Recruiting is about being a friend, not a stranger.

03.10.2010

Have you ever called a prospect and they sounded like they had rigamortis from the neck up? They wouldn’t even give you the time of day. Have you ever wondered why they are that way and how to overcome it?

One important key in building a big business is connecting immediately with prospects on the phone. If you don’t connect them — make them like you and feel comfortable talking with you — you’ll get a stiff response. They’ll have their guard up, they won’t trust you and you’ll hardly get anywhere with them.

So today I want to share 3 tips on connecting with people immediately and getting them comfortable with you.

First, put a big smile on your face when talking on the phone. Did you know people can hear a smile over the phone? If you are smiling, you sound friendly and trustworthy. If you aren’t smiling, you sound serious, business-like, and maybe someone I shouldn’t trust.

Say the following with a smile then without — see if you can tell the difference.

“Hi Julie, this is John, getting back with you. Did I catch you at a bad time?”

Did you hear the smile? Did it sound friendlier, like someone you would like to talk to? It makes a big difference when doing phone calls, so always put on a big smile! If you have trouble smiling naturally you may need to practice smiling in front of a mirror. Learn what it feels like to smile a big, natural smile … then make sure you do it when making calls!

Second, be excited. No one wants to get in business with a bore. If you aren’t excited when you call prospects back, how can you expect them to get excited about what you’re doing? Remember, excitement is contagious … and so it depression. By all means, do whatever it takes to get excited before making your phone calls. Put in some upbeat music. Jump up and down and get your blood flowing. Speak positive affirmations of how excited you are. All of these will help put you in the right mood to make a great phone call.

And third, be relaxed. Be excited, but be relaxed. What I mean is don’t be too stiff trying to follow a script and mess up on being real. Listen to your prospects, talk with them as if you are talking to a friend, and be relaxed. The best way to be relaxed is to be confident of what you are doing. And the best way to be confident is practice what you are saying so that it comes out naturally.

As we talk to folks all over we find that making a great phone call is one of their biggest weaknesses. It takes time to learn to do it well. So take the time to become an expert with it. If you do, it will pay huge dividends in growing a huge business. You’ll find very specific information on how to become a great phone person in the training center.

Until next time again, we’ll see you at the top!

… Beatty Carmichael