough to talk about themselves. I talk about the weather, restaurants in their town, the kids, maybe the story behind the crazy email they have. I know I have had a good call when I barely have said a thing. I probably got an earful and know what they want, need and sometimes if I am lucky a hot button, something that is their dream, or passion. It is not about me, it is about them and what they need!
Daniel,my husband, put a big sticky note in front of me, find a hole and fill it!
Of course, there will be the calls where you keep hitting a stone cold wall, they are not open anyway, probably wouldn't be a strong candidate for your team anyway. I remember, I was just happy to get a warm living human to join when I first started. As you build you will be able to discern which have a better chance for success and you will concentrate on those RELATIONSHIPS!
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