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When I first started my home based business career, I was a pretty shy person. I was awful in talking to people. The thought of picking up a phone and calling a stranger horrified me. I used to literally sit at my desk staring at the phone for hours trying to sum up the courage to call the people. It was ridiculous, but my mind found a way to justify my inaction with one excuse or another. The problem stemmed from my lack of confidence. When I finally called, I was weak and desperate. I was spending a small fortune on leads and tools, I needed to sponsor a new person soon or I would be out of money and I would feel like a failure. Off course people could sense this desperation and a lack of confidence and they did not believe me...people took advantage of it. I was coming from a position of weakness. I would do anything to please the prospect, just to keep him in the pipeline a bit longer. I know that this is a big problem for majority of new people in this industry. However it can be conquered quite easily with a little of education.
First of all, today I do not chase people. No longer I spend money on leads that don't work. Today I have a system, through which people contact me. They want to work with me!
So what does it mean to prospect with posture? Simple. To be blunt: The person on the other end of the phone is a "nobody". They must qualify for and justify my attention and time. They are just a voice and a telephone number, until they prove themselves worthy. I do not care who it is. Their previous profession, education or level of influence is not important. They can misuse my time very quickly just as anyone else. They have to earn it. The best way to build posture if you are lacking it, is to first and foremost, sit up straight or stand while on the phone. Have energy in your voice, and know in your head that you have the keys to the vault. You have already found the pot of gold at the end of the rainbow. If that is not your normal personality, then change it. You need to become confident and believe in yourself if you want to succeed. I honestly like to think of Donald Trump, sitting there in the boardroom on "The Apprentice." It's an honour for his contestants to have the opportunity to work with him, and they all know it. It should be no different with you and your prospects. You're the Donald. Act like it. The best way to assert your posture on a call is to keep control of it. You will loose control once you start answering questions. They are now in charge of the entire call and its outcome. You need take back control immediately! If you would like the call to be successful you don't really have a choice, and that is not only for your sake but the prospect's as well. (They just don't know it yet). The best way to do this is to defer their question and ask them one. Asking your prospect questions keeps you in control of the conversation.
First, it positions you as a leader. If you're not a leader, how can you expect people to follow you?
Second, it puts you into a position of an expert and not a beggar. Prospects and customers seek out experts because they have the answers they're looking for.
Third, it allows you to guide them through your information system on your terms for maximum effectiveness. Products do not determine if people will partner with you in your business. They do not partner with you because of your great compensation plan. They partner with you because of you and your leadership. They see you as a leader and someone who can help them achieve success they want. Everything else is secondary. What has helped me in the past in a great way to develop my posture is to just say NO to your next five prospects. Do it. Tell them you are sorry, but they are not who you are looking for right now. This exercise will change your mindset and your posture instantly because it gives you all of the power. Your mind will finally understand that you are the leader, and the prospects need to prove their worthiness for your time and efforts.
In all honesty, you should be telling this to at least 50% of everyone you talk to each day if you are building your business correctly! The vast majority of people you meet will not have the characteristics you want in a business partner!
4. Helena Syptak is a top leader in the home business industry. Helena works with entrepreneurs and success minded people around the world. Helena's business fortitude, sense of mission and communication skills with sense of humour are boosting the success of her team. To reach Helena visit -
http://www.coaching-2-success.com
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