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Returning
a Prospect's Call
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A
Note on this Web page:
This Web page assumes
that you have received contact information for someone who responded to an ad
for OrderSmokesDirect - either an ad you placed or an OT co-op ad in which you are participating.
The page offers
guidance in reponding to your prospect's call. It is ONLY guidance that is meant
to help you orient yourself and your prospect when you call them back. Use this
guidance creatively, not as a rigid outline. If you do, it should help you to
direct your prospect to the mutually satisfying goal of them becoming an OT customer
or referring customer.
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Important
First Principles
Be
yourself.
Be friendly and be real. This should be easy since your prospect originally called
you and because you are in a great position to help them. Being friendly and real
will make the call much easier for you, make it enjoyable for you and your prospect,
and - most importantly - it will enhance your credibility with your prospect.
It positions BOTH of you to win from the call.
You
are in a Position of Strength because:
Your prospect called YOU for information.
Use that position to direct the call to their benefit and yours.
The
basic Call Structure and Goal
Determine
your prospect's Main Purpose in calling:
- What made them
call? What do they want? Determine their WANT.
Do they want to make Money? Save on cigarettes? Both?
- Get them to see
that OrderSmokesDirect can provide what they want: savings and/or income.
- When they see
that we offer what they want: They will sell themselves!
A
Sample Call Outline
Hello. Can I speak
with (prospect's name).
Hello (name), my
name is _ _ _ . I got your voice mail about our cigarettes opportunity and I'm
getting back to you while I have a few minutes. I'm a referring member with OrderSmokesDirect,
and I would like to know what interested you in our ad. Then we can try to see
if what we have fits
your needs. I
know it may or may not interest you, and that's OK.
Before going on,
I need your help. Do you have that Ad handy?
What was it about the ad that made you call?
(Important: LISTEN
to their WANT and ADDRESS IT! This is the key to the call.)
What you want is
certainly within reach. OrderSmokesDirect can make it happen for you.
Explain about OrderSmokesDirect
and how it will fulfill their want:
Have a calculator
and your facts and figures handy.
If their want is cigarette savings, we have them: explain and calculate
their savings. The several ways to order. Suggest a Feature Brand and suggest
AutoShip.
If it's an income opportunity, we have it too: explain SIMPLY how it works.
They can make what they want with our program.
Do you agree that:
What we have is what you want?
(Yes:) Great! I
can can three way a call to OrderSmokesDirect now and you can join / place an order right
now. Okay? (This, of course, if you are calling during OT business hours.)
(Three way them
to OT or, if they can be on the phone and online at the same time, direct them
to your Web site and the ordering / joining proceedure.)
(If it is non-business
hours, and they have no Net access, try to arrange a call time to three-way them
in to OT. If that is not possible, be sure they have the number AND your ID number:
have them read them back to you. THEN, be sure to call them again a day later
to make sure they called OT!! Many people will put it off and then forget about
it!)
(No? Not Interested?)
OrderSmokesDirect can pretty clearly provide what you want, so I missed something. This
is my living, so help me to see what I missed in explaining this. I don't want
repeat my error. (Go over any objections, treat them with respect, and show how
and why OT is the Number One opportunity that can help them.
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