The Seven Steps to Generating Prospects

"Borrowed" this from my office, there is some good stuff contained in it - take what you want leave the rest.

7 Steps to Generating More Prospects

1.  Get their attention before you go into your speech.

·         Have a compelling personality and speak with a smile.

·         High energy is not only invigorating, it’s contagious.

2.  Teach your prospect something they didn’t know before.

• Every prospect wants to know the inside edge.

3.  Give the reason for your call.

• Providing the prospect with powerful information about your offer will make them a better prospect.
• Don’t bore them with information they don’t need. This is a big one, I see,hear guys bore prospects to death and talk right over a "deal". It is hard to recover that kind of fumble.

4.  Ask a question that delivers a “yes.”

• “Mr. Prospect, I’m sure that you, like Donald Trump, are interested in generating significant returns on your portfolio!” Specific to the investment world, you can come up with your own yes questions -
• Mr. Prospect is much more likely to say “yes, I’m interested.”

5.  Qualify, qualify, qualify.

• Establish that this prospect is right for your business.
• Play the take-away; make them jump through hoops.

6. Build a relationship.

• Discover their desires and objectives.
• Establish a foundation that builds a common ground.

7.  Get a commitment for an appointment.

• Agree on a set time for a follow-up call.
• Hold them accountable.

I found using some of those techniques and rolling them into your style, increases your success ratio.

Cheers

Dave