Maikng the Initial Contact | According to Faith

Making the Initial Contact

part 1 of a 5 week/call series

5 Steps To A Successful Business - Step 1 - Initial Contact

[notes from Dani Johnson's FREE training archive....]

5 CD’s on the website: Insider Secrets to Building Your Business (model of Home Based industry)

First contact made with prospect: trying to intro product/service/business op

– Cold Market: Advertising Agency or Leads generated from some form of advertising

(Script Book, pg. 2)

Purpose of Initial Contact:

Establish Trust – if you want to be a Pro, you must have long term in mind
Interview for possible long term relationship
Get to know who they are: discover needs, strengths and goals; you don’t matter in this equation - become invisible
Look for a connection between you and them, and them and the business – connect their needs, strengths and goals to the business
Set an appointment (to take a look at product, business, etc. – AFTER, Steps 1-4
Make a friend on the phone

TIPS

1. F.O.R.M. (ask questions about F.O.R.)

F = Family

O = Occupation

R = Recreation

M = Message – don’t give unless you find needs, strengths, goals

2. Interviewers Posture is different from sales posture – you are a Business Developer – posture of multi-millionaire

3. Truly be interested in them

4. Try to mirror them and get them to expand on their life; take notes on the words they use – needs, strengths, goals (SIGN)

5 MINUTES MINIMUM!!

(Get your Dani Johnson script book Right Now from http://ScriptBook.com)

(North Carolina First Steps CD’s help with this)

–Warm Market: People you know – a list of at least 200 names

Purpose of Initial Contact:

Set Appointment – no product, service, business - you want them to take a look
Find a need to fill (Script book pg. 6-8) – use right language, speak like a Pro
Let them talk about themselves – don’t talk about you
If you find no need, then you say: “Who do you know who…”

TIPS

1. Stay away from words and phrases like:

‘Would you be interested in…?”

“I have a business opportunity for you…”

“meeting/presentation” – instead, use “information”

2. Call at least 200 warm market in the next 30 days

TIPS

- To Set Appointment, After you get email, You Say:

“What I’m going to do is email you a link to our website and on the website you’ll be able to check out some information there; As well as I would like to take you to a call where you’re going to get some information about how you will be able to … (needs, strengths, goals)”

“When you are ready to go to that website, make sure you are in a quiet place and you’re ready to sit down and ready to absorb the information because this information is very valuable. It was put together by some professionals who invested thousands of dollars into pulling all of this together. This information, I want you to look at it with the mindset of, if I was working with this company to help me get to my – fill in with needs, goals, etc –, this is the information that you would be giving other people. So you’ll see, very professional – this information will make you look good if you were handing it to somebody else.”

- Don’t veer off of scripts!! (Listen to Script Book CD’s to understand psychology)

Objections – Rebuttals:

They say: I want to be financially independent

You say: “Tell me more about what that means to you…”

They Say: “What is the name of your company?”

You Say: quickly answer question, then jump right back into script and take control of conversation.

Note: [the first time, say] “Great! Do you have a piece of paper and pen?” [Then, if they ask again, give them their answer (with posture) and take control of conversation by asking] “Have you ever heard of us?”

They Say: [if they are being difficult]

You Say: “You know what, Name, do you have that piece of paper and pen handy? I’m going to give you my name and phone number in case you know anybody who is looking to generate a substantial income by working from home.”

They Say: (if they are being super difficult – Get out of there!)

You Say: “You know what, actually, Name, I just really wish you the best and I hope that you find exactly what you are looking for as far as being able to generate some income from home. God Bless you and have a great ___! ”

They Say: “You called me to give me info, right?”

You Say: “Yes, I called to give you info, however but we are only looking for people who are serious about trying to generate an income from home.”

They Say: “Is this sales?”

You Say: “Why do you say that sir?” …[wait for response, if necessary ask] “Are you looking for sales?”… after they answer, take control again

DEMONSTRATION

[these are my notes from the call. Click below to listen to this call: