Welcome back to 90 with Nate!

Tyler in Austin, Texas writes in and says, “Nate, our leader has us calling leads, and I’m just not very good at it. Can you give me some advice?”

Good questions Tyler. A lot of teams do run their business model dialing leads. And I’m going to be very transparent with you: it’s not something that I was very good at…at first…either.

In fact, about the time I began to flirt with calling leads, it was a time in my life when I was really studying the personality types. And I noticed myself sort of make this full circle journey of trying to be the different personality types when I was on the phone, because I thought…

  • Maybe being the aggressive sales guy would work.
  • And that didn’t work for me, so I thought maybe being the perky, over-the-top, extrovert guy would work.
  • And that didn’t work for me, so I thought maybe being the calm, care-giver while I was on the phone would work.

What I finally had to do was just settle into the zone of being myself. But also taking note of that other person that I was talking to.

I’ve been taught that a good way to have introductory level people skills is to simply mirror what you hear coming form someone else.

So when you’re on the phone with prospects, what you want to do is to get them to the information as quickly as you can, ask them thoughtful and probing questions, be listening to how they sound (what kind of terminology that they use when they are talking), and be a mirror of that language. And then talk back to them they way they talk to you.

If they are really fun and bubbly, you be fun and bubbly. If they are just matter of fact and to the point, you be matter of fact and to the point…obviously, always in a very courteous and kind way.

Calling leads is not for the faint of heart, I’ll tell you that. But it’s a skill that can be mastered over time. I went from a less than 10% closing ration, to enrolling as many as 12 leads at a top package in my company in one day!

So if calling leads is not working for you now, that doesn’t mean that it won’t ever work for you. Hang in there, see what’s going to work best for you, and run through the numbers; because truly it is a numbers game when it comes to calling leads.

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