Cold Market Prospecting
Hey, what's going on everyone this is Eddie Harvey from eddielharvey.com. Today I want to talk to you guys about some cold market prospecting and how to deal with prospects that you can't get on the phone. Alright guys so I want to get right into it so let's say obviously you prospect somebody be it, it might be a lead you generated online where they request some more information about your business or it can somebody that you met face to face and peaked their interest and exchange information, somebody you left was sharp or whatever it might be guys and you got their information. Want to share with you a few things if you can't get somebody on the phone, what's the best approach to take, how to follow-up with them, what you should and shouldn't do and how to move forward from there. So let's get right into to it guys.
The first thing I tell you guys is that somehow I'll let you know, obviously even if you feel like you get this one prospect and you feel like oh my gosh they are the one, they're going to change my business, they're going to change their lives, they're going to blow this out of the water because they may be a person that's uber successful or maybe a person has a lot of influence already, whatever it may be and you know you got to treat them all the same guys. You can't get emotionally wrapped up into anybody and just keep an even keel, whether they get started, great. If they don't get started that great as well, you can't just look at one prospect guys. If this person pans out if they don't you got to keep prospecting, you got to keep talking to more people and exposing more people to your opportunity. At the end of the day, you have to do that so if you understand that and handle each prospect as going in even keel and not looking at someone as the golden child to change everything forever. You know you'll be okay because you don't want to go in with no expectations because you can't say what a person will or won't do just based on what their current body of work is in their respective profession. You know if you got somebody obviously if you bring somebody over from let's say from another company who's looking to start new business or they build a team successfully before or they come with a seasoned background you know you might get a little excited but saying you want to approach it same way, so just be even keel guys and don't be on an emotional roller coaster with the prospect.
Cold Market Prospecting
The next thing I'll tell you is that when you do call your prospect guys saying less is more. Again, saying less is more. Why do I say that is because if you call your prospect guys you want to keep it simple, leave a simple message and you do not want to fire hose them with information. You don't want to drown them out and try to talk about how great your opportunity is or how great they'll be in the opportunity and what you feel they can do because they are so sharp and because of the network they have, whatever it may be. Yeah, I know your inner network marketer is excited, it's okay and I've done it before, most people have done it before but you don't want to come from that place because when you come from a place like that making them feel like you need them, it's also going to make you seem desperate you know like they're the only prospect you have and that you know man, this guy must really be desperate for business if he's calling me like this and talking like this and that, you know there's no professionalism in it. When you look at your doctor, lawyer or whoever it may be. Your doctor doesn't call you saying hey, come in I need you to get this surgery done or whatever it may be. You know, your doctor is very busy and if you have a set appointment, a set time to get something done he's not even going to even call you, more likely it's going to be the secretary or somebody calling you saying hey you got an appointment we won't be here at this time whatever it may be, but less is more.
So now when you call your prospects again guys there's something I learn a long time ago and it still holds true today three calls. So it's like three strike and you're out. If you call them, you want to call them you know day one, day two and day three. So 24-hours later from whenever you called them, it's 7:00 p.m. today you want to call then at 7:00 p.m. tomorrow and then if you don't get them again 7:00 p.m. the following day. Your first message keep it very simple let's just say you set a time to talk with them whatever it may be, you set a time to talk with them at 5:00 p.m. you call them you don't get them simple voicemail, guys. Hey John how is it going, this is Eddie giving you a call. Hey, we had an appointment to get on the phone and talk some more about the opportunity, see if you're open, see if it's a good fit, you know whatever it may be. We had an appointment today at 5 p.m. to hop on the phone I will be available for a few more minutes give me a call back 84- blah, blah.
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To your success,
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