In our modern world of video chats, Facebook live, email, and Insta-stories, the words “conference call” might trigger flashbacks and memories of trying to get your parents, your grandparents, and your aunt and uncle all on the phone line.
But whatever you call it - a three-way chat, a validation, an online meeting - the conference call is an incredibly powerful tool. Done well, a conference call between yourself, your mentor or leader, and your prospect can help take that prospect from undecided to all in.
Struggling or feeling awkward on how best to manage the conference call? Never fear - we’ve got some useful language and key questions you can use as either the new business owner, or the seasoned mentor.
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Get the Conversation Started
If you’re the person who initiated the call, it’s up to you to warm things up. Welcome your prospect and your partner, thank them both for showing up, and then step back so your partner can shine. Here’s how this might look:
“Amy and Rachel, thanks so much for joining me today on this call. I know you’re both busy -- Amy, I hope your son is feeling better." Reference a previous conversation, and remind your prospect that you care about who they are as a person - not just a customer. "Amy, my friend Rachel, who I told you about last time we talked, is my mentor and partner in my business. She has a great story about how it’s changed her life, and I thought she’d be the perfect person to answer your questions about balancing the time required for the business with your day job and other obligations." Reference an objection from your prospect.
Hand over the Mic
Once you’ve introduced both parties, let your mentor take the lead. Mentors, here’s your approach - Thank your partner for the intro; Give a short (short!) intro; then Ask the First Key Question. Here’s an example:
“Thanks Jean. Amy, it’s so great to talk with you. Like Jean said, I’ve using these products/building this business. (choose which fits best with the situation your prospect is in) for 4 years now, and when I started I was just working a few hours a week after I got off work. I’d love to answer your questions!
Ask for their Why, then Find the Common Ground
Ideally, your partner has already given you some background information on their prospect and their motivation - so this shouldn't be new to you. But, it’s important to let the prospect tell their own story. Here’s a tee-up to get the conversation going:
“Amy, can you tell me what makes you interested in taking a closer look at this business/product?"
Once you’ve got a handle on why, revisit your own story long enough to share a commonality. Whether it’s finances, time, freedom, work/life balance, or something else entirely, people respond best to a story in which they can see themselves. Here’s a sample approach:
“Amy, I hear you! I know we really struggled to save up enough money to send our children to private school -- even though it was a priority for us based on their educational needs. By building my business, at first I just thought I’d be able to put less of the tuition on our credit cards, but after a few years, I actually paid their full tuition from my income! I know you could be equally successful and find the money to save for your kid’s college fund.”
Let them ask Questions
By now, you should have a good feel for where the prospect is getting stuck. But don’t let anything sneak by you - ask them directly.
“Do you have any questions about the business or my experience that you’d like to ask?”
If they quibble, or don’t have a good question -- (sometimes this happens! Some people come prepared, others need some time or suggestions to get to the meat of what they want to know) -- you can help guide their answers. Give this a try, and see how they respond.
“How can I help you make a decision about this opportunity today?
Ask for their Objections, then Respond
Once you’ve gone through questions, it’s time to crush some objections.
A great way to approach this is to tackle the problems head-on. Ask your prospect:
“If I could help you make this work by Choose an option such as: afford the start-up costs; earn back your initial investment; find the time to fit it in; overcome your nervousness about hosting events, would you be interested?"
Close the Call
As the call comes to an end, you’ve given the prospect the opportunity to share their objections, ask questions, and hear a compelling story of success. Now let’s check back in one more time to see if there are any other hidden stumbling blocks.
Two effective ways to approach this are:
“Amy, after our conversation today, I’m curious -- can you see yourself in this life and starting this business?”
Or, if you’re already feeling their enthusiasm and know they’re ready to sign up:
“Amy, Is anything holding you back from signing up today?”
Depending on their response, you’ll circle back to either answering questions, or responding to their objections. Once you’ve determined they don't have any more reasons to tell you no, you’re ready to enroll.
Give It Back
This is your chance to step back and let your partner take the lead, walking their prospect through the process and getting the prospect enrolled. Follow a similar model as your original passing of the torch: Thank, Recap, and Pass.
“Amy, thanks so much for your time today. I’m absolutely certain you’re going to rock this, and I can’t wait to see you grow like crazy. I’ll let Jean step back in to walk you through what’s next!”