Your Travel Biz Source

May 02 2007

When a Prospect Responds to a YTB Promotional Campaign

Let’s cover a specific technique:

Let people know why you are calling. Simply, they answered an advertisement on the internet in regards to starting their own business and you are calling to see if they might be interested in what you are doing. DO NOT ask them if they answered an ad or if they remember responding because most people cannot remember what they had for dinner yesterday. This will just start another conversation but not in the direction you want to go.
Ask them if this is a good time for them. Maybe they are getting ready to go out the door or sit down for dinner. If they are, they will not pay much attention to you. Find out when you can get their undivided attention for about 10 to 15 minutes (whatever time you need to get some preliminary information to them). If now is good, proceed. If not, set up another time that is agreeable.
Interview your prospects. I am not talking about a 3 hour interview. I am talking about 5 to 10 questions that will help you determine if they are right for your business.
Present some information about yourself and your company.

Get them some additional information about your company or product.
Possibly 3-way them to your upline to help answer their questions.
Set up an appointment to get back together to answer questions (within 24 to 48 hours).
If they don’t seem to be the kind of person you are looking for, make sure they have your contact information and have them contact you if they are interested.

Thank them for their time.
Ask them to write down your contact information so they can contact you if things change for them.
Possibly get a referral from them.
Ask them if you can call back in 3-6 months to let them know how it is going for you (this leave the door open).

This entire process should only take 10 to 15 minutes - tops. The only exception is if your lead is asking a lot of questions. These should be “How” questions not “Why” questions. “How” questions are “How do I get started?” or “How do I build my business?” Typically “Why” questions are “Why should I get started?” or “Why does it cost money?” You are usually wasting your time answering why questions.