In Effective Use of Phone Scripts, I talked about how there really isn’t a perfect ‘one script fits all’ script for contacting clients or prospects for your home based business. The reason for this is that no two conversations flow exactly the same and your best bet is to ‘go with the flow’ of the conversation.
Having said that, there are things you can write down to say. There are certain questions you can ask that are generally common to all your prospecting conversations. Some examples might be:
– Have you started a home based business before?
– (If so), how did that work for you?
– (Is so and something was wrong), what went wrong for you in that home business?
You get the picture right? Very simple questions designed to keep the prospect talking about himself or herself. Simple probing questions accomplish two objectives. One, they keep you in control of the conversation (control of any conversation generally belongs to the one asking the questions). Second, it gives you a chance to learn a lot about the person and hone your questions even further.
So use simple probing questions in your phone conversations to get to the point of things. Sometimes these questions can end a conversation early, other times they can help build a relationship with your prospect.