These prospects have typically taken an online health survey. To get the person to complete the survey, the leads company typically offers a free product sample.
Thousands of NMers buy leads like this, and thousands are shocked and distraught when they start making the calls. What happens:
- The people you paid for never pick up the phone.
- Many that do, talk as if they never filled out a survey.
- Many ask for a sample and don’t want to talk beyond that.
- When you do talk a bit, they tell you “It’s too expensive.”
- After you send the sample, which costs you money to buy from the company, they don’t take your calls or call back.
Once in a while you get a good one. But they’re so few and far between most people have given up long before they even get the first one.
What to do?
1. Know the numbers. Few survey-taking-leads who complete a questionnaire to get a free sample expect to do more than ask for the sample. THAT was the deal, after all, yes?
2. Don’t expect anyone to buy from a stranger on the first date. Bait and switch doesn’t work (pressuring them to buy after they expected a sample).
3. Before you ask them to buy, tell your own product story first. That’s a way to go first and be genuine, and even a little vulnerable and human. “Let me tell you what happened to me with this…”
4. Surprise them and do NOT ask them to buy – instead, ask them if they know anyone who…
5. Limit your cold calls to 45 minutes at a time, one after another, then do something else.
You likely have more tips based on your experience. We’ve done thousands of these calls live with folks over the last 7 years. Sigh.
Special Audio Seminar for blog readers.
I did a 45 minute session with about 250 network marketers two weeks ago. They all bought customer leads from one of the only customer-leads generation companies I know of (VOS – VirtualOfficeSystems.com). The purpose was to give them some tips on how to get better results calling those leads.
Turned out to be one of the most fun calls I’ve done in a while. I made some small edits and you can hear the call here, on me. (It’s about 45 minutes so give it time to download). Remember to turn on the volume.
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The new Haystack Telecourse. Coming Feb 20. I also made a little QuickTime slide show of the Haystack program here.