Your success at Xyngular will largely depend on how well you can manage those first few seconds of a call to a friend where you bring up Xyngular for the first time. We call it the "icebreaker."The outcome of the conversation will depend on a number of factors beyond the things you actually say: Your attitude, your enthusiasm level, your natural expressions of genuine interest; are all considerations you've probably already considered. They're easy to overlook, however, on a busy day when you're trying to get your calls in.
But here are 6 ice breaker ideas that are often overlooked as you launch your conversations.
Secret #1: Be natural
It's easy to unconsciously slip into "sales-speak" that sounds contrived and unnatural to your prospects. You won't know you're doing it. So ask a friend or family member to listen in on some of your calls and let you know if you're sounding too "canned," too "needy," or too unnatural, especially in the first few seconds of the conversation.
Secret #2: Shift gears smoothly
Don't try shifting too quickly from your introductory "Hi" to "can we make an appointment." It's like going from first gear to second and third. Your conversation may "stall" if you miss a gear.
Your first gear is your icebreaker that sets the stage and creates or renews a relationship of trust. You want to say enough before they speak up to let them know who you are and why they may be interested in what you have to say.
Peter Mingils, a well-known trainer in the industry who coaches professional networkers teaches that the more you tell in those first 20 -40 seconds of a call with people you don't know very well, the more people will trust you, and the better will be your results. He calls it the "icebreaker." His "script" involves letting people know that you talk to a lot of people every day and find them bright, sharp, and often entrepreneurial. You say that many of the people you talk to these days are interested in making a little more money, doing something better or different or maybe even working from home. Then you ask, "how about you...are you interested in making extra money, doing something better or different, or maybe even working from home?" This lets them know why you called and piques their interest if they are looking for something new. You establish a level of safety with them so they feel they can opening up a little and let you in on their goals.
When they agree to open up, you move into the second gear, which is building more rapport and finding commonality. You can ask about their present employment, their hobbies and recreation, and their family. This gives you clues about what they're like. You can briefly share with them things you have in common.
Then you can ask them, "so what motivated you to want to work from home (or whatever they said)?" This moves you to the third gear...setting an appointment or actually giving your Xyngular presentation right there.
Secret #3: Be only one level more enthusiastic than they are
Here's a secret that's easily violated because you can't just "be yourself." You have to have just one notch more energy than what they have. If you are too "over the top" for them, you'll come across as over-aggressive. If you're at their same level, you'll seem too casual.
Secret #4: Create a sense of urgency
Here's a secret that actually saves you time and gets you better results on almost all calls. Somewhere early in the conversation, mention an appointment or another pressing thing that you're about to do...even if it's an appointment to make your next call. This relaxes people and lets them know you're not going to be spending a lot of time with them.
Secret #5: Create scarcity
If they know that your schedule is really full but you have two 15-minute blocks left tomorrow evening at 7:15, or 8:45. They know you're not going to spend all night with them. You're efficient and probably trustworthy. And what you have to say isn't too overwhelming. When you get down to sharing products or the opportunity, you'll want some scarcity there too by offering limited-time specials or bonuses to get them to act right away. There's always some contest or Xyngular Passport goal you can volunteer to work with them to earn if they get started right away.
ACTION STEPS:
1. Make up a reminder card suggesting these tips that you post by your phone so you'll remember to try them.
2. Ask a friend to listen in on some of your calls and let you know if you're sounding too "canned," too "needy," or too unnatural.
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