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[Music] in this video you're gonna learn how to call leads from a lead list or generic lead provider you're gonna learn how to instantly connect with every lead that you talk to and ask them three committing questions that will automatically attract them to you and what you're selling now let's first understand that calling leads from a leave this is not cold calling a cold call is calling someone that you've never met and don't know about or who is not responded to any information requested anything from your website or other ads now if you're hesitant about calling your leads remember you're calling back someone who's asked you to call them it would be out of integrity not to call them back remember the lead you get from a lead provider are from people who are out looking to make a change otherwise they wouldn't be responded to the ad in the first place so let's first take a look at how the average sales person use the traditional selling techniques caused a lead you want to know something funny I actually copy this script almost word-for-word off of one of the old sales gurus websites just to show you how awful this stuff is out there so let's go and look at this script here for this example let's say that you sell coaching services or something like that just as an example salesperson say hi is this Annie Annie this is John Smith with XYZ company how are you doing today ok great hey do you have two minutes to talk right now a lot of times the prospect was say well who is this sales person says ok well I saw you responded to an ad yesterday about getting a coach to help you close more deals in business and I've been asked to personally call you to show how we can help you get more deals in your company when works best for you for me to call you back later today or I can call you tomorrow see here you're starting to chase them already and you look like a what just another salesperson trying to sell them something prospect we usually say well why don't you just give me a call tomorrow why do they say that probably just to get rid of you salesperson says okay great ma'am let me let me ask you a question real quick though what's two problems you're having right now that's costing your deals and money prospect well you know I'm actually doing really good right now in my business what was this all about anyways salesperson says while I'm calling you because with our coaching services we can help you close more deals and help you in your business needs in fact we've been rated the number one coaching service in the country three years in a row by our clients and a lot of times a prospect will cut in well you know I'm really busy right now can you just call me back tomorrow salesperson okay well let me ask you again what are the two biggest problems that you're having right now that's costing your deals and money that if I could fix for you that you would take me more serious and spend a few minutes with me right now salesperson keeps pushing for the prospect to tell them two problems sales pressure is mounting now prospect look buddy I don't really have that many problems I'm not that interested salesperson well then why did you respond to the ad I mean I've got a solution that will help you with your prospects and get your company so many deals that you could triple your sales this next month when could you give me ten minutes where I could show you how this will work for your company prospect you know I don't know maybe next week or something just to shrug you off and get you away salesperson okay you know I could do Thursday at two or Friday at one using a trial clause or really that every salesperson uses and your prospects feel that you're trying to do what close them for an appointment prospect you say yeah sure I can do Friday at one salesperson okay great I know that you're going to be very excited about what we're doing here and I'm gonna show you how to do this on Friday I'm so excited talk to you I'll talk to you then so this person calls the next Friday at 1:00 rain rain rain rain voice mail leaves message prospect never calls them back does that ever happen to you when you're calling your prospects you leave a message and they never call you back when you leave that message now compare what the seven-figure salesperson asked when he calls his leads let's look at the script hi Jane this is John Smith I'm with XY coaching company and it it looks like you're responded to an ad yesterday about possibly having a coaching system to help you in your business is this an appropriate time here you want to give them the option you see average sales person don't give options they just go into a sales pitch and the prospect is well they're used to a sales pitch you wouldn't want to talk to them anyway right now if they're in the middle of their kids soccer game would you now if it's not a good time you can give them your number and say something like this now mr. Jones if you don't mind me asking you when are you planning on call me back just to see if I'm gonna be even available for you this makes you sound like you're actually busy like you have a lot of options you're detached and you don't need the sale now let's pretend when you ask him if this is an appropriate time they say yeah this is an appropriate time you're then going to say well I should probably start off by asking you have you have you found what you're what you're wanting or are you still looking for a coach you're always gonna ask because if they've already found one you would probably want to know that upfront 19 hours of the time I'm gonna tell you they're gonna say yes we're still looking for and that's why they responded to the ad you would then say let's look at the script well before I go into who we are and what we do and all that kind of boring stuff it might be appropriate if I knew a little bit more about you and what you're possibly looking for to see if we could even help you when you downplay yourself when you say all that kind of boring stuff or something like that you downplay yourself people will automatically come to your rescue they'll be attracted to you like a magnet now also we're going to use the word possibly a lot and what you're possibly looking for to see if I can help you we want to stay neutral in our conversations not too excited like a typical salesperson not negative like a Debbie Downer we're going to stay neutral you then would start asking a background question for example what type of business are you in right now or what type of business do you actually do mrs. Jones you're gonna ask a few more background questions which we're going to learn on other videos so here are the steps of a 7-figure call to your lead step number one you're gonna state who you are very relaxed and conversationally step two where you're from laxed and conversationally step three reference the ad that they respond to and remind them that they asked you to call them you're going to be specific step number four ask them if this is an appropriate time to talk step 5 discover if they're still looking step 6 find out their present situation and ask how you can help them remember your potential customers really do have the answers all you need are the right questions and to give them time to answer them thank you for watching this video about how to call your leads from Ally list or generic lead provider now in the next video you're going to learn how to effectively follow up on someone who's been sent information to get them automatically interested in what you're offering [Applause] [Music]