When I did a TeleClass called “Calling Leads: The Secrets of an Effective Conversation” I got a lot of ah ha’s over answering the question of – What is the OBJECTIVE of your call. Many discovered they were focusing on the wrong objective and incorrect frame of mind which made enrolling difficult.

Obviously your objective when following up on a lead is to QUALIFY the person you’re talking with… for you AND for them!  In Natural Selling, the WHOLE conversation is one of qualifying.  That’s a reason you ask questions – LOTS of them!

However, it’s more precise than that.

In the case of calling leads your thinking and call objective is to;

1. Understand and allow them to talk about what their REAL problems are (And it’s usually NOT money, time or freedom!)
2. Determining their level of desire to change (Remember: “The degree that a person will do something is dependent on the degree of discomfort they feel about their present situation in the present moment”)

From this information you’re ultimately looking to achieve one of 3 things:

1. Enrol them
2. Take one or more mutually agreed action steps toward enrolling them
3. Bow out of the conversation

However, many different “Call Scripts” I’ve noticed, focus on the following objectives, (in the hope that they will convince the other person to join them); such as getting them as quickly as possible to…

• Look at a website
• Listen to a CD or look at a DVD
• Receive a brochure
• Attend a meeting or teleconferencing call

Ask yourself – WHY?  What will that do for you and your potential partner or client? Mostly nothing!.

For example; If I was selling cars and you came into my showroom saying you were looking for a car and I handed you a brochure and said to you, “Here, you’ll find everything you need in this brochure to make a decision and answer any questions”… what would you think?

Websites, CD’s, etc., are Business Aids. Business Aids are effective only when you use the relevant aid, that will answer the specific questions a person has to help them in their buying decision once you’ve determined they have met your two objectives. That’s it!

Here’s some truths. The reason you’re encouraged to get people to a website and hand out CD’s is that it’s duplicatable! There is also the illusion you don’t have to do much – just “get them to a (Business Aid) and you’re on your way!”

However, just because something is duplicatable – does it mean it works? Obviously not! Look at the massive (95%) failure rate!

If you want a process that WILL work, consider getting one of my Power Up Your Dialogue CD’s called simply “Calling Leads”. It will make a world of difference to the way you think about calling leads and how you call them. Start making a difference in your ability to help more people while helping yourself at the same time.

About the Author

Michael Oliver is an internationally recognized trainer, speaker and author and the founder of Natural Selling, the only sales training program designed to really eliminate rejection and objections. Visit his blog and signup free to get blog updates by email, along with the latest news, free advice, additional resources, and a lot more! Go now to http://naturalsellingblog.com. While you're at it, check out http://www.naturalselling.com.

You may reprint this article in your own publication or website, provided that you leave the content, the links, and the "about the author" section at the end intact.

Subscribe by email and get blog updates, news, and more!
Click the subscribe button and enter your email