I hear this question all the time: “What's a good script to use when contacting my leads?”

Many people think that following a magic script will lead them to riches. This really isn't the case. There are good scripts out there, but what I have laid out is a way to make any script better.

BEFORE WE BEGIN

When you meet someone new at a party, what are the first things you ask this person?

   1. What do you do for a living?
   2. Do you have kids?
   3. How do you know the host of the party?

Why do you do this? Because you want to quickly determine if this new person is someone who you can spend time with or will like.

We do this naturally all the time - and we don't have to be any different on the phone with home business prospects!

Remember, this is a relationship industry. When you focus on what comes naturally - building relationships - you will build a strong foundation for your phone prospecting skills.

If you're naturally and casually building a relationship, your prospects will want to spend time talking with you and finding out more about your opportunity. You'll find out the things you need to qualify your prospects without sounding canned or putting your prospects on edge.

THREE STEPS OF THE EFFECTIVE PHONE PRESENTATION

Let go over three phases that you want to use to guide your presentation:

   1. Knowledge Phase
   2. Reason Phase
   3. Match Phase

During the first 2 phases, you'll want to listen for "hot buttons." These are things that are important to your prospects - reasons why your business suits your prospects' needs. Then, in the Match phase, you hit them with exactly how your business matches their needs and desires!

As always, before you do any phone prospecting, make sure you have a pen and paper handy to take notes. You'll want to make sure to mark down hot buttons (points that your prospects keep emphasizing over and over) so you can make the most of your Match phase!

KNOWLEDGE PHASE

This is the most important phase because it lays the groundwork for the rest of your phone conversation.

Remember the party example? You want to do the same type of "getting to know you" questioning in the knowledge phase. Except (and this is VERY important) you want to make sure to focus all of your questions around the prospect's knowledge of Network Marketing.

Have they tried it before? Do they understand residual income? What initially interested them in working from home?

You want to use short and simple questions that will help you understand what level of knowledge your prospect has about network marketing.

Once you know this, it will help you guide the rest of your conversation and decide if you want to move forward with this prospect. You'll know whether you need to focus your responses on a more advanced or more basic level.

And once you've "leveled the playing field" so you both understand each other, you'll be able to find out and understand your prospect's hot buttons.

REASON PHASE

The second phase is real simple. You want to determine why your prospects are considering a work-at-home business. Listen to them and let your prospects express their reason(s).

You'll probably be familiar with their responses:

• Spend time with kids

• Freedom

• Quit job

During this phase you're going to be most interested in the why's. In fact, keep asking "why" questions if you need to so you can find out their hot buttons - the exact reasons WHY they think that working from home will get them their goal.

What are they talking about the most? What are they really curious about with a home business? These are their hot buttons - write them down so you can use them in the Match phase.

Another important part of this phase is to relate to your prospects. Show them that you have things in common. People like to spend time with others who they have something in common with, whether it is mentally, spiritually or physically.

One way to do this is to let them know that you were once where they were - whether that was 6 months ago, 6 years ago or even 6 days ago. By relating to your prospects, you can build a trust that will help you in the next phase. . .

MATCH PHASE

The Match Phase is where you match their hot buttons to something in your company. For example, if they kept talking about how their last home business experience left them with a closet full of products and your company doesn't require you to store products, make sure you mention this to them.

Keep the focus of the conversation on how your business can help the prospect satisfy his or her hot buttons. If you can satisfy them and show how your business is an obvious match for them, you stand a chance of developing a long-term relationship with the prospect - and maybe even getting a sign up for your team.

You want long-term people in your business. And by focusing on understanding what your prospects want, relating to them and helping them see that your business is a match for their needs, you will find the right people to enter your organization and get you moving toward a top position in your company.

WHAT'S NEXT?

After you get through the first 3 phases of the phone presentation, take the ball and run with it! You probably have several tools available to you at this point:

• 3-way call to upline

• Web site

• Sizzle call

• Mail Literature

• Email/Follow-Up System

Decide which tool will best educate your prospect so he or she is ready to take the next step - and eventually sign up!


All the Best,

Scott Adams

Scott Adams is the founder of www.Leads2YourSuccess.com, which provides focused training for home-based business owners.