Is Your Phone Too Heavy To Lift?
Does your phone weigh 500 pounds?
Do you promise yourself every night that “Tomorrow I’ll make those calls”
Whatever your call reluctance:
- fear of failure
- fear of rejection
- fear of looking foolish
- fear of success (what will I do if they say yes!)
You can, yes YOU can get over it, if you are willing to do something you are not doing now.
Get Yourself Out Of The Way
What do you need to do to get over Call Reluctance? Get yourself out of the way. The call isn’t about you. Put the person you are calling first. Too often we are so worried about what someone will think of us, we forget what our real mission in network marketing is; to help ourselves by helping others.
How do you get yourself out of the way? It takes practice but it isn’t brain surgery. The big piece of the puzzle is to focus on the person you are calling. Let’s work with a real world example:
On one of your survey or drawing forms, someone checks the box, “Yes, I would like information about your opportunity.” That’s pretty exciting. However, how many times have you called someone who indicated one way or another they had some interest, but they didn’t call you back or said ‘No thanks” before you could even get started?
Did your conversation go something like this?
It seems reasonable. After all, they need to know just what this business can do for them, right? But if it is so reasonable, why do so many people say, “no,” or “I don’t have the time right now” or “I don’t have the money right now” or anything else they can think of, in order to get off the phone as quickly as possible.
The answer is simple. You didn’t tap into their reason for checking the box. Let me say that again.
You didn’t tap into the reason they checked the box. What you did was tap into the reason you were calling them. You made the call about you and your business opportunity. You did not make the call about them.
“How can I make the call about them,” you ask? “I don’t know anything about them.” That is true you don’t know much about them. But you do know something. And frankly, it is so obvious be glad it is not a snake, or it would bite you. Read on and see how different this next call sounds and feels to you.
I know it is hard for some of us to imagine, but usually (not always, but usually) they do not care about your business, your company, or your product. They have absolutely no interest in your business opportunity except how it might resolve, solve, or change what ever it is that they want to change.
What did you do by asking them “Why” they checked the box?
- You took them right back into the emotion they were feeling when they checked the box.
- You stopped talking and they started talking
Why are these two points critical? First, humans are emotional beings. Regardless of how rational we think we are, emotions are driving us. Putting someone back into the emotional state they were in when they ‘checked the box’ is your first step to learn more about them.
Second, you can’t listen until you stop talking. How are you going to know what to say next? Listen, really listen. If you are really interested in what they are saying, really curious about them (rather than looking for the perfect time you can ‘sell your opportunity’) selling the opportunity becomes natural.
This process takes some practice, yes. But it isn’t brain surgery. That said, it is important to note that practice is an action not a thought. Practice with upline, crossline, a network marketing coach, anybody who can help you, get you, out of your way!
If you would like help to move yourself along this learning curve, join us for our complimentary (that’s no charge to you) “What The Heck Do I Say” call on Wednesday, February 24th, 2010 at 9:00 am pacific time and noon eastern time. These complimentary calls fill quickly. Register now.
In the meantime ponder, just what will your business look like if you were not stopped by fear?
About the Author:
Jillian Middleton is a Mentor Coach and Trainer, and author of the courses
‘5 Steps to Work Less and Make Money in Network Marketing’ ,
Setting Up Your Store Hours and Design Your Calendar,
Author of the forth coming book, MLM, The Myths, Legends and Money,
How to build a strong Network Marketing Business.
As creator of the ‘Savvy Sponsoring Strategies’ coaching programs, Jillian trains network marketers and direct sales consultants the same strategies she used to build two 6-figure network marketing businesses in 5 years.
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