Our 6 Simple Steps To Convert Leads Into Buyers…

Step 1-Get them on the phone!

If this sounds old school then fine, call me Alexander Graham Bell and listen to me work it.

Communicating via text, email, or messages leave out one crucial element:…YOU.

When you communicate online via print, its reduces the communication down to mere words and interpretation of the receiving party.

They get NONE OF YOU.

No passion, no tone, no realness.

People relate to PEOPLE. I truly believe they need to feel your passion and the only way to do that is to talk with them.

At first this might be a little scary, but it’s like anything else, do it a few times and next thing you know you’re a pro.

Yes, in person is best EVERY time but on the phone is right there with it. Stop hiding your best asset: Your live voice.

Step 2- On a scale of 1-10..

I use this strategy on every single call I have, seriously every single one.

I have found that we should never assume anything about the people we are talking to.

So in order to avoid that, I come right up to the elephant in the room and pat it on the head and ask:

“So Betsy, on a scale of 1-10, 1 being lose my number and never talk to me again and 10 being I am ready to partner with you today, where would you rank yourself?”.

Then SHUT UP.

The next person who talks loses.

You will always get an answer to this question and sometimes their answer may surprise you.

So for example, Betsy says she is a 7. I say “That is great Betsy, what questions can I answer or information can I get to you to help you be a 10 today?”

Now we are getting somewhere.

Scale of 1-10…..use it.

Step 3 – Listen:

Yep, it really is that simple.

Sometimes we get so focused on our own agenda or we are so concerned about the next thing we are going to say, that we forget this one basic principle that everything else will be built around…listening.

Listening is a critical component because we are in the business of problem solving…not sales.

Everyone you speak to is going to have a problem they want to solve and if you’re not dialed into them, you’re going to miss it.

People want to know how you’re going to help them. If they don’t believe you can, it’s over.

Listening over the phone is one of the easiest ways to listen.

In person you are focusing on what the person looks like, how their body language reacts to what you’re saying and a host of other things.

Over the phone, the main thing is to be present with that person and just LISTEN.

If you do that and not worry about what you’re going to say next, the conversation will go better than you ever thought possible.

It might take a shift in your paradigm to really get this.

We are so worried about how we are going to get that next check rather than helping others.

Become that person that wants to help them and provide a solution for them.

Know common objections like:

“I don’t have the time”
“I don’t have the money”
“My husband will never let me do this”

First of all, we started this business when we had 4 kids under the age of 6. Did we have the time? NO.

What we point out is that no, we didn’t have the time but since we made the time to do it, we now have time freedom! No one starts a business because they have free time to do it.

I don’t have the money… THAT’S EXACTLY WHY YOU NEED TO DO THIS!

If someone doesn’t have the money, what a better reason to get started. You have something to sell, sell it! If they really want something, they’re going to go after it.

My husband will never let me do this… um, all we have to say is that Quintin didn’t want me to do this. He was that guy that said, no, we don’t have time for this!

So I got to work and showed him the MONEY!

That’s what guys want to see…the money.

So I say, don’t ask your husband. The most successful people know that asking forgiveness is better than asking for permission in some cases…like this one.

Step 4- Paint the future:

After you get over the obstacles and listen to what they really want, you can solve their problem and paint what that future picture will look like.

If they want to stay at home with their kids and have a little money for themselves. Get them thinking about how nice it will be to keep the flexibility for their kids. Being able to go up to the school whenever they want.

And when they wanna get their hair and nails done, they can do it without having the dreaded conversation about it with their husband.

They have the money, they make the appointment and do it with no questions asked.

Get them dreaming about what’s possible.

Step 5- Play out worst and best case scenario:

I use this all the time too.

People often act as if we are making a decision to set off on a the maiden voyage with Columbus or something.

In reality all we are doing is making a small decision to make a change, that’s it.

So play out what the worst and best case scenarios of what their decisions feel like and then land somewhere in the middle, which is what I like to call your current “reality” :).

For example, ask them what’s the worst thing that could happen if they didn’t make some extra money.

Let them answer and repeat back whatever they say.

Then discuss what they want.

If they say they want to stay at home with their kids, ask them how much money a month that would take. Let’s say $1500.

Then say, ok, if I show you how to make that $1500/month to stay at home with your kids, would investing $99 today be worth it to you?

Step 6- Lend your belief:

People are all doubters and skeptics by nature.

I mean really, we have had the notion of disbelief and skepticism beat into us since childhood so no reason to act surprised by it now.

Believe and invest in them and openly tell them your plan. People are sold on vision. Think about a company like Apple, before it became what it is today, people were sold on it’s vision.

When you speak from your heart telling someone what your goals are and say it in such a way that they get it, it’s a game changer.

Not only will they be excited, but something inside of you transforms as well and you begin to do things you wouldn’t have normally done.

We know people have a difficult time believing, sometimes even after you tell them your vision, so I tell people all the time to borrow my belief, because I am well past where they are today.

People don’t believe they can do it. I remember being there, so borrow my belief for now.

Now that you know how to convert leads into buyers, you may want to beef up your pipeline with more leads.

One way to do that is to build your Facebook audience. We have created a free report… “7 Steps To Building Your Facebook Audience From 0”.