Hi There Dale,
I really appreciate your training and I have a question.
When you do a postcard mailing into a sub-division and
you say on the card ” I have been wanting to talk to you
about a part-time management opportunity with my company”.
Now since they don’t know you, how do you handle the call
when it comes in and they ask ” why did you mail this to
me, I don’t know you “, or “how did you get my name and
address” ?
They are calling out of curiosity, but we need to have
an initial response to that before we can take them thru
the normal exposure process. Could you share with me
how you handle that.
Thank You,
Stephen Cephas
Stephen,
First of all let me say “congratulations” on using the
postcard prospecting system we teach in our 21 Ways to
Create Leads in Your Local Market course.
This system is creating thousands of leads every week
for network marketers all over the world, and is just
1 of the 21 ways we teach in the course.
Your question is very good. As a matter of fact I
will probably do a MLM Minute on this in the near future.
The most important aspect is when do your prospects ask
you the question.
If someone calls and the first thing out of their mouth
is How did you get my name, you should handle that differnet
than if they ask the question as an “after thought” in the
conversation.
So let’s look at both situations.
If they ask you that immediately when they call, you need
to answer the question with a question.
I would say.
Are you interested in creating an additional income stream?
If they say No, I just want to know how you got my name.
Then my response is if you aren’t interested in creating
an additional income stream then how I got your name really
doesn’t matter, does it, so let’s now waste each others time.
You have a good day, and I would politely hang up.
If after agreeing to recieve your DVD, get on a conference
call, webinar, or attend a local event, they say something like
oh, by the way, how did you get my name? (Which is normally
where they might ask you that question)Â My response was, I am
not sure, I am always asking people who they know has leadership
and mangement abilities that might want to create a 2nd income
stream, I will have to look that up for you. I look forward to
having you on the webinar with us Tuesday night (or whatever your
next step in process is)
I have never had 1 person ask me again, how I got their name, and
I have talked to thousands of prospects with this postcard mailing
system.
I hope this helps, and thanks again for the question.