There’s a great book called “Make that Call” by an American network marketing Guru called Jan Ruhe. Naturally she has sponsored thousands of distributors so she knows all about picking up the phone to speak to prospects. More about her book later.
I’ve been doing some serious house painting and decorating throughout the summer and it’s given me time to think about the best ways to build a business. I’ve considered what exactly has worked best for me over the years and what has been most cost-effective and the fastest way to sponsor others into the team.
I quite like painting because it gives a real sense of satisfaction when you have a wonderfully decorated room at the end. But it can be a trifle boring so it gives plenty of time to examine oneself and to contemplate what works and what doesn’t.
And the conclusion is that the best, fastest, cheapest and most-effective way to sponsor is to get on the phone – to make that call!
Let’s face it, no-one likes cold calling or even warm calling. It’s something that most of us avoid like the plague. But I have to tell you that if you really want to get on in business, you need to pick up the phone. Now I know it weighs 20lbs, but you have to force yourself to do some serious weight lifting!
The same thing applies to any business really. Every single business needs to market itself and at the end of the day any business that really wants to grow needs to make calls. Take painting and decorating – since it’s on my mind at the moment. A painter and decorator can get some business by word of mouth, he can advertise and spend money on the internet, but his cheapest, most effective way of getting more work is to make phone calls.
Jan Ruhe’s book is packed full of ideas and advice of how to make the calls. Who to call, what to say, how to manage the call. I’m not going to go through all the advice because I have more painting to do (!) but suffice to say, you can buy her book on Amazon for a few £s and it’s well worth the money.
The way I approach cold calls (often to business people via purchased lists) is simple but effective. I write a script. Then I practise it a lot. Keep repeating it out loud until it sounds right and I don’t have to read it word-for-word.
Then I stand up, pick up the phone and dial – before I can change my mind.
Go through the script – trying not to sound like an automaton – and see how it sounds. Inevitably it’s not right, so after I finish the call I change something. Then I do it again and keep altering the script until it’s right. It may take quite a few calls before it sounds natural and flowing, but bear in mind that the person on the other end of the phone doesn’t have the script! They don’t know what you were going to say so it’s likely to sound fine to them.
Once you’ve perfected your calls, simply rinse and repeat.
Another tip is to get a good set of wireless headphones that enable you to make calls whilst walking around. It’ll make your life much easier and give you exercise at the same time!
You can also get systems that automatically dial the next number on your list. If you’re a procrastinator, that’s a great way to move on fast, ensuring you fulfil your quote.
Set yourself daily, weekly and monthly targets – and stick to them. Maybe you can see yourself making 10 phone calls a day. If you do that 6 days a week, you’ll complete 240 each month. Or double it to achieve almost 500 a month – 6,000 a year. Now tell me that activity like that won’t build your business!
Good luck. I promise it’s never as bad as you think and you’ll be inspired when you get some terrific results.