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Stop Servicing Your Prospect And They Will Listen

Posted by Jaz Lai
August 23, 2007

network marketing prospectingIf you are doing cold calling, I want to let you know that in the early days of my networking career, my confidence levels were literally at rock bottom when it came to talking to a prospect. Often, I used to find myself staring blankly at the telephone and trying to figure out what I was going to say to my leads.

Even on the phone, the lack of confidence and the desperation was clearly evident from my tone of voice. It was as if I came from a position of servitude and I was ready to do anything necessary to keep my prospective client in the pipeline. This approach, of course, gave my prospects the upper hand and they were always quick to take advantage of my shortcomings.

At the time, I felt that my prospect was doing me a favor just by talking to me and giving me his time! Soon enough, it became evident that this sort of attitude and strategy had to go or else I would have lost all my money.

I realized my problem stemmed from a lack of posture and that if I could correct this, I would be successful in my endeavor. I had to maintain a position where I had the upper hand. I had to let my prospects know that my time is important and that they had proven themselves worthy of it.

A strong posture does wonders for your business. Some of its benefits are:

i. It puts you in the driver’s seat. That is, you come across as a leader. This is because only when you are in a leadership position can you expect people to follow you.

ii. A strong posture portrays you as an expert rather than a peddler. Customers prefer to deal with experts because only an expert can answer all their queries and clear all their doubts.

iii. Also, since you have gained the position of controlling the conversation, you can speak uninterrupted and guide the prospect through your information system on your terms for maximum effectiveness.

Keeping the above-mentioned points in mind, the right posture is critical to making a sale or securing a prospect. In order to gain the right posture, you have to maintain a superior position and you should be authoritative in your speech. You must keep in mind that, in the end, the voice at the other end of the phone is just that, a voice! It doesn’t matter whether they are a doctor, lawyer or businessman. What matters is your time and they have to prove themselves worthy of your time.

If you have the right posture, people will come forward to partner with you and help build your business. People will not partner with you because of your product or your compensation plan, they will come to you because they will see you as the person who can help them achieve success.

When you are calling your prospect and interviewing them half way and they ask you what is your business about and shoot you with tons of questions.

It’s time to take back your control immediately. You need to do it if you want the call to be successful. Not just for you but for your prospect’s sake as well (During that time, they don’t know the potential yet).

The best way to take back control is to defer their questions and tell them this:

“[Prospect name], that is a great question, but we are not to that point yet. I am currently doing an interview and I am trying to find out whether is this opportunity something that matches what both of us are looking for. If you would like to continue that is fine, or we should we end this call right now. What would you like to do?” (Did you see the reverse QUESTION!?) Now you have control again!

So don’t hold back. Take the bull by the horns and sooner than later you will be well on your way to building a successful business.

Try it and let me know.

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  1. » Stop Servicing Your Prospect And They Will Listen September 7, 2007 12:04 pm

    [...] I used to find myself staring blankly at the telephone and trying to figure out what I […]Read More… [Source: [...]