I was talking to somebody recently on my FB fan page about how to bring a prospect offline once you connect online on Facebook. We also talked about verbal vomiting, which as most of you know, is something that happens in our business when we first get started. We get super excited about our product or service and almost pounce on people or jump down their throats, which can actually talk your prospect out of your opportunity.
Let me just go step-by-step. Those of you who’ve been following me and have seen my social media trainings and read my blogs, this is going to be kind of like a second part. If you haven’t seen or read them yet, go back and watch my Facebook trainings and read my episodes.
This is episode answers the question – What would the five-minute conversation look like to take an online prospect offline?
Let’s say you created curiosity through one of your posts, and you have somebody reach out to you, saying they want more information. They’re interested. What do you do?
We want to create intrigue and curiosity. People want to be curious. It’s our nature.
All you do is this.
When I posted my first post, and I said, “Can you believe in 11 days, I dropped 12 inches and 6 pounds and almost 4% body fat without dieting or killing myself at a gym? Isn’t that amazing?” That was my first post. I didn’t have my protein shake or my company name everywhere.
What happened was 45 people reached out to me, said “Hey, what is it that you’re doing, and how do I get it, and how do I learn more?” I private message everybody, and I said, “Hey, I’m happy to share what has worked for me. Send me your number and a good time to chat.”
I did that with every single person because I wanted that personal touch with people, and I want to be able to control the conversation instead of just spamming them out links to videos.
The whole purpose for this five-minute call is to get people really excited and interested and let them hear your voice and your passion for what you’re about to share with them. It’s a simple, “Hey, what’s your number? What’s a good time to talk when you have five minutes?”
Now, you’re on the call.
You say, “Okay, I’ll call you at two o’clock.” You’re calling them. You guys, literally keep the conversation at five minutes. Do it before you know you have to run somewhere or go to a meeting. Don’t carry on.
This is not a presentation call.
This is just a connecting call, so then you know what their pain is. This is where you discover their pain, so you ask, “What it is that intrigued you about post?” “What are your health goals?”
You have to utilize whatever it is that you’re posting and what people are asking you about.
“What are your health goals?”
“Okay, great. You want to lose weight. How much weight do you want to use?”
“Okay, 30 pounds. Okay, what would that 30 pounds do, if you could lose that 30 pounds within the next couple of months, like I said without dieting or killing yourself at a gym, would you be interesting something like that?”
What do you think they’re going to say? Of course they are going to say “yes.”
“Now I know exactly the right tool to send you. I’m going to send you this video. When can you watch it?”
I have them tell me the time.
“Okay, so will you be around tonight at eight o’clock or tomorrow at 12 o’clock? What time works best?”
You always want to give two times.
“Okay, great. I’m gonna call you at that time. Watch this video, write down your questions, and we’ll connect then.”
Boom. Five minutes.
If they start asking questions like, “Well what is it?” respond with “You know what? I really gotta run. The video is gonna explain all of it, okay? I don’t do it justice. Just watch the video, and then I will call you at eight o’clock and we can follow up, and I will answer your questions.”
Now, the next call is, “What did you like best about what you saw?”
Let them answer.
“Okay, great. Are you ready to get started?” That is the only question you have for them at that moment.
Because if you start going into, “Well, what questions do you have for me?” What if they don’t have questions? Well, then you’re sitting there. It’s like, it’s a psychology thing, and then they’re trying to drum up some questions. What if they never had questions, so why are you asking if they have questions, right?
Then maybe they are going to give you an objection. If they give you an objection, like “It’s too much money.” Your response is “Compared to what? Because you told me you wanted to drop 30 pounds off your body, and you’re struggling with it. You told me you have no energy. You told me that none of your clothes are fitting, so I’m offering you something that is literally a solution that’s gonna melt fat off your body, but then you’re telling me it’s too expensive when it’s food. You need to replace food anyway, right? So why not replace it with food that’s actually gonna give you a solution to what you’re looking for?”
You guys, people sometimes, they just need to be told what to do, right?
When somebody says, “Too expensive,” you already need to discover what their pain is, right? This is why it’s so important to listen and ask questions.
That’s where you need to stop being an expert and verbal vomiting all over people, right? Listen more. You want to know their pain. What is it that they’re struggling with that you have the solution to provide to them?
Could be something that you helps them save money, get out of debt, right? Maybe your opportunity. Maybe you’re in skincare, and you want to offer them skincare solutions, so they can boost their confidence. Then, they don’t have to worry about their fine lines or breaking out with acne.
Whatever it is, that’s where you need to play matchmaker. Remember, not everybody’s going to be your person, your prospect. You have to figure out what it is that you’re pitching to them and how you can help them, and then just do more of that.
I hope this helps you because the question was: what’s a five-minute conversation look like? That’s what it looks like.
You want them to hear your voice, hear your passion, start to build a relationship, ask them what they’re struggling with, listen more, send them the tool, set that follow-up time, get your third-party validation on the phone.
I bill through three-way calls. If you don’t have an upline, then let the tool be your third-party talking. You don’t need to be an expert. Stop highlighting all the features, just focus on the benefits that they are looking for and how your product can help them or your opportunity.
You guys, a lot of this is psychology. Part of my journey has been learning more about sales and marketing, more than anything. I know a lot of people shy away from the selling process, but you’re selling something, so you have to own up to it.
You’re selling solutions.
Rub-off the slimy feeling of it and just realize you have something that can help people. Obviously, you wouldn’t be doing this if you didn’t feel passionate about it. People will buy you before they buy the product. End of story. Show them why you’re passionate about it, and show them how it can help them.
I hope this helped. If you found value in it, please share it. Make sure your team has this information, too, so your team can duplicate this process if you felt like this was helpful.
Cheers to your success!
Did this help you? If so, I would love to hear your thoughts below in the comments.