It is unquestioned that communication is the key to establishing lasting relationships with business associates and prospects. It is also unquestioned that those quality relationships are the keys to lasting business success. Only the very rare exception will purchase a product or join a business with you without a modicum of trust and understanding developed through actual conversation.
Sadly, this is the step and the philosophy that gets skipped most often...Especially by the 'newbie'. But how does a beginner become a good communicator? Most beginners don't feel they have enough resident knowledge to offer anyone, so they shy away from starting personal conversations online or on the phone. They are afraid of the questions...
How long have you been in the business?
How much money have YOU made so far?
So, instead, they stick to the phone or email script their company taught them and they make no money. No money leads to frustration, and for many, frustration leads to quitting.
What is the alternative? The alternative is to get rid of your fear of talking to people and just relax (don't role your eyes at that - I'm completely serious). It is obviously much easier to do this when you're not cold calling, but it can be done even with that approach. Throw away the script and start a conversation with your prospects. HEAR (or READ) what they have to say and TALK about it. Once you decide to not try and sell your prospects on the phone, you'll be able to open up to this concept and just chat about their wants, desires, expectations, hesitations, etc.
Remember that these conversations (whether online or on the phone) have nothing to do with you. They are all about your prospect...finding out what problems they need solved and what results they're looking to achieve. Once you know that, you can help them get there...
Once again, these conversations are not about you, they are about your prospect.
Once you are able to understand that concept, your marketing approach should start to shift a bit. And that, friend, is getting over the first hurdle.
Yours in Greater Success,
