In How to Call Bad Leads Part 1, we talked about the first step, in a three-step process, for successfully opening a recruiting call.
The first move causes the prospect to become slightly confused. As they attempt to regroup, we use our second move.
Conversational Recruiter: Bob, this is a sales call. Im going to ask you one question, and its going to take 30 seconds of your time. If the answer is 'no, the call is over. Is it okay if I go ahead and ask you the question?
So, what did we accomplish with this second move?
First, we told the prospect that this is a network marketing call. Now the prospect probably guessed this already, but we were bold enough to tell the prospect why we are calling. This has never happened before.
Network Marketers are never this up front and honest. We just gained some points with the prospect.
Second, we told the prospect that we are going to only ask him one question, and it will only take 30 seconds of his time. The prospect is thinking that this isnt going to take long, and Ill soon be rid of this person. In fact, the prospect might be thinking that in another 30 seconds, I can go back to watching my Three.company marathon.
And, if I give this person any resistance, this call might take a while. I dont want to make a mistake like I did a few seconds ago.
Third, we tell the prospect if his answer is 'no, the call is over.
The prospect is thinking that this is going to be easy. I say 'no, and Three.company, here .come. But did you notice what we didnt say? Thats right. We didnt say what would happen if he says anything other than 'no. There are no other options to the prospect.
This allows the prospect to relax.
The prospect is thinking, what kind of network marketer is this? Newtork Marketers never want to hear 'no, right? Havent we all been taught that we should get the prospect saying 'yes? Build up an army of yess, and when you ask the closing question, the prospect will say 'yes.
Well, that never worked for me. Not once. And I tried it hundreds of time before I decided that it was just bad advice.
Prospects arent stupid, they can smell obvious manipulation a mile away. Thats why that tactic doesnt work. Maybe prospects fell for it back in the 30s, when it was conceived, but it sure doesnt work now.
Fourth, we ask the prospect if it is okay to ask the one question. Again, the prospect is thinking, ask the question, I say 'no, the call is over, I go back to Chrissy, Jack, Janet, and Mr. Roper. I think I can handle this. Go ahead and ask your question, pal, Ive got 'no written all over it. Just ask the questions, Ive got a show to watch.
The prospect has just gotten out of his daze of confusion. He thinks he is back in control. All is right with the world. It truly is a false sense of security because by allowing us to go ahead and ask our one question, the prospect is 2/3 of the way into our recruiting processand he doesnt even know it.
We are a couple of moves away from checkmate. I hope he is recording his show.
I know, I know, I said opening the call involved three steps. Well, the next step involves a series of small moves. The best part is, it doesnt matter what the prospect says. If the prospect says, 'no to our question, the call is far from over. Youll see why in the next, and last, article in this series.
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