TIPS FOR MAKING INTRO CALLS

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Here’s a few things I have learned over the years about making the intro calls.

I’ve been making phone calls for forty years, and I know from my own experience, you get better at it the more you do it.

All we’re trying to do is to get our prospect to get on a Zoom call with the SME. That’s it.

The scripts are just a guideline.

If you can book the call by saying, “Hey Bob, let’s get on a call with this guy I know,” do it.

We are not selling the product.

We are selling the phone call.

Sometimes, a prospect will ask you to send them something. Don’t do this, we have virtually never seen sending an email work to get the appointment.

If you have to send them something, don’t.

Tell them the website address instead.

It’s harder to say no to a website address than it is an email and if you send them an email, they’ll say, “Thanks very much, we’re already doing this,” no matter what it is.

You could tell them that, when they meet the SME, they will send them anything they would like.

A friend of mine says when you want advice, ask for money, and when you want money, ask for advice.

Asking for advice is a good method to get someone to do the call.

Will you do me a favor?

I’d like your opinion.

I’d like to see what you think.

If they’re a friend of yours and you put those phrases to use, they’re going to get on the call.

You will be there as the lamp in the room to keep them safe.

They don’t have to buy anything.

They’re just there to hear about it.

You don’t have to be perfect in your delivery.

You’re trying to bring your friend to something that might be a benefit to them.

Just make the call.

TNT: today not tomorrow.

To avoid procrastination and all the reasons I am not ready or it’s the wrong time to call, I make myself make the call now.

I often make calls having no idea what I’m going to say, but I know once I get into the conversation, it all works out.

Make yourself make the call now.

Don’t be the introducer that is never quite ready to make the call, spending all their time getting ready to get ready or thinking about getting ready to get ready.

Just make the call. Now!

You will succeed, and if you don’t, make the next call.

And always have more than one iron in the fire.

The more cases you have in play, the more likely you are going to get paid.

Making the call is always the right answer.

And the only way to make money in introducing is to make introductions.

The more calls you make, the more money you make.

Don’t try to make introductions by email. That doesn’t work either.

You can use text or email to book the call with you, but don’t use that to book the call with them and the SME.

Whether my day is going great or horrible, I make the next call.

If I just got the biggest case ever, I make the next call.

If I just lost the biggest case ever, I make the next call.

That has worked for me for 40 years, and it will work for you.

Good luck!

I know you can do it!

TNT