Easy Way to Speak to only Quality Prospects

June 27, 2010 by Chris Bernardo
Filed under Product/Program Reviews

This is Day #25 of my Thirty Day Challenge and Blog Challenge and Today I want to share with you the Way I deal with only Quality Prospects. For me I want to be able to not only help as many people as I can , i want to spend my Time wisely , as time is Precious..

Here is a fun Video that I made this morning in my backyard with my two dogs, Buster and Missy :

I was inspired by doing this Video from a video I saw from Hayley Boggs and she brought up some great points that are very similar to How i Deal with Prospects and the struggle that many have based on the calls i receive on people that tell me, “I spend all day on the phone and no one gets involved with my program.”

I share in the video what i do but here are some tips for you, how to benefit the most from your prospects:

1. Before any prospect speaks to you in detail, ask them if they have Gone thru your information? It could be your Video, Website, Brochure, etc , You have spent quality time and money making sure the information is out and presented, If they have questions after going over it , of course you want to be available to answer them but make sure they take the time to go through it.

2. Ask What your prospects want to accomplish or What they want to do with your program or product and how they think it will benefit them? Not how you would think it would benefit them.

3. Let your prospect know what you expect from them as it is a partnership and how they can benefit from your knowledge. Never sell the program or product, instead lead the conversation by getting as much information on what they need, listening for the Right Questions.

Always encourage them to go to Webinars, Conference Calls or meetings , what i like to do is have them Write down anything else that pops in there mind listening to webinars, training, calls, website and to call me anytime with anything else. I tell them right off the bat, I will not call them back, If they are ready or have any other questions call me direct, I tell them i am successful and don’t chase people around and work only with people that are serious and take action.

Be a leader, Be in Control of your call and you will be able to convert a lot better and truly spend your time with only Quality Prospects.

Comments or Questions leave them here!

Chris Bernardo

Chris Bernardo has spent the last two years helping people all over the world become successful at generating leads daily by using Attraction Marketing and Systems designed to Generate targeted leads like a Magnet to you thru Simple Strategies and Weekly Training.

Tags: Chris Bernardo, lead generation, mlm leads, mlm prospecting, overcoming objections, quality leads

Comments

28 Responses to “Easy Way to Speak to only Quality Prospects”

Jennifer says:

June 25, 2010 at 1:31 pm

That was great Chris! I think we all forget (especially those of us that are new) that yes we are passionate about what we do, so we love to share information. But we DO NOT want to sound sales-y or that we’re pitching something.
If you’re interested–Great. If you’re not–ok, but moving on though.
And if you’re out trying to find real business builders, be selective. Not everyone wants to do it and that’s fine. Just show interest in those that “want to play ball with you.”
But it really is in the questions or comments they make.
There are so many Lookie-Loos that try hog up your time. Often, it feels like dating to me. And I’ve been married for 11 years–I’m done with the dating scene!
But it makes you come across as more successful and you remain the one in control if you talk with those really interested, not those “just looking.”
We spend so much time crafting our websites, writing our blogs etc. that it would be nice if someone actually READ them. Reward those that do, by giving them your time.
As they say, people join PEOPLE not companies. Doesn’t everyone want to be partnered with a strong leader? And someone who’s honest and won’t blow sunshine and rainbows? I know I would!
Thank you Chris, for your words of wisdom!

[Reply]
Chris Bernardo Reply:
June 25th, 2010 at 5:44 pm
Jennifer,

Thanks for your comment, I so much believe in truly being selective in who you speak with in terms of your partners in your business, it is very easy to get into convincing and selling which if a person is not motivated to go over info in detail , if they are partners with you trying to promote a business after they decide to join with you because of a sales pitch vs going over full info and understanding and asking and answering the questions it is going to be harder and you will spend more time with that prospect. An Educated Well informed prospect has a better chance for success than one that made a decision because of a sales pitch. Have a great Weekend!

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Rebecca Johnson says:

June 25, 2010 at 2:04 pm

Chris,
i just learned a cool exercise for getting really clear about who I want to work with and posted about it on my blog. Now I can take the work I have done energetically to get clear and put in this practical application of weeding out people that are not my ideal business partners. Thanks for the great pointers!
Rebecca Johnson´s last blog ..How You Can Get At Least 3 New Clients, Customers And/Or Business Partners In The Next 30 Days

[Reply]
Chris Bernardo Reply:
June 25th, 2010 at 5:32 pm
Rebecca,

Thanks for your comment, I saw your blog today and loved the article, I am going to try that exercise! But Yes getting the ideal partners for your business, we all have control over that and making sure that our time is spent wisely.

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Jerome Ratliff says:

June 25, 2010 at 2:25 pm

You’re right Chris,

This is such an easy way to “easily” be able to speak to qualified prospects. The last thing you don’t want to possess is the skill of not knowing how to communicate.

Thanks for passing on this…
Jerome Ratliff
Jerome Ratliff´s last blog ..Blogging Versus Calling Leads – Which is More Important

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Chris Bernardo Reply:
June 25th, 2010 at 5:27 pm
Jerome,

Thanks for your comment , Yes i like to keep it easy for both a prospect and myself, the attention span of someone that can’t even look at a website for 10-15 minutes, imagine talking to that person on phone trying to sell or promote your business for 10-15 minutes and explain your business/program, Complete waste of time… Have a great weekend!

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Nat says:

June 25, 2010 at 6:22 pm

Hey Chris – Great tips, I am not actually part of any MLM or Network Marketing but I do have my own products through a consulting business and I have still found your tips really useful! Thanks for taking the time to make your video and share your info.
And your doggies are sooo cute
cheers
Nat

[Reply]
Chris Bernardo Reply:
June 26th, 2010 at 8:07 am
Nat,

Thanks for your comment, Glad you find value with my tips, and it was fun to do video with Buster and Missy, they are such a bundle of joy! Enjoy your Day

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Wendy MacKay says:

June 25, 2010 at 9:10 pm

Hi Chris, I have the twins for your two dogs! I agree in being selective with prospects and only spending valuable time with those that are serious about being in business, however that being said I am a person who likes to talk to my leaders and get a feel for who the genuinely are if I am going to join them in business and not always can you do that by reading material. One step farther than that is not only talking via telephone, but face to face if possible to get an intuitive feeling for my business partner. I may be a person that asks too many questions, but once I make my commitment to jump on board with a business decision, I will do everything within my power to succeed. Food for thought.
Wendy MacKay´s last blog ..Action

[Reply]
Chris Bernardo Reply:
June 26th, 2010 at 8:02 am
Wendy,

Thanks for your comment, We should set up a Dog Conference we can mastermind and our dogs can have a play date!! Yes meeting prospects, partners, leaders in person is fun and way to make one on one connection and questions are great, as many questions as you can think of after going over materials to include website, videos, print material if available, calls, webinars, etc.., however i know by screening and looking for those things in the beginning of conversation will help save your time and energy to deal with people that will commit and want to do business with you. Good point you make, Have a wonderful weekend!

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laticia says:

June 26, 2010 at 7:03 pm

chris,

great video and cute dogs. Thanks for the information. There have been several times I have spent time talking to people who were tire kickers.
laticia´s last blog ..A New Science In Network Marketing

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Chris Bernardo Reply:
June 28th, 2010 at 5:42 pm
Laticia,

Thanks for stopping by and leaving a comment! Yes for many months when i first started i had the same problem, not anymore!!! Have a wonderful day

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James Hampton says:

June 27, 2010 at 3:21 am

Chris you are right on point with this post. Prospects will sometimes waste your time by asking you to tell them what is already available on your site. This means that they have not done anything to inform themselves.

I could not agree more. I send people to my site for things that are published. If they have a question on a specific point, no problem. But I make sure that they have started by reading and/or viewing the available resources.

Thanks for sharing this valuable information!

-James
James Hampton´s last blog ..Home Business Owners – How To Find Your Target Market

[Reply]
Chris Bernardo Reply:
June 28th, 2010 at 6:00 pm
James,

Thanks for your comment, you said it perfect , “Have not done anything to inform themselves” Again if the info is not given or not in any of the materials you reference, questions are great and i love them, but if they don’t even read anything then send them back to your material and have them call when they are ready. Have a great day!

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Linnea says:

June 27, 2010 at 9:07 am

Hi Chris,

Good tips for qualifying prospects. I do think that we have to be somewhat careful not to fall into the trap of simply sending everyone to ‘my generic website’ however. It could be that the questions are coming because someone couldn’t find the info and adding a bit more specificity may be in order. (e.g. I do have a tab “my products” on the website that should answer your questions, have you found that?)…Who knows, maybe what they are saying is that the info is not easy to find rather than that they haven’t bothered trying to find it. my two cents. Enjoyed your post. Keep up the good work.
Linnea´s last blog ..Blogging for Beginners – First Steps

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Chris Bernardo Reply:
June 29th, 2010 at 4:52 pm
Linnea,

I agree with you in terms of being able to answer questions if info they are asking is not easily accessible but if a person doesn’t take time to read over 2-3 pages , they are setting themselves up for failure right from the get go. A Generic Website that has basic information to explain a FAQs about a program, cost, etc… can do the beginning of the work and then questions can come from after reading. Have a wonderful day

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Venus :) says:

June 27, 2010 at 4:26 pm

Hi Chris,

This is a very hot topic.
I am grateful you bring it up.

Time is a valuable asset and
I truly appreciate that you remind us
to value it. Conventionally we are brainwashed to believe that the more we present the better because we show how much we know. This is the way we are taught at school. And it is exactly what doesn’t do it to build success.

Gratefully,
Venus
Venus ´s last blog ..Listen To Yourself

[Reply]
Chris Bernardo Reply:
June 29th, 2010 at 5:06 pm
Hi Venus,

Thanks for stopping by and leaving a comment. Good point you share on more we present, better it is, I feel is specifics and getting to the point , less is more Have an awesome day!

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William Tower says:

June 27, 2010 at 6:08 pm

Great advice Chris. I liked that last little bit about not calling them back and letting them know that up front.

Thanks for for sharing, I hurled this bad boy out to my ping.fm network!

Will

[Reply]
Chris Bernardo Reply:
June 29th, 2010 at 5:08 pm
Hi William,

Thanks for stopping by and leaving a comment, Yes i like to let a prospect know that i am serious about my business and truly want to help those that want to partner up with me when they are ready to go. I appreciate you sharing with ping.fm! Have an awesome day!

[Reply]
Melissa McCloud says:

June 27, 2010 at 6:21 pm

omg your first point is SO important. i have blundered thru so many prospecting calls because i let the appt. proceed when i should’ve just rescheduled the call. live and learn…
Melissa McCloud´s last blog ..Twitter Followers- 5-676 YouTube Subscribers- 217 Downline- 3

[Reply]
Chris Bernardo Reply:
June 29th, 2010 at 5:09 pm
Melissa,

Thanks for your comment, Yes i did that in the beginning as well and wasted a lot of energy and time doing so, You are right its all about learning from mistakes Have a wonderful Day!!

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Sharon Bloch says:

June 28, 2010 at 11:26 am

Hi Chris,
You have alot of wisdom to share and I thankyou for that. I am always open to any new and good advice. I feel blessed to have all of you good mentors to learn from. The video is great and it really hits close to home just because your pets look just like my shih-tzu, FiFi. Take care my friend,
Sharon L. Bloch

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Jacqueline Gates says:

June 28, 2010 at 2:18 pm

So glad to have met you, Chris.
This is a great lesson on not only working with qualified prospects, but more importantly on Making the Best Use of your time.
In any occupation, your time is your most valuable asset and you need to choose wisely who you invest it in.

Oh and I love your two ‘Silent Partners”
Bliss and blessings,
The goddess known as Jacqui
Jacqueline Gates´s last blog ..A 15 minute Day aka the Overwhelm Antidote

[Reply]
Chris Bernardo Reply:
June 29th, 2010 at 5:13 pm
Jacqueline,

Thanks for stopping by and leaving a comment, Yes time is our most valuable asset and i choose to use it wisely My two silent partners make spending the day in my home office so FUN!! Have a wonderful day

[Reply]
Rachel Hall says:

June 29, 2010 at 7:00 am

Yes Chris this is so true, often we talk to people who seem interested in our business but then as you say, they have not even read the basic information they have been sent. I ask them now to go onto a free marketing webinar and then come back with their comments. If they are genuine they will at least do this.
Rachel Hall´s last blog ..Baby Boomers- The Rolling Stones and Online Marketing

[Reply]
Chris Bernardo Reply:
June 29th, 2010 at 5:26 pm
Rachel,

Thanks for your comment, You are so right on with that, If they are genuine and somewhat interested, they will come back to you and you can help them out and feel good knowing that they followed the steps Have a great day!

[Reply]
Emily Giuffre says:

July 16, 2010 at 4:16 pm

Great post Chris! There really should be a class about this! How to listen to a prospect and what questions to ask them. Thank you so much for sharing! This really makes you an authority when you can accomplish talking to quality prospects.
Emily Giuffre´s last blog ..Creating Freedom and Our Future

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