Cold Calling – What is it?

Cold calling is known by many people in the world of sales as one of the most painfully unpleasant activities imaginable. First lets start with the definition of cold calling: The marketing process of calling prospective customers or clients, via telephone, who were not expecting such interaction. So technically buying MLM leads is not cold calling because those prospects requested to be contacted in some form by requesting more information about working from home etc… But that’s just my technical side chiming in, I don’t believe in trying to reinvent the wheel, so for the purposes of this topic, I will focus mainly on the MLM aspect of cold calling techniques. Telemarketers are perhaps the most well known and despised of all people who engage in cold calling. But the simple fact is, sales via telemarketing works… And the services or products being provided must do some people some good or the government would have implemented more aggressive strategies other than the do not call list back in 2005. Which requires telemarketers and sellers to compare call lists to the do not call list every 31 days and update their call lists to exclude any person or persons that desires no contact.

Cold Calling – Will it Help My Business?

A mentor of mine has personally sponsored over 500 reps in a 4 year period. Over 90 percent of those five hundred reps were strangers, and he sponsored them via cold calls of several types; purchased leads, social media leads, and SEO. Now, this guy is exceptional, so not everyone can produce those types of numbers, but the skill to produce your own great numbers are available to be obtained. So the simple answer to the question will cold calling help my business is a resounding yes! The statistics show that most people cannot build a sustainable business from buying leads. But, if one could develop some level of skill and comfort on the phone, they could sponsor some reps and the residual affects of acquiring those cold calling  skills could likely transform a person from a mediocre networker to a successful networker.

Cold Calling – How Can I learn it?

Learning cold calling requires three things: Posture, A Script, and Follow up. When I think of posture, I think about standing up straight. Well, that’s part of it but posture as it pertains to cold calling is mindset. An effective cold caller should have the mentality that whoever they are calling needs what you have to offer, not the other way around. This feeling of being needed and needy must be portraid to the prospect without being aggressive or rude. It’s a professional mindset of sorting through people not trying to talk them into joining your business. Here is a link to one of the most powerful trainings I have ever gone through on cold calling and posture. The next aspect is finding or developing an effective cold calling script. The initial call should be a brief, polite, and to the point greeting. Simply say who you are, why you’re calling, and let them know that you’ll be sending them and email with a video or whatever, and schedule a follow up call. Some people will try to get you to tell them right them, this is where posture comes into play. Stick to your plan, place value on your time and the information you are sending them. The second you let a prospect take over your call, your chances on sponsoring or selling to them goes down at least 50 percent. The third and final requirement is the follow up. Not much to say there, don’t expect them to call you. Quoting Jim Rohn, the fortune is in the follow up. I have training on my site that will help you along; training on my site.

If you’re ready to really get down and dirty with cold calling techniques, Mark Hoverson has the absolute best I have ever experienced in his 21 Amazing Closing and Recruiting Strategies.

Cold Calling

Leadership – What is it?

In the MLM industry and business of all types, it is said all the time “this person is a leader” or “that person is a leader. More often than not, the person being referred to as a leader is a top producer sitting at the highest position in whatever opportunity he or she is a part of. One could mistakenly think that a leader is one who enjoys massive success. That is true in most cases, but only in part. Massive success is but a consequence of the process that one undergoes to become a leader. Being a leader doesn’t necessarily make you a good person either. Think about it, was Adolf Hitler an effective leader? You betcha he was… he just used his  leadership for evil rather than good.

A leader is one who has focus, many talented people jump from company to company, strategy to strategy, etc…. never staying focused long enough to master one thing before moving on to another. Look at the late Steve Jobs and Apple. Apple dominated the PC industry during the 1970′s and 1980′s. Shortly after Jobs’ departure in 1985, Apple fell off into obscurity. In 1996 Jobs returned to Apple as CEO leading with a new philosophy, “recognizable products and simple design” i.e., the iPod and eventually the iPhone. The music industry, mobile / smart phone industry, and the world was forever changed. Thank you Mr. Jobs.

Leaders understand the importance of disciplining their disappointment. In life, people will disappoint, that is part of the human condition.

“ If your happiness depends on what somebody else does, I guess you do have a problem.”    ~Richard Bach~

Leadership – How Does One Learn it?

The U.S. Marine Corps teaches 14 leadership traits that all Marines must have:

1. Justice – The practice of being fair and consistent.
2. Judgement – The ability to think things through clearly.
3. Dependability – Can be relied upon to perform duties properly.
4. Initiative – Taking action even though you haven’t been given orders.
5. Decisiveness – Able to make good decisions without delay. Get all the facts and weight them against each other.
6. Tact – Can deal with people in a manner that will maintain good relations and avoid problems.
7. Integrity – Honest and truthful in what you say or do.
8. Enthusiasm – Sincere interest and exuberance in the performance of your duties.
9. Bearing – Conduct and carry yourself with alertness, competence, confidence, and control.
10. Unselfishness – Avoid making yourself comfortable at the expense of others.
11. Courage – Remain calm while recognizing fear and having the inner strength to stand up for what is right and to accept blame when something is your fault.
12. Knowledge – You have acquired information and taken the time to understand people.
13. Loyalty – You are loyal to the people around you.
14. Endurance – The mental and physical stamina that is measured by your ability to withstand pain, fatigue, stress, and hardship.

Just reading through and applying those 14 traits is just about all one would ever need to become an effective leader. All successful MLM leaders spend as much time and money on educating and developing themselves as they do building their businesses. Leaders understand one important fact, they are their business. Prospects join leaders not companies. The biggest fact to recognize the next time you are watching a leader speaking on stage, and thinking “I could never do that”, is that underneath that expensive suit or dress, are battle wounds from years of pain and rejection, the same pain and rejection we all felt when we made that first call to recruit someone into our business. A leader knows that pain creates strength and rejection is Gods protection.

Leadership – Where Does One Begin?

My personal recommendation for one seeking to develop themselves as a leader is to take action at day and development at night. Leaders add value to others, the only way to do that is to first add value to yourself.

Start out with these books:

1. The Holy Bible
2. How to Get What You Want (audio) – Zig Ziglar
3. Building Your Network Marketing Business – Jim Rohn
4. Think and Grow Rich – Napoleon Hill
5. The Magic of Believing – Claude Bristol
6. Dare to Dream and Work to Win – Dr. Tom Barrett

Once the decision is made to succeed and never quit, I highly recommend that you watch this video: Leadership 101