Prospecting Scripts – Guidelines for Using Scripts Effectively
Prospecting Scripts – Guidelines for Using Scripts Effectively
Prospecting scripts are an outline for you to follow. Be sure to adjust them to suit your company, product, etc. Here are a few guidelines when using scripts:
1. You may not have to ask your prospect every single question. After 2-3 questions you may decide that they do or don’t qualify for your time. Remember, you do not win a prize for asking every question on the sheet! Ask the ones you feel most comfortable with and until you feel as though you’re getting to know your prospect.
2. Be polite but firm and professional. You maintain control of the conversation at all times. If you feel as though your prospect is attempting to run the call, you must politely but firmly remind them of who is looking for a business and who already has one. If they continue trying to control the call, thank them for their time and say good-bye!
3. Use the same script for warm and cold market. Don’t tip-toe around your warm market. Get to the point with them and continue to sort, not sell! Adjust the script accordingly for warm market (i.e., How are the kids?) Keep the small talk brief. This is a professional call and they will realize it when you keep it as such. Your prospect, warm or cold, will follow your lead.
4. Scripts aren’t magical. PRACTICE! PRACTICE! PRACTICE! I sound like I know the scripts by heart because I do! I’ve read the same script for years and in many different programs, marketing every kind of product! Practice on your kids or in front of the mirror.
5. Notice your body language when you speak. Do you sound and look confident or scared to death? On the phone or in person, your prospect will sense your fear or conviction!
6. Relax! Say whatever comes to mind! The only thing they can do is say good-bye or no thanks! It seems simple because it really is! Don’t make this complicated!
7. It’s not what you say but HOW you say what you say that is important!
8. Give yourself time to get better! Take continuous action and you will get better! This is a game and you get good by playing the game every single day. Michael Jordan didn’t just wake up one day and decide to be a great basketball player! He practiced day and night! He flopped, he made no baskets and he persevered! That’s what you must be willing to do!
9. When you prospect, are you coming from a position of need or service? There is a huge difference and your prospect can tell!
10. Set a goal for how many new enrollments or sales you will have for each month. Challenge yourself to meet or exceed that goal! Talk to as many people as it takes to meet your monthly goal! Period! If it takes talking to 50 people, then do it! If it takes talking to 150 or 500 people then you must be willing to do that, as well! You get paid for results not for the number of conversations or the number of people you’ve talked to!
Lisa Kitter is known throughout the Network Marketing & Direct Sales Industry as the “Queen of Thinking Big!” She provides sales training and success coaching through her website found at http://www.EYNP.com
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