How To Present Your Business To People You Know Without Pressure or Rejection
Getting someone to agree to take a look at your business and to actually follow through is a skill. It's a skill that can be learned by each and every one of you and it can be taught to every person in your business just by sending them through these simple steps of the HomeSuccessPro system. People need what you offer in Network Marketing but have been trained to resist opportunity in just about every form. Your job is to professionally help them get past that resistance and to at least help them understand what it is you do.
I'm going to teach you a proven, eight step process for talking to your prospects. That might seem like a lot, but as you will see, I'm going to walk through each of the steps and provide you with the exact scripts along with way. When we're finished, you'll see how easy it is to put this process to work by using the contacts you already have on your mobile phone and other online sources and even your rolodex. By contacting each of your prospects following this step-by-step process you will maximize your warm market and open the door for others to do the same creating a consistent flow of warm market prospects to contact through duplication.
What I'm going to teach you in this program is designed to be done over the phone or face to face. It's NOT to be used with texting, email or any other sort communication tool. On the phone or face to face. That's how this works. In this section I will be sharing with you a script to be used with your warm market (people you know).
Let's start by going through the eight steps, then we'll put them together at the end and show you how it all works.
Step 1: Be in a Hurry
Step 2: Compliment the Prospect
Step 3: Make the Invitation
Step 4: If I____, Would You____?
Step 5: Get a Time Commitment
Step 6: Confirm
Step 7: Get a Time and Number
Step 8: Get off the Phone
STEP 1: Be in a hurry
This is a psychological issue, but people are always more attracted to a person who's busy and has things going on. If you start every call or face to face conversation with the feeling that you're in a hurry, you'll find your invitations will be shorter, there will be less questions and people will respect you and your time much more.
Here are some "In a hurry" script examples for your warm market:
"I don't have a lot of time to talk, but it was really important I reach you"
"I have a million things going on, but I'm glad I caught you"
"I'm running out the door, but I needed to talk to you real quick"
Get the message? Set the tone with some urgency.
STEP 2: Compliment the prospect
This is critical. The sincere compliment (and it must be sincere) opens the door to real communication and will make the prospect much more agreeable to hearing what you have to say.
Here are some sample compliment scripts:
"You've been wildly successful and I've always respected the way you've done business."
"You've always been so supportive of me and I appreciate that so much."
"You're one of the most connected people I know and I've always admired that about you."
"You're the most (or one of the most) important person/people in my life and I really trust your instincts." "You have an amazing mind for business and can see things other people don't see."
"I was thinking... who are the sharpest people I know? And I thought of you."
"You're one of the most positive and energetic people I've ever met."
"Some people are very closed-minded which limits their opportunities, but I've always admired the fact that you're open to looking at new things."
"I need someone to find the holes in something I'm looking at and absolutely nothing gets past you."
"You're one of the most (health conscious/technology savvy/fashion or beauty conscious/wellness-minded/financially intelligent/etc.) people I know and I've always respected that about you."
"You're one of the smartest people I know and I really trust your judgment. "
"For as long as I've know you I've thought you were the best at what you do."
The key to the compliment is it must be sincere. Find something you can compliment your prospect on and do it.
STEP 3: Make the Invitation
In this situation one size does NOT fit all. I've provided a list of Direct Approaches which you will use when you're talking about an opportunity for THEM specifically, Indirect Approaches which you will use to ask for help or advice and Super Indirect Approaches which you will use to ask people if they know others who might be interested. Most people use a Direct Approach for all of their prospects. Usually it goes something like this
"I found a way to get rich and let me tell you all about it. Blah blah blah."
I understand the passion, but really... who's going to get excited about that, unless they're getting the call from a millionaire? As you become a Network Marketing Professional, you're going to find that you use the Indirect and Super Indirect approaches much more, but that doesn't mean Direct Approaches don't have an important place.
- Direct Approach Scripts (and remember, you've already done step 1 and step 2)
"When you told me ________, were you serious or were you just kidding around? (Wait for answer). Great! I think I've found a way for you to get it/solve the problem/ make that happen/etc." (This is for situations where you know an area of their dissatisfaction)
"I think I've found a way for us to really boost our cash flow"
"I found something you really need to see"
"I'm launching a new business and I really want you to take a look at it"
"When I thought of the people who could make an absolute fortune with a business I've found, I thought of you"
"Are you still looking for a job (or a different job?). I've found a way for both of us to start a great business without all the risks."
"If I told you there was a way to increase your cash flow without jeopardizing what you're doing right now, would you be interested?" "I've teamed up with a company that is opening/expanding in the _______ area"
"I've found something exciting and you're one of the very first people I've called"
"When I thought of quality people that I'd really enjoy working with I thought of you. Would you be open to hearing what I'm doing?"
"Let me ask you something... Would you be open to diversifying your income?"
"Let me ask you a question, off the record. If there were a business you could start working part-time from your home that could replace your full-time income, would that interest you?"
"As you know I've been a (insert occupation), but because of (negative factors) I've decided to diversify my income. After considering my options, I've identified the very best way to make it happen."
"I found an exciting business, and together, I think we could do something special. 1+1 might add up to 10."
Or you could try the shocking approach used with great effect with my good friend Randy Gage "With your skills, you could make $100,000 a month in a business I've just started". This works good when you are respected by the prospect.
- Indirect Scripts
The Indirect Approach is another powerful tool to helping people get past their initial resistance and understand your opportunity. This approach is best used when you're just getting started and it's simply asking people for help or guidance. I used this approach extensively and with great success when I first started out. Because of my lack of credibility at age 22, I couldn't get much success with a Direct Approach so I learned to play myself down and play up to the prospect's ego. It worked incredibly well and I still use it from time to time today.
"I've just started a new business and I'm scared to death. Before I get going I need to practice on someone friendly. Would you mind if I practiced on you?"
"I'm thinking about getting started with a business I can run from my home. Would you help me check it out and see if it's for real?"
"I found a business I'm really excited about, but what do I know? You have so much experience. Would you look at it for me if I made it easy and let me know if you think I'm making the right move?"
"A friend told me the best thing I could do when starting a business is to have people I respect take a look at it and give me some guidance. Would you be willing to do that for me if I made it simple?"
For negative and cynical people
"I've started a business and really need someone to help me poke holes in it. Nothing gets past you. Would you be willing to examine it for me?"
- Super-Indirect Scripts
Super-Indirect Approaches are incredibly powerful and play on a number of psychological levels. This is a networking approach that asks the prospect if they know someone else that might benefit from your business. I use this approach all the time with great success.
"The business I'm in clearly isn't for you, but I wanted to ask, who do you know that is ambitious, money motivated and would be excited about the idea of adding more cash flow to their lives?"
"Who do you know that might be looking for a strong business they could run from their home?"
"Who do you know that has hit a wall with their business and might be looking for a way to diversity their income?"
"Do you know any sharp people who live in _________? Yes? Great. Could I get their name and email address if you have it? I have a business expanding in that area and I want to see if they think it will be successful there."
"Do you know anyone involved in a serious job search?"
"I work with a company that's expanding in our area and I'm looking for some sharp people that might be interested in some additional cash flow. Do you know anyone who might fit that description?".
In most cases, they're going to ask you for more information before they give you any names (behind that request with be curiosity and intrigue thinking this might be for them... but they're not going to admit that to you yet). When they ask you for more information first, just respond like this. "That makes sense. You'll want to know about it before you refer some of your contacts" Then just move to step 4.
Are you feeling the flow of how this works? Obviously there are many possible variations for different kinds of prospects but I hope these examples helped you to understand how everything comes together.
Join the Home Success Pro System to get more on trainings that'll help to scale up your network marketing frontiers and also get 100 free leads looking for business opportunities.
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