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Network marketers often send letters or information packets about their company, products and business opportunity to prospects. They then follow up with a
phone call that begins with the ridiculous question: "Did you get my letter?"
What are you thinking? The prospect will always say "no." Now what, networking genius? Go through the sales dance to
send another or explain what it was that wastes the prospect's time and destroys your ability to create a credible message.
Try this instead: "Mr. Smith, I sent you a letter and some information on Monday
about our revolutionary business opportunity and how it can make a person thousands of dollars working part-time from home – but the information was not totally self-explanatory. If you would grant me a 10 minute
opportunity to show you how it's working for me and for other people I have had contact with, it could mean a richer and more rewarding future for you."
This strategy of calling after letters and information have
been sent will work – if you key in on the operative phrase, "the information I sent you was not totally self-explanatory." This gives you the opportunity to ask for time to explain.
The letter and mailing will
also play a part in building the "interest" of the prospect. Today's business opportunity prospects have literally hundreds of business to choose from. Just because you send the prospect some information
doesn't mean that they will join your company. With this in mind, it's more important than ever to know how to market effectively.
Here are a few rules to follow after the letter/info pack has been sent.
- Never ask if they got it – assume they got it.
- Have a great question to start the conversation – NEVER start talking about how great you or your company are. This may hurt your feelings, but the prospect doesn't care about you or your company.
Not at this point anyway. The key to gaining interest is to ask a thought-provoking question about the prospect's life or desires that makes them answer in terms of your business.
- Use similar situations, not facts and figures.
- Be sincere, friendly and relaxed. If you have a script, rehearse it until it sounds natural. Think of the prospect as your best friend.
- Inject humor as often as possible. Humor relaxes people.
- Before you call know your objective and keep that in focus no matter what. Don't hang up without making some sort of sale, even if it's just another callback at a more convenient time.
My observation is that the more creative you are in your approach the more sales (people who join your company or buy product) you'll make. Of course everything you do should be of the highest caliber.
Quality prospects are not generally responsive to amateurish letters or poor phone calls. How creative are you?
About the author:
André Vatke is president of Target Media Group, Inc. and the founder of Leaders Club. |
