First of all, you've gotta know something about what it is you do. You don't have to know everything, but the more you know the better. Your prospects aren't calling you to test you and see how much you know.. I love throwing little saying in my blog that apply to what I'm talking about; haven't you ever heard the saying by John Maxwell - and this is so true: "People don't care how much you know until they know how much you care." So, this goes back to me saying you don't have to know everything about what it is you do, but you do have to know something. The more important thing is; step 1) Find out their NAME! and use their name frequently (it not only shows personability when speaking it also helps you remember their name - because you should!) Show that you care, show that you're the right person to guide them. Not necessarily that no one else will; don't focus on cutting out your competitors that will just make you seem desperate, just
be kind and helpful. Don't shove your product or service down their throat (unless they're asking for it). I guarantee you if you relax and just be a likable person, they'll ask the questions that you want them to ask; they'll eventually ask.. how can I get started? I bet you'd love to hear that question. Prospects calling you are calling for one thing. Guidance; the second you begin soliciting them, or talking to them like a machine is the second you scare them away. Let your guard down, and have fun with this; the most important thing you can do on any call with any propspect is establish RAPPORT. If you're not sure how to establish rapport or you don't know what rapport means, you need to check out a little well known book by Dale Carnegie called "How to Win Friends and Influence People." Heck, even if you've read the book before and you're a little rusty on your rapport/communication skills, read this book again! Best advice I can leave you with when dealing with prospects.. RELAX! they're not gonna bite your head off, really. They just want your help!
