The Exposure Process –
In the last article we talked about how to make initial connections on the telephone, and how to establish good rapport with your prospect. Just for a very quick recap, this can be done through
- Sharing your Spirit with your prospect so that you really CONNECT
- Ask good probing questions so that they Share Themselves with YOU
- Keep good control on the conversation at all times by continuing to ask more questions
- Have strong POSTURE and BELIEF in what you have- “Be 10 Feet Tall and Bulletproof”
- TALK TO LOTS, AND LOTS OF PEOPLE!!
- Be a Great Listener-Engage yourself in the conversation
These are the key components to good phone communication. When building relationships, it’s really important to regard them as important to you from the minute you get on the phone with the person. If the person senses that you don’t CARE…They will “disconnect” and you will have a 10 times harder process moving through to the exposing your presentation.
The Presentation
So let’s talk about the next stage in the process, sharing your product, service or opportunity. If you have done a good job establishing rapport, connection and building relationship, the rest is literally a cake walk.
This is the stage when you introduce your product, service or opportunity into the conversation, and present the WHAT of it all. If done RIGHT..it can be so painless. If done wrong, you can have a rather short phone call, or something like this:
Have you been on the phone with a really great person and you have had a great conversation with them and then all of the sudden it gets kind of uncomfortable, or worse yet, quiet? That’s when FEAR is present. So at all costs never let silence enter your conversation, unless it’s timed purposely, after a question, like a “pause”.
The best kind of conversations is the NATURAL ones. Isn’t it perfect when you have asked enough questions, that you can walk right smack dab into your prospects next sentence and say “Are you in front of your computer? I have something really cool I’d like to show you and it will only take a few minutes” When you don’t ask any questions…it’s kind of like “here’s my deal” “buy my stuff” etc.
What people tend to do is TALK TOO MUCH. They call the prospect and EXPLAIN EVERYTHING TO THEM. They sell them into and out of the business in the same phone call about 4 times! Or…they do a good job on the exposure process, but don’t set a proper follow up appointment, then lose touch with the person. The prospect falls through the cracks and they run into them at the National Convention!
Be a Tour Guide
All you want to get really good at doing is taking people on tours! Either show them your information by emailing documentation to them, or personally escorting them to your system on your site. Whichever you do, it’s like walking your prospect around the bases on a baseball diamond. It’s elementary, but much overlooked. Utilize whatever systems, tools and videos your company offers! Chances are very good that your up line leaders have put together some smashing tools that “Tell The Story” in a succinct, simple way. People run into trouble when they try to add on, take away from, or reinvent a new system that they think would work better. Just POINT TO the tools, and get very good at doing it.
PAY CLOSE ATTENTION TO THIS STATEMENT:
The Top Money Earners in MLM are Experts at Using TOOLS and Systems!!!
Follow Up
During the “tour” process, your prospect is going to have questions that come up in his or her mind about the product/service, opportunity and pay plan. He or she is going to be MUCH MORE LIKELY to write down their questions and be prepared to buy if you PRESET a follow up appointment with them. If you simply send them information and tell them you’ll talk to them “next week”…what are the chances this person is going to connect with you? They could…but it’s going to be a much HIGHER probability of success all the way around if your prospect knows exactly when your next meeting is.
To take this one step further, if you coach your prospect all the way through JUST LIKE A TOUR GUIDE on exactly what to expect when, THEY WILL BUILD TRUST in you. A prospect does not enroll with a product or service…he or she enrolls with a PERSON that they KNOW, LIKE AND TRUST! So the more you can do to CONNECT, Engage, build trust, and confidence, will facilitate a strong, happy relationship that gets off on the right foot with the right expectations.
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Whew…what a whirlwind it has been researching, watching, building, blogging, facebooking, tweeting etc, all the while “being self taught” by this wonderful medium, The Worldwide Web!! Wow, I am amazed at the knowledge I have amassed over the past 3 years, yet still feel very much a student. We used to say “Is this going to bring some return?…(in the early days) and then the leads began to drip in, and the relationships were built and vice versa!. People joined our teams. This stuff was actually working!
