In Business: We Have Two Ears and One Mouth For A Reason
People new to home-based businesses sometimes jump in with both feet and head long into marketing and generating leads. And I applaud that. One of the most exciting times in life is the undertaking of a new venture or starting a new chapter in your professional life. Acting on that enthusiasm and energy is one of the smartest things you can do. But I also know that some of those people who are off and running, call me to ask why they haven't had good results in their conversations and follow ups with those prospects all their marketing brought their way. That is where I remind them that we have two ears and one mouth for a good reason. And I remind myself of that with every call I make as well.
The best thing we can do, as business owners, is really listen to our prospects. That means really listen. Because they are actually providing us information that could ultimately help us bring them in on our opportunity. Sometimes in telling ourselves that we have to return the 20 calls today to keep up with our leads, we are, in fact, closing ourselves off from effectively handling each call as we make it. And we all know that 20 leads called back with no sales closed is as good as no leads.
When I talk to a prospect, or even a client in my previous professional life, I make sure that I am taking notes and that I am really in tune with what their questions and concerns are. Their feedback is invaluable. And even if they ask a question that I may have been asked hundreds of times before, they are asking it as it applies to them and their personal situation. If they took the time to call or respond to an ad I've place or marketing I have done, they are evidently looking for something. Is my opportunity the right fit? Who knows. But if I give them a "script" response and brush their questions or concerns under the rug so to speak, then I'm doing them a disservice and myself as well.
I've indicated before that I researched businesses forever before deciding on the one I went with. I was one of those prospects who wanted to know every scenario that could possibly come about. I wanted to make sure that I felt comfortable with my decision. And it is a major decision when someone believes in what you have to offer. It will potentially change their life and it should be made with as much information as possible. That's not to say that you should spin your wheels and take hours to complete a conversation that isn't moving forward. Your own business would suffer if you took that approach. But by listening, you will hear what the prospect needs and wants and why, and it is at that point that you can offer up what your opportunity would bring to the table to help your prospect get where he wants to be.
Utilize notes you have taken to bring a personal touch to your conversations. Refer to the person by name and even reference something they have told you is of great importance to them or a major concern for them. In doing this, they will know that you have really listened to them and they will immediately feel they are a person in your eyes as opposed to "just another business lead".
In closing, every time you respond to a prospect, use your two ears first. And when you have made the time to hear what that prospect is searching for, then jump in with your one mouth to offer-in a clear, concise, and informative manner-exactly how your opportunity is just what they are looking for.
The best thing we can do, as business owners, is really listen to our prospects. That means really listen. Because they are actually providing us information that could ultimately help us bring them in on our opportunity. Sometimes in telling ourselves that we have to return the 20 calls today to keep up with our leads, we are, in fact, closing ourselves off from effectively handling each call as we make it. And we all know that 20 leads called back with no sales closed is as good as no leads.
When I talk to a prospect, or even a client in my previous professional life, I make sure that I am taking notes and that I am really in tune with what their questions and concerns are. Their feedback is invaluable. And even if they ask a question that I may have been asked hundreds of times before, they are asking it as it applies to them and their personal situation. If they took the time to call or respond to an ad I've place or marketing I have done, they are evidently looking for something. Is my opportunity the right fit? Who knows. But if I give them a "script" response and brush their questions or concerns under the rug so to speak, then I'm doing them a disservice and myself as well.
I've indicated before that I researched businesses forever before deciding on the one I went with. I was one of those prospects who wanted to know every scenario that could possibly come about. I wanted to make sure that I felt comfortable with my decision. And it is a major decision when someone believes in what you have to offer. It will potentially change their life and it should be made with as much information as possible. That's not to say that you should spin your wheels and take hours to complete a conversation that isn't moving forward. Your own business would suffer if you took that approach. But by listening, you will hear what the prospect needs and wants and why, and it is at that point that you can offer up what your opportunity would bring to the table to help your prospect get where he wants to be.
Utilize notes you have taken to bring a personal touch to your conversations. Refer to the person by name and even reference something they have told you is of great importance to them or a major concern for them. In doing this, they will know that you have really listened to them and they will immediately feel they are a person in your eyes as opposed to "just another business lead".
In closing, every time you respond to a prospect, use your two ears first. And when you have made the time to hear what that prospect is searching for, then jump in with your one mouth to offer-in a clear, concise, and informative manner-exactly how your opportunity is just what they are looking for.
Source...