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The Key To Online Home Business Success - Phone Follow Up

Mar 31, 2008
When conducting an online business from home, the importance of follow up phone calls to prospects that have opted into your system cannot be over emphasized. If you have been seriously looking for an opportunity yourself, I know you have gotten the opposite impression from the vast array of businesses advertised online. Most succeed in upholding the illusion that working from home online requires little or no effort at all. And, on top of that, several promise that you can become a millionaire within weeks! Many of these ads literally include sentences, such as the following; "You don't like sales? No problem - you don't have to talk with anyone!" and "This opportunity is totally turn-key!"

Well, let me dispel this myth. In most cases this is just not true. If you're asking a stranger for start-up fees in excess of $100, you need to pick up the phone and reach out to your "opt-ins" (those who have submitted personal contact information while requesting more details about your opportunity). You can imagine that this is even truer with opportunities that exceed $500, $1,000 or more. Even if you are not successful in reaching your prospect and end up leaving a message - they need to hear a live voice (not a recording) and have the option to talk with you. This helps them know that you and your opportunity are real, and will enhance your chances of romancing the potential business partner into your enterprise exponentially.

Think about it - would you hand over your hard earned cash to a flashy webpage (created by someone you've never met) just because it promises that an "expert" will help you make the big bucks? I wouldn't. I'm not saying that it never happens, but for 99 percent of the business seekers out there, you need to talk with them first...and usually more than once. Everyone wants to be valued and business opportunity prospects are no different.

And there are other reasons too. Most people who are seriously looking for a home business look at 20-50 websites! Yes, your page might look enticing while they're still on it, but trust me, there are thousands and thousands of websites that are equally alluring. In fact, opportunity seekers visit so many sites that later they often can't even find the one they were most impressed with! Just the sixty second effort of a phone follow up with each prospect elevates your opportunity from the shuffled mess and moves it to the top of the heap in their mind...which, after all, is where the sale is made.

Many opportunities claim to do the selling or the "closing" for you. Be sure to ask what this really means. Usually, this promise is far short of true closing. It normally means that your prospects can attend regularly scheduled conference calls or webinars with top earners in online "rooms" of 100 - 500 prospects. These "closers" spend 30 to 60 minutes pitching the business to a large group - which is a far cry from a private conversation. Again, these "sizzle calls" can be very powerful, but they do not alleviate the need for an individual follow up. Sales are normally closed with one-on-one discussions that address the individual's dreams, fears and concerns. Most people are not going to share their deepest objections on a conference call. Besides, even if a fancy talker in a large group can close your prospects, you still have to contact them to deliver call details and invite them to attend (so the promise of not needing to make any phone calls is still not completely honest).

A few home businesses offer optional turn-key follow up and closing services, such as a call center available to some EDC Gold and EDC Diamond distributors. These rooms of professional telemarketers are well versed in the details of the companies they pitch, and contact individuals multiple times until they receive a clear decision by the prospects.

Having worked full time in a home business for some time now, I can definitely tell you that follow up phone calls have been essential to my success. And I am certain they will be to yours as well. Bottom line - phone follow up calls will triple your sales results!
About the Author
Peter Grundner has been a top advertising and marketing professional for over 20 years. His Marketing Tip of the Week can be accessed by visiting http://www.how2succeedonline.net/MarketingInsightEzine.html
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