Having “posture” simply means you know who you are on the inside, that you know you are a leader – regardless of what’s going on in your business or your life – and that you are able to project this over the phone.
The good news is that you can put on posture like you put on your clothes, and it is something you can learn to do even if you are brand new in the industry.
Below I have typed out the content of a “Wake Up” call I recently did for the MLSP community on the topic of how to have more posture on the phone with your prospects.
You can access the 20-minute recording of that call for free right now by clicking HERE.
1. Don’t Try To Be Your Prospects’ Friend
Often new network marketers get on the phone with their prospects and come across as too friendly. This is a mistake. You don’t want to try to be your prospect’s buddy. Don’t get stuck chit-chatting about all the things you have in common! Your prospect doesn’t need a friend…they need a leader.
Yes, you’ll want to build rapport. No, you shouldn’t go directly from “hello” to “here’s how to get started” – that’s obvious. But spend no more than 10-20 seconds building rapport, then move on.
Any time you realize that the call is becoming too chatty, simply switch gears and get down to business. Always keep in the forefront of your mind the reason you’re calling: to get your prospect started in the business, to sell them a product, or whatever the case may be.
2. Prepare But Don’t Over-prepare
Some people make the mistake of over-preparing for phone calls, and by doing so they subject themselves to unnecessary mental stress. They get on the phone with prospects feeling tense, anticipating objections, which really is a self-fulfilling prophecy:
If you expect your prospect to give you a hard time, they will. Because, for good or for bad, people are going to pick up on your energy.
You may find it helpful to have the answers to possible objections ready, written out, placed somewhere where you can easily see them. Then you can quickly glance over at your notes if the objections come up.
But if you go over the conversation in your head, over and over, and rehearse every possible outcome before you get on the phone with your prospective sign-up, then you’re probably overdoing it.
It’s just a conversation! So treat it as any other conversation…go with the flow! Trust yourself! :))
3. Don’t Be Emotionally Attached To The Outcome
As one of my mentors always used to say, “Some will, some won’t…so what?”
The better of a marketer you become and the more experience you get, the more you’ll also see your confidence grow. You’ll be able to become less and less attached to the outcome of your conversations with prospects.
Yes, you’ll always want to get on the phone with a clear intent, visualizing a positive outcome (a sale!) but at the same time it really is just “business as usual”.
You’ll get BOTH yes’s and no’s in business – it’s to be expected! And whether or not you’re able to treat your business like a business and be emotionally detached is something that will be projected over the phone to your prospects.
The irony is that less you care, the better you’ll do!
Why? Because your prospect will sense that you are relaxed, which will make you come across as much more leader like, and they will get the sense that it’s really no big deal to you whether they sign up with you or not…
It will make them assume that you have lots of people wanting to get in, and this will again make them WANT to work with you! The person who’s successful, who’s got lots of people knocking at their door – that’s the person everyone wants to work with, of course!
It’s human psychology, pure and simple.
4. Don’t Try To Prove Anything To Your Prospects
Assume your prospect already knows you’re a Leader.
You never want to say things like “I’m on one of the most successful teams with the company,” or “I’ve already had 7 sign-ups this month”…or anything like that.
That kind of stuff speaks of insecurity, and if you come across as insecure, you’re gonna find that soon your prospect will be drilling you, and you’ll end up losing control of the conversation.
You won’t sound the Leader your prospects are looking for if you’re trying to prove yourself to them, and so they’ll put you to the test.
People who genuinely believe in themselves don’t have to prove anything.
If you know in your heart that you’re a Leader, it will be projected through your voice and your tonality. The great thing about this is that it means YOU can come across as a leader even if you’re brand new. It has nothing to do with what you have accomplished in your business or not!
5. Always Guide Your Prospects Along To The Next Step
Never present your prospects with a myriad of options. Too many options will get them confused, and confused people don’t take action.
Ask yourself, “What is the ONE step I want them to take right now that will move them along in the process of becoming a distributor/signing up in MLSP/placing their order.” (Or whatever happens to be the VERY next step you want them to take.)
Whatever it is that’s going to move them ONE step further in the right direction, that’s where you want to lead them – and only there.
Take them by the hand and guide them along. When you do, you’ll project posture because you are LEADING them…and that is what leaders do, right…they LEAD! :))
So how do you develop this kind of belief in yourself?
How do you develop the kind of self confidence that will help you have posture on the phone?
I think the process is different for everyone, but it almost certainly includes one or more of the following:
Practice and patience… Studying personal development, honing your marketing skills… Consistently pushing outside your comfort zone, learning from your failures, allowing yourself to be coached by others…
Spending time with successful, forward-thinking people… Practice, practice, and more practice.
Sure there are little tips and tricks that can help. Choice of words, voice intonation, mannerism – all these little things that you can study and use on the phone with prospects…
But ultimately I think that what it comes down to is this: As you grow on the inside, it will show on the outside, and then your prospects will know instinctively that you’re the Leader they want to work with, without needing any convincing whatsoever!
PS: Ready to take your business to the next level?style="background-color: #FFFF6C"> Then check out how you can qualify for two FREE one-on-one coaching sessions with me ($498 value) Click HERE for all the details.
Love & light,
Multiple Award Winning Marketer
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