Most home based business owners do not like calling their leads that they have generated either through personal contact or through their marketing system. Not calling your leads is a practice that will spell doom for your business. Individuals that became your lead in the first place are looking for that leader that they can trust and relate too.
The most common reason that new entrepreneurs do not call their leads is because of fear. They will have to step out of their comfort zone in order to start a conversation about why the lead is looking for a business. They are in the hope that their lead capture page or business presentation will do the work for them. 90% of the time, your business presentation will not contain enough or too much information and your lead may wind up confused.
When you call your leads as soon as they enter your system, it establishes you as the leader. This proves to them that you are an actual person and not some automated system that is just trying to sell them something. This is your time to create a relationship with your prospect and to see if they actually qualify for your time and your business.
Here are some key points to consider implementing when calling your leads.
Ask questions. You need to remember that they came to you looking for information. Now it is time for you to find out why. Ask questions such as: What do you do for a living right now? Do you like what you are doing? What do you not like about what you are doing? What is the amount of hours that you work? Do you get a chance to have quality family time? You can ask whatever questions that you want. The important thing is to have them declare why they are looking for a home business.
Qualify them for your time. Once you have obtained some information about your new lead, ask them what kind of income would greatly change their life. If they answer with a number that is below what you know they can make, use some encouragement. Come up with a number that you know is very possible with your opportunity and see how they react. If they get excited about the number they qualify for your time. If they beat around the bush and are not really excited, then they do not have the drive or motivation that you are looking for and they no longer qualify. Simply state to them that maybe this opportunity is not for them and bid them good day.
Direct the lead to your business presentation. Once the lead has qualified for your time and you have them excited about the possibilities of owning their own business, direct them to your business presentation. Most home based businesses have either recorded or live business presentations that you can direct them to. The best companies will have both at your disposal. What you have learned from them in your interview process will be the determining factor of what presentation that you direct them to. The important thing here is to just get them to your presentation.
Follow up. Following up with your lead after the presentation will further qualify them. Ask them what their interest level is between 1 and 10, 10 being the highest. If the lead responds with a number of 7 or above, arrange a 3 way call between you, your lead and another member of your company that can further explain and validate the business. Perform the 3 way call and answer any questions that they will have. If your lead responded with a number of 6 or lower, simply direct them back to the business presentation so that they can view it again and get back in touch with you when their interest level increases to 7 or higher. When you do this, be kind and polite to them as they may come back to you at some time and they will remember how you handled the situation.
Ask for the money. This is the portion of the follow up that most people are afraid to do. You have to assume the sale. Your lead is not just going to throw money at you and say that they are ready to get started. YOU have to ask them if they are ready to get started and at what level if this pertain to your business. Once they have reached this point of your process and you have done everything correctly, closing the deal should be easy.
In order to have a successful home based business you will have to call your leads. Even if your system is set up with an auto response message system, you will have to talk to them at some point in time. It is in your best interest to call them right from the start, establish yourself as the leader, qualify them, present to them and follow up with them. When you do all these and when you do it enough times, you will have the success that you were looking for when you became someone else’s lead. Don’t rely on the system to work for you, get out of your comfort zone and add some personalization to your business. The greatest act that you can do for your business is to call your leads.
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