The telephone has always been enemy #1 in selling. Most Network Marketers fear the phone so much that they would rather do literally anything they can think of instead of picking up the telephone and talking with a prospect or customer. But if you have already attracted people to you through the principles of internet attraction marketing on the internet, then calling them is the most logical next step.

Learn How To Enjoy the Telephone More

Most people spend hundreds, even thousands of dollars on training learning the ins and outs of their businesses and how to attract customers or prospects to them. But few, if any, really know what to do with those prospects once they have attracted them. If you have a great list that you have built using the principles of internet attraction marketing and socializing through the internet but you let them sit there for months without contact, then what do they become?

Cold Leads

Even the most qualified, targeted prospects that you have on your list will become cold if you don't communicate with them. Most people today on the internet utilizing these methods are pretty savvy and if you aren't communicating with them on a regular basis or even attempting to, then they will find someone that will get them to where they want to go. After all, the reason they joined your list in the first place is because you offered them something they were looking for - a solution to a problem or a need they had that they wanted fulfilled.

If you let them sit there thinking they will just join you or your business or buy your products without any contact, then you are kidding yourself. Internet attraction marketing definitely attracts people to you that are highly qualified, targeted prospects if you utilize the principles properly. And you can absolutely use a "drip system" of sorts or auto-responders to continue to build a relationship with them.

But the most powerful relationship builder there is in any business is human contact. Not cold calling human contact. But calling a prospect or customer after they have given you permission to do so through some sort of lead capture page or contact submission form they have filled out to become part of your list.

They joined your list for a reason. They wanted to follow someone who they felt could be a vehicle for them to get them to where they wanted to go. Now they have given you permission to contact them.

Don't Blow It - if you let too much time pass without contacting them by telephone then you will lose out on a very crucial window of time to build a very solid relationship with that prospect and have them for life.

Put The Focus 100% On Giving them Something They Know They Want RIGHT NOW

First let's assume we know what they DON'T want:

1. They don't know they want your opportunity .... YET

2. They don't know they want your product ... YET

3. They don't even know they want to buy from or join anything with you ...YET

So, please DON'T assume they do - A-S-S-U-M-E. We all pretty much know what that stands for don't we? So DON'T do it.

You have already developed a relationship of sorts with your customer or prospect simply by them joining your list. Now, don't blow it and let your old fashioned "pitch" person take over. Continue on the path of attraction principles.

Continue to establish trust with your prospect. That is your first step when speaking with them on the telephone.

Next, you need to give them something over the telephone for free and value driven. Offer them a consultation. Do this on the first call. Introduce yourself, tell them you are here to help them and coach them to achieve their goals and/or aspirations.

Be A Solutions Provider

Reset your mind to stop thinking about the sale and think about offering solutions first. A sale is not necessarily a success. Remember that. Success is when your prospect or customer feels comfortable with you and wants to work with you because of what you are offering them in the way of a solution to their problem.

So what do they want you to provide them with and how do you know what value to offer on the telephone?

Become An Active Listener

Think about what they want right now. But in order to do this, you need to become an active listener. This, I know, is so counterproductive to what we have all been taught. Sell, first, listen later. But in order to become a true solutions provider you need to develop this skill and develop it now.

How in the world will you know what it is that your customer or prospect wants if you don't listen to what they are telling you?

First thing you need to do is develop a list of questions that addresses those needs.

The questions depend on what business you are in and what attracted them to you in the first place.

1. Did they come from an attraction marketing location or system?
2. Did they join your list because they were looking for information about solutions to problematic skin?
3. Were they looking for information on refinancing their home?
4. Do they want to learn how to lose weight and keep it off?

If you know your target market, you will know what to offer on the telephone.

Make The First Call Short and Offer Value Leading Into the Second Call

The very first contact by telephone should be to introduce yourself and get to the bottom of their problems.

• Listen to what your prospect has to say
• Discover their wants, needs, desires

Your first contact should revolve around basic quesions to further qualify them for the 2nd call.

Pre-Qualify them by developing questions that address the most basic concerns.

• Time - what type of time do they have to devote to their business (if they are a prospect)
• Interest - what type of interest do they have in building their business - i.e., part time, casual, full time, business builder
• Money - what money, if any, are they willing to invest in building their business
• Are they in a business now and are they happy?
• What are their goals?
• How are they doing?

Pre-qualifying leads is crucial to developing a strong solid foundation for your business.

Now, take the information you have been given and offer something that will lead into the second call. You have basic information about what they want and how serious they are about their business. Now you could offer a 20 minute free consultation to help them address these concerns for the second call.

You Second Call Should Be Providing Solutions

Your consultation could be on Web 2.0 strategies. Offer them help - maybe the solution is to purchase a book or visit a site that might help them with their business. The idea here is to build a stronger relationship with that person by showing them you are interested in helping them with their problems.

After the 20 minute consultation is over you could offer them several different options:

• You could offer a per hour coaching package that you charge for if this is the direction you want to lead them.
• If you are trying to sell a book or product, offer them x number of hours of free coaching to do what you 've done in building your business on-line.
• If your goal is to have them join your opportunity, ask if they would like to learn about the benefits of joining your team and what YOU provide personally to help them get their business launched.

Make Your Presentation After Your Consulting Call

Now you have offered them 2 things - you have listened to what their needs and wants are and you have tried to provide solutions to those needs and wants through various options.

At this point, you have continued providing value without asking in return. Giving them something and not pouncing on them for a sale. Trust is being built and they are giving you permission to contact them again.

But even now, you can't just pitch a sales presentation without offering value along with it - Attraction principles are all about value and if you forget that, you have wasted a lot of precious time in developing a good, solid relationship with that prospect or customer.

If you are selling a business opportunity and you have made your presentation to them on the this call, then offer them something for joining up with you. What are you offering them that they might really want and need at this point? Well, if you have developed a strong relationship the right way by utilizing the principles of attraction, then they will want to be sure you are going to be there to help them succeed.

So you could offer them personal one-one-coaching for free to help assist them with moving through the training tutorials and building an on-line presence like you did.

Value, Value, Value = Trust, Trust, Trust

Please don't let your inner salesperson take over and destroy everything.

This is so ugly and unattractive and it will ruin your business and all of your efforts in building relationships will be go for naught.

Follow these basic principles and make attraction marketing a strategy for your business

• Give Value To Attract Leads
• Give Something on the Telephone Initially (Value)
• Give Additionally if They Purchase and Give More if They Purchase More

Remember, if you have already attracted people to you utilizing internet attraction techniques, then calling them is your most logical and easy step.

They are qualified, they want to hear from you and you will be amazed at how offering them the value and solutions they are looking for will continue to move your business forward.

If you are interested in learning more about internet attraction marketing, please join me, Anita Kulik, for some free training and consultation.

You can also watch a free hour long tutorial on Attracting Prospects Using the Phone with the consultative approach to marketing to help take your business from "selling" to "attracting".