by Theresa Lovelace
One of the easiest and fastest ways for a network marketer to crash and burn is to cold call prospects without a specific plan. All too often, the inexperienced marketer will make a call to someone and wing his way through. He may know what he wants to say but once the conversation gets started it, can easily go astray. “Winging it” should never be a strategy because there’s always something that gets forgotten and that could be a key element in moving the conversation in your favor. Crafting a well-thought out script that says exactly what you want to say accurately, with a little wiggle room, is one of the best avenues to a successful telephone conversation.
So it’s always best to have a clear direction and stay pointed in that direction by having a script. Even though you know what you want to say, having a script ensures that you hit all the important questions you want to ask the prospect without leaving anything out. So, the skill of writing dynamic prospecting scripts should be a tool in your arsenal of marketing strategies.
Writing Dynamic Prospecting Scripts
Getting on the phone and knowing exactly what to say can give you a massive edge over other home business owners. Here are 4 tips to writing dynamic prospecting scripts:
- Ask permission to continue talking. This is a way to get the prospect to acknowledge you and then give his approval for you to talk. When asking if the prospect “has a minute” or “if this is a good time” you’re essentially getting the prospect’s okay to talk and he’s letting you know that he’ll listen.
- Capture the prospect’s attention with a compelling question. This is a question that can make a prospect sit up and take notice. You’ve heard it before – you only have ten seconds to grab a prospect’s attention. You want to do that by giving him something to pay attention to. For example, What if I could show you how partnering with (business name) could help you realize financial and time freedom? Would you have a few minutes to spare so I can tell you about it? This question has a few “hot” words – partnering with a company, financial freedom and time freedom – that are sure to get a reaction.
- Always be prepared. Think of what you want to know about the prospect and write a series of questions – both open and close ended. Open ended questions are a great tool that allows the prospect to respond freely and that’s where you gain valuable information. There’s nothing worse than getting on the phone and stumbling over your words. When you stumble, it shows that you are not proficient in what you are trying to get across. If you want a prospect to continue in the process, you must absolutely, positively know what your goal in the conversation is and how you plan to get there.
- Write how you talk. There are two types of language…the formal and the informal. Formal language sounds, well, formal. It’s not the way you would speak normally and you want your prospect to hear the real you when you speak – not a phony. Using long, complex sentences isn’t going to get it. People rarely talk like that. Instead, use shorter sentences or phrases because that’s the way you speak.
These are four tips to writing dynamic prospecting scripts. Implement them for more effective telephone sessions with your prospects. Here’s a sample of writing dynamic prospecting scripts that can guide you in writing yours!
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Email Address: TeriLovelace@msn.com
“I teach network marketers top-earner secrets for building successful businesses online.”
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