Why Call-Backs Show a Lack of Leadership in Your Home-Based Business

The reason for the lack of success in signing up prospects is because many
call-backs are worthless after the first closing attempt. You have one and
only one chance at closing your sale. You will starve to death waiting for
someone to follow through with what they promise. It’s a sad but true fact.

Why do call backs make things even worse? Because it is telling your
prospect that you need their business bad enough to take time out of your
schedule to chase them down. If they think you are desperate for business,
they’ll start looking elsewhere for something with more leadership ability.

3 things will happen when you are trying to close a prospect…

1. A person can buy a product from you.
2. They can hang up the phone on you. or
3. You can choose to end the call.

If the prospect wants to buy before your presentation is over, close the
sale then. If they hang up, they’re obviously not interested. When you
choose to end the call, leave the ball in their court by telling them to call
you back when they are ready.

Why does this technique work better than calling them back in a few days?
Because it puts the responsibility on their shoulders. It tells them that
unless they physically pick up the phone and call you, they are missing out
on the opportunity and it is their fault if they never succeed. It takes away
their excuses and makes them accountable for their actions.

Telling them to call you back shows leadership and also tells them that you
don’t need their business to succeed. You are there to help them achieve
their goals and dreams, but you aren’t going to beg for the opportunity to
help them. When you demonstrate your leadership, they can sense that
you are going to pick up the phone and call someone else immediately
since they didn’t make up their minds. People don’t like to feel as though
they are missing out on a good opportunity.

The ideal situation would be for you to never have to worry about calling
anyone back or waiting to hear from them. The only way this can happen
is if you master the art of closing. Recognizing the difference between
rejection & buying questions is essential. The words can’t or won’t usually
lead to rejection, but 90% of what they ask will be buying questions. Don’t
let people tell you MAYBE. It’s either YES or NO.

When your prospect trusts and believes in you, they will never do business
anywhere else. Have posture and conviction when you speak and be
confident to expect results. The prospect needs to feel that you are the
leader they want. Always assume someone will buy and you will help them
do it. Always be direct and do not pamper your prospects or seem needy.

The more information you provide your prospects, the less likely you will
close a sale. When you keep telling them benefit after benefit, the
conversation gets overloaded with too many aspects for the prospects to
think about. You don’t want to make it seem like you need to convince
someone to join you or buy your product. Focus on the reason they
contacted you. Usually they are only looking to solve one or two problems.

Always treat your closing like it is the last time you will hear from them
unless they call you back. Do not let it bother you if they reject the sale.
There are too many other people in your target audience to focus on that
would beg for your help. Keep the focus on the prospect at hand and leave
the door open for them to call you when they are ready.

Proper marketing education will emphasize the negative aspects of calling
people back, as well as many other outdated techniques that most network
marketing companies teach. My business didn’t begin to move until I stopped
calling prospects and hounding them for business. If you want to establish
leadership and be in control of your business, start by being in control of
the kind of education you are receiving.