building relationships

The Exposure Process –

In the last article we talked about how to make initial connections on the telephone, and how to establish good rapport with your prospect. Just for a very quick recap, this can be done through

  • Sharing your Spirit with your prospect so that you really CONNECT
  • Ask good probing questions so that they Share Themselves with YOU
  • Keep good control on the conversation at all times by continuing to ask more questions
  • Have strong POSTURE and BELIEF in what you have- “Be 10 Feet Tall and Bulletproof”
  • TALK TO LOTS, AND LOTS OF PEOPLE!!
  • Be a Great Listener-Engage yourself in the conversation

These are the key components to good phone communication. When building relationships, it’s really important to regard them as important to you from the minute you get on the phone with the person. If the person senses that you don’t CARE…They will “disconnect” and you will have a 10 times harder process moving through to the exposing your presentation.

The Presentation

So let’s talk about the next stage in the process, sharing your product, service or opportunity. If you have done a good job establishing rapport, connection and building relationship, the rest is literally a cake walk.

This is the stage when you introduce your product, service or opportunity into the conversation, and present the WHAT of it all. If done RIGHT..it can be so painless. If done wrong, you can have a rather short phone call, or something like this:

Have you been on the phone with a really great person and you have had a great conversation with them and then all of the sudden it gets kind of uncomfortable, or worse yet, quiet? That’s when FEAR is present. So at all costs never let silence enter your conversation, unless it’s timed purposely, after a question, like a “pause”.

The best kind of conversations is the NATURAL ones. Isn’t it perfect when you have asked enough questions, that you can walk right smack dab into your prospects next sentence and say “Are you in front of your computer? I have something really cool I’d like to show you and it will only take a few minutes” When you don’t ask any questions…it’s kind of like “here’s my deal” “buy my stuff” etc.

What people tend to do is TALK TOO MUCH. They call the prospect and EXPLAIN EVERYTHING TO THEM. They sell them into and out of the business in the same phone call about 4 times! Or…they do a good job on the exposure process, but don’t set a proper follow up appointment, then lose touch with the person. The prospect falls through the cracks and they run into them at the National Convention!

Be a Tour Guide

All you want to get really good at doing is taking people on tours! Either show them your information by emailing documentation to them, or personally escorting them to your system on your site. Whichever you do, it’s like walking your prospect around the bases on a baseball diamond. It’s elementary, but much overlooked. Utilize whatever systems, tools and videos your company offers! Chances are very good that your up line leaders have put together some smashing tools that “Tell The Story” in a succinct, simple way. People run into trouble when they try to add on, take away from, or reinvent a new system that they think would work better. Just POINT TO the tools, and get very good at doing it.

PAY CLOSE ATTENTION TO THIS STATEMENT:

The Top Money Earners in MLM are Experts at Using TOOLS and Systems!!!

Follow Up

During the “tour” process, your prospect is going to have questions that come up in his or her mind about the product/service, opportunity and pay plan. He or she is going to be MUCH MORE LIKELY to write down their questions and be prepared to buy if you PRESET a follow up appointment with them. If you simply send them information and tell them you’ll talk to them “next week”…what are the chances this person is going to connect with you? They could…but it’s going to be a much HIGHER probability of success all the way around if your prospect knows exactly when your next meeting is.

To take this one step further, if you coach your prospect all the way through JUST LIKE A TOUR GUIDE on exactly what to expect when, THEY WILL BUILD TRUST in you. A prospect does not enroll with a product or service…he or she enrolls with a PERSON that they KNOW, LIKE AND TRUST! So the more you can do to CONNECT, Engage, build trust, and confidence, will facilitate a strong, happy relationship that gets off on the right foot with the right expectations.

We would love to know what YOU think! If you liked this post please Comment Below! Don’t hesitate to click on the share buttons to the right, and Tweet! Tweet!

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I heard the great social media leader Jackie Ulmer the other night leading up to her appearance here.  She gave a fantastic presentation, and shared her formula for social media success. The biggest thing I took away was that Jackie has built a strong following by being authentic, and allowing people to see into her life! She remarked that she reaches out to the people she meets online BY TELEPHONE and people are actually surprised when they hear from her, They tell her “I’m kinda surprised you’re calling me..you’re the only person who has!!” It made me relate to a video I had made a few weeks ago about the importance of reaching out over the phone. Here it is:

Making connections with people is vital to your business. In social media you need to remember that the social sites are simply a “meeting ground” or place to be SOCIAL. It’s after the party so to speak that you begin to really talk and get into a closer communication with a person. I promise that if you reach out to a person by telephone you are going to be doing something very unique that not many people are doing right now. Of course you need to do it AUTHENTICALLY, with sincerity.

We would love to know what YOU think! If you liked this post please Comment Below! Don’t hesitate to click on the share buttons to the right, and Tweet! Tweet!

If you’d like to learn what we’ve done to generate a six figure network marketing business from home..

Get our ebook and other goodies below!

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Making Connections That Count

by limitlesslaura

Building Relationships On The Telephone With Confidence and Class Part 1

It’s no secret that we are all in the business of building relationships. Not that the concept is anything new! Network marketing success has always been and will always be about initiating, building and sustaining strong long-term relationships in this industry.

There are many areas I can and will discuss within this subject, but I thought I would begin with my personal favorite: the telephone! It’s “comfortable” and fun talking via email, chat, facebook, twitter , youtube etc. but what about taking that relationship into the “real world”?

Are You Comfortable On The Telephone?

Rest assured, it is a very common issue to be a little uncomfortable. When I first started back in the 80’s I was scared to death! The old saying that “the telephone weighed a thousand pounds” was not too far off. Burning desire is a wonderful motivator, and as I continued to get better at it, and persisted, I became a pro on the phone. The only way I got good at it was to TALK TO LOTS, AND LOTS OF PEOPLE!!Now it has been over 20 years, 10 of that full time and sometimes I think it’s growing out of my ear!

Rule 1: Get yourself a good headset!! It makes the phone so much more enjoyable.

Rule 2: Get an internet chat headset for Skype, IM chats etc

Taking online relationships on to the telephone

Here are some tips that will make the transition smooth as silk, creating more results. After all, that’s what we are all looking for right? Results!

It’s all about one major thing CONNECTION.  Network Marketers sometimes get caught up in thinking it’s about getting their awesome “agenda” across, to the other person. I am sure they have an awesome agenda!!  We all do. There is a right time and a wrong time. Trust me, they will smell it a mile away, and the connection will not be made, or at best it will be a very weak one.

Think about when you have met someone recently on the telephone that has been from an online connection. What made it successful? I had one just the other day. This gentleman made a lasting impression in my mind. Why? Because he was not trying to sell me anything, or push his personal agenda on me. Instead he has offering his assistance with no strings attached, for as long as I needed him. He established a natural rapport with me, and took an interest in me. I felt no sense of time like he needed to go anywhere. He was open about himself, and willing to answer my questions. He also told me two or three unusual tid-bits about HIM, Inc. that would stick in my mind when we got off the phone so I would remember him!  It’s very interesting because the services of his particular company have been pitched to me by many people. He is likely to get my business at some point down the road, because he did  NOT attempt to SELL ME. Isn’t that funny how that works?

So let’s break it down:

1)      Establish a connection with your new relationship. Take a sincere interest in them, by asking questions. Allow time so that your new friend feels truly important. There is nothing worse than being on the phone and feeling rushed when you are talking about something that’s important to you personally. If you ask an important question, open up the space to receive their important answer! LISTEN – BE ENGAGED – Take an interest by finding something to relate to in what they tell you. Look for and find common ground. Sometimes when I talk to people about something important to me, and they have asked the question…you can tell on the other end if they truly care or not by their response. So HOW YOU LISTEN, AND HOW YOU RESPOND has everything to do with how this initial crucial stage in your relationship process will go. Being a good listener is one of the greatest tools you can carry with you in life. If someone feels really listened to, they will be yours for life.

2)      Share YOU with your relationship. It’s really important that you take plenty of time to expose WHO YOU ARE with your new relationship, or potential business partner. Sometimes people are so busy trying to get their product offer out on the table that it drowns everything else out. “Salesman” ends up becoming the message flashing through the phone, instead of what you may not be meaning to say at all. It does not necessarily have to be personal. What I mean by who you are is this: Share something with them that illustrates what is important to you. What are your core values? Share what your mission is as a business, and what you are looking to accomplish. Perhaps tell them something about your marketing strategy, and what makes you different. If you get a glimpse of the heart of a person, aren’t you more likely to continue building that relationship than if that person just tries to cram something down your throat?  Boo Yah!! Oh Yes!! When you share your spirit with anyone, you make a permanent impression, like a handprint in cement. It’s there forever. This can unfortunately work in reverse. Enough said.

3) Ask Good Questions

Asking Questions is the #1 Communication Tool we all have as people that can strengthen and deepen all of our relationships. Some good questions would be:

What do you do?

What do you like best about what you do?

What Inspires You?

Who is your hero and why?

What’s your favorite pastime?

What was your greatest accomplishment?

You get the idea!! 

Asking questions will cause your conversation to go in all sorts of wonderful directions. If it goes quiet…ask another question! You will quickly get a sense if this person is comfortable talking about themselves or not. Most people love to talk about their favorite subject: “My Life” …but some are private. That’s cool. Just respect it and stick to the simple boundaries like work and family. Stay away from politics and religion always. Not a good area unless they bring it up.

4) Posture

This is something I learned many years ago from some of the best in the field of Network Marketing Prospecting Education, and Mindset, Jeffrey Combs & Lisa Kitter. If you want to pick up some awesome mindset training, I highly recommend both of them!!

Posture is one of the most critical aspects of your business and of building relationships bar none. You must hold an attitude that what you have is:  THE Most Awesome,  THE Goose That Laid the Golden Egg, And You MIGHT Let Them In On It If They Are Lucky!!!!

It may sound a little corny to say…but I dare you to look in your mirror and say “I am 10 feet tall and bulletproof!!” 3 times before you get on the phone, and see if you don’t feel a major shift in your energy.  Or watch the video on 40 leader speeches in 2 mins! ..Anything to inspire you!

It’s all about BELIEF. Belief in your company, belief in your product, belief in our industry, belief in the Internet, and above all else: BELIEF IN YOU,Inc. _________________Insert Your Name!

So it all comes down to a specific relationship process, that when followed with care can bring you great rewards. In Part 2 I will talk about exposures, and how you can take great pressure off yourself in presenting your product or opportunity, and bring big big results!

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Whew…what a whirlwind it has been researching, watching, building, blogging, facebooking, tweeting etc, all the while “being self taught” by this wonderful medium, The Worldwide Web!! Wow, I am amazed at the knowledge I have amassed over the past 3 years, yet still feel very much a student.  We used to say “Is this going to bring some return?…(in the early days) and then the leads began to drip in, and the relationships were built and vice versa!. People joined our teams. This stuff was actually working!

Yet when i look at my contemporaries, I must speak honestly I have so far to go. I have created 2 niche blogs, and some landing pages, built organizations, yet I feel like a baby when it comes to social media. I am a self proclaimed continuing social media student. People do business with those they like and trust, and I am no expert yet! I have much to share, but what is so wonderful about being part of the social media world is that I have much to learn and that is OK!! [click to continue…]

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