So, you are ready to make your first call.

The phone weighs 800lbs

You have butterflies in your stomach

You are nervous to the point of almost getting sick

Sound familiar?

I have a solution for you...

Before I share the ONE question with you, let's spend a little time uncovering the real reason you are nervous about making prospecting calls. Allow me to use a scenario we all run into from time to time.

You are at a party and your friend introduces you to a person you never met before. What do you think is the first question you ask him or her?

What do you do for a living?

We ask this question because we are simply trying to uncover the level of knowledge this person might have based on what career they are in. We all interact with people differently and we all feel more or less comfortable being around certain people. For example, I might be uncomfortable being around an attorney so I have a fear of communicating with anyone who is an attorney quite possibly because I don't feel my knowledge is at their level.

So, let's relate this to a phone call you might make to a prospect. The big unknown is that you don't know how much the prospect knows about the industry you are in. Do they know more than you do about your services or products? Will they see right through your inexperience?

Here is the question you can use to raise your comfort level on the phone when making prospecting calls that may eliminate your fear forever:

Let me ask you (prospect's name), if you were asked to define or describe the (network marketing, MLM, Direct Sales) industry how would you do it?

Listen to their answer. It will either be right on, way off or they will offer no answer at all.

Whatever their response is you need to be ready to determine one thing:

• Do they know MORE about the industry than you do? Or,

• Do they know LESS about the industry than you do?

Once you've determined which group they belong in, you will realize a sense of calmness and control while you are on the phone.

Of course, it is not over yet. Once you have determined which group they belong in you must be prepared to take them through your exposure process. The following are my suggestions on what to do with each group.

• Know more – If you have a person who seems very educated in the industry I would explore a little more with them about their past experience in the industry. Make a connection with them to let them know where you are in your experience. I am sure that they will appreciate you being honest with them. They have been where you are and they can appreciate the fact that we all have to start somewhere. Simply ask this prospect where they would like to start with their information gathering. Possibly a three-way call is necessary at this point.
  
   

• Know less – I would suggest that you NOT take the prospect through your normal exposure process. The reason is a simple one....will they even understand what they are reading? So, I would suggest that you begin with some basic training about the industry. Building a strong base of knowledge of the industry's business model is essential to one's success in this industry. Unfortunately, it is often overlooked when people are recruiting new people. My site has two great resources to help you in this area. Training Resources

It is my sincere hope that this helps you become more comfortable prospecting and you begin to realize the results you expect. I have a document that covers two topics that are related to this: Opening Script & Effective Exposure Process. Simply send a blank email to OpeningScript@aweber.com and the information will be sent to you immediately.

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