Prospecting is something that everyone must do to be successful in internet marketing. Prospecting is not lead generation; it is more than lead generation, much more. In point of fact, prospecting most often starts after the leads have been generated. The following video goes into some of the points a successful prospector shared with us on a webinar.
A follow-up call to a lead should engage the lead in a conversation where you are trying to gather information about their needs, wants and desires based on why they answered your ad or followed you from your capture page. You should look for interest, desire, commitment. If the person does not seem really interested or motivated to listen to you, extricate yourself from the conversation. Remember, no one answers the phone with a desire to have the caller trying to sell them something. We all try to get away from those calls as soon as we figure out that the caller is trying to sell something.
Your goal has to be to engage in a conversation, by asking questions about what motivated the person to respond to you in the first place. You should not be selling right off the bat. You should be trying to help them meet their goals and aspirations. Maybe they will buy something, but they do NOT want to hear that you are calling only to sell them. Do not dive right in with a sales pitch.
You also should always look to prospect UP. Leads are all sorts of people. Many of them answered an ad or responded to an offer with no real intention to take any sort of action. No amount of convincing will get them to move, so why waste time? Using a script, you should go through some questions to solicit information from your lead to qualify them as a real prospect. If there is no hope, terminate the call. The webinar leader gave a good example and I captured it on the video above. Prospecting up means to look for leads and therefore prospects from people who already have shown they are willing to do what it takes to be entrepreneurs, go getters, self starters, in other words, successful.
Good luck and successful prospecting.