It did not help to be a shy person when I started my home based business.I definitily was not a star when talking to people.Just the thought of picking up a phone and calling a stranger horrified me.It took me litterally hours to get the courage to call the people.One excuse or another justified my inaction. It was pathetic. I was not confident, I did not believe in myself. That was the problem.When I would call finally, I came from a place of weakness and desperation. I was spending every spare cent I had on leads and tools, and I HAD to sponsor a new rep soon or I would be out of money and a failure. That desperation and lack of confidence came though on the phone… and people took advantage of it. I came from a position of servitude, doing anything I could to please the prospect and keep them in the pipeline. This is a major problem with people new to this industry, but it can be quickly conquered with a little 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. Until they prove themselves worthy, they are just a voice and a phone number. 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 characteristics of majority of people who you will meet are not the ones you are looking for in your business partner!