Some people ask me what my take is on phone prospecting. They ask: “Should I be making cold calls?” “Should I be picking up the phone and calling people to build my business?”
I received an e-mail the other day from someone that asked, “Why don’t you ever answer your phone or return my phone calls?” He thought that I was just ignoring everybody.
Phone Prospecting – Is it Good for Business?
If I picked up the phone right now in my business, I would be working at least five or six hours a day on the phone!
There is no way I would have time to do a daily mastermind. There is no way I would be able to support the greater team.
Instead, I would be supporting one person, one-on-one, every single time I got on the phone. I would be repeating that throughout the entire day.
This is called the slavery model.
I don't know about you, but I got into this industry to be able to spend more time with our family, to travel and do fun things.
When I put down the phone, I have so much more time in the day. I focus one hour each day and invite my team to a webinar and talk to everybody and support everybody and answer questions.
Utilizing technology has actually allowed me to condense eight hours of time on the phone to one hour on a webinar. I saved myself seven hours of work!
I realize that some people can get turned off that I don’t use the phone. This is okay. There is an abundance in the world. Once people realize the power of webinars and automation where questions can be answered in a group setting, they are more attracted and they will want to join you, because…
…they don’t want to be on the phone all day either!
Phone Prospecting Tips
I want to give you guys a quick tip, though…
Sometimes people hear the message above, and they take it too seriously. They stop answering phone calls and then stop making money.
In the beginning of building your business, it is okay to take and return phone calls!
If you are not making at least $5000 a month, then you probably should return phone calls, answer questions and assist people in joining your business. There probably aren’t that many phone calls to eat away at your time. This form of phone prospecting was my model when I first started.
If you have a circle of influence when you first get started in business, you should send all your contacts an e-mail. You should also give the people in your personal circles a quick phone call and ask them to check out your new business. You shouldn’t be afraid to do that.
David Sharpe had built a relationship with my business partner, Adam Whiting after attending a marketing event. When David Sharpe launched Empower Network, he called Adam Whiting, on the phone and invited him to get in!
You need to communicate with people – on the phone, Skype, or messaging. It is okay to call people you know.
Do whatever it takes to make sales and recruit people in the beginning. Then, phase that part of your business out as soon as you are making money.
Phone Prospecting – Cold Calling is Not Okay
It is not okay to open up the phone book and start calling people. When someone picks up the phone, and you start going off on a script, nobody likes that!
If you are going do phone prospecting, start by calling the people you know. Then, return phone calls to the people that are responding to your ads. Taking a phone call and returning a phone call is much more powerful than cold phone prospecting. This is really all I recommend.
To contact total strangers, send an instant message using social media. People can at least check your profile and see who you are before they answer back, so it feels a lot less intrusive than cold phone prospecting.
Limit Phone Prospecting
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