Prospecting: Those 3 Dreaded Words…

talk-less-do-more-t-shirts_designHave you ever had this conversation when you are trying to invite someone to look at your business/project?

“What is it?”
“It’s vitamins” or “It’s a business opportunity”
“No thanks”

~sigh~ Don’t you hate it when a prospect won’t even look?

Part of the reason that they won’t even come see is because they have too much information.

They way to respond to the “What is it?” question is to be in a hurry.
Make sure that you say you are in a hurry BEFORE they ask, “What is it?”
Start your phone call by saying something like this, “Bob, I’m glad that I caught you, I have an appointment in a couple moments, real quick, I want to run something by you, can we meet up for coffee?”

If they are free, they’ll either say “yes” or they’ll “what is it?”
If they ask “what is it?”
You can use the fact that you are in a hurry as an excuse.
“I don’t have time to explain right now but I promise to tell you all about it. When can we meet for coffee?”
If they keep pressing you for details, just politely dismiss them and maybe call them later.
“Like I said, I can’t talk right now, I have this appointment but let me call you later.”

Now you can avoid answering the “what is it?” questions.

One of the secrets to keep them interested.
If you give them too much information, they will not come.  Stay in control of your excitement.
“It’s this great business that’s ground floor with a break through product and you would be awesome at it.”

Doesn’t that sound desperate?

Keep them curious, if you are telling someone to go see an awesome movie you just saw, you aren’t going to ruin the ending for them.  The less you say, the more likely they will come see what you have.

Did get value from that? Now you’ll be able to address the dread “what is it?” question without telling them too much information.
I invite you to share your feedback below.

Create a great day!

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P. S.
People often tell me that they have no one to talk to, that they don’t have leads to invite and present to. It’s a big problem to have but it’s also easy to solve. If you want to know how to get an endless supply of leads for free or very little cost then go and solve that problem.

What’s the 90 in 90?

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