| Thanks to
Michele Matson and Diane Silver both from Canada for sharing this
information. This script was tested in the downlines of the team
members. One distributor, using all of these materials supported
7 new executives in a 9 month period. (You can adapt this formula to fit most any situation!)
1. Establish rapport by asking
a question, paying a compliment or making a comment:
"Gosh, it sounds like you
have one heck of a cold…" (For people who you are
personally talking to: someone you meet at the copy machine,
or who you might meet within the 3’ rule.)
"I notice that you buy (use, take,
order) a lot of healthy things…have you been into it for
awhile?…" (This might be for the person at the grocery
store, or your friend at lunchtime, or at coffee break when
they’re making an herbal cold remedy).
"I overheard you talking to Susie about
how hard you’re working and feel that you’re not getting
anywhere…" (This might be at a Chamber of Commerce
social, a co-worker at the office, at a neighborhood party).
"I’m glad I ran into
you. I wanted to touch base because…
"Have you ever considered changing
that situation for good?" (For someone who’s been
complaining about their lot in life).
Other_________
2. Clarify that this is a business
conversation:
"I’m in a business that
I’m really excited about and…" (This is an ‘I
message’ about you…you ‘own’ it; it let’s
them know that you have a reason to talk to them; and that you
aren’t going to take advantage of them.)
"I’m just getting into a business
that I’m really excited about and…" (This is
the same kind of message, just a little softer for the new person,
or the timid person, or the part-timer).
"I’ve just learned about this
incredible product and I’m considering this business…"
(For a brand new distributor who isn’t
confident yet, or for prospecting someone you ‘look up
to’.)
Other______
3a. Give an ‘I message’
about what I am ‘up to’:
"I’m always looking
for people who I would love to work with…
"I’m looking for people
who I can help with…
…some special health products we
have or these incredible products we have…
…earning some extra income and eventually
having a home-business.
...learning how they can make a difference
in the world.
"I’ve just started looking
for people who I would love to be in business with…
"These days I am looking for
people who I can…
"I made a list the other day
of people I wanted to talk with…
"I’m looking for people
who can help me…expand my business, etc.
Other_______
3b. …and, Follow it with
a clarifier—they have to be "looking for it":
"…who are looking for:
Products to improve their immune system.
Better health, more energy, more focus,
less stress
More income or something they can do part-time,
on the side
Ways that they can make a difference
A different lifestyle
Some way to become their own boss
A way to make money, get healthy, and
make a difference"
"…who are wanting:
To really make a difference in the world
To really change their health state
To become independent and totally free
To be of help to me (if asking for referrals).
Other_____
4. Pinpoint that this might
be appropriate for them:
"I thought of you because…
"I thought you might be interested
because…
"You seem to fit this description because…
"This just might work for you because…
…You’re so bright, caring, and
connected to lots of people!
…You’re always working on ways
to improve.
…You’re always looking for ways
to build your health.
…I know you are qualified because…
…You’re a lot of fun, and it
would be a riot to be in business with you, or to work with
you on…
…I know that whatever you decide
to do, you do well…
…I know that whenever you decide
to do something you really go for it…and I can see you
being
very successful…
…You just started an exercise
class, and I thought this might help you with…
Other______
5. Establish what’s next
and that you’re not asking them to buy, just to check it
out:
"What I need is…
"If this is interesting, then what
might work is…
"What’s happening is…
"The way I work is…
"If you are curious enough to want
to check it out, then what I need is…
6. …and fill in the choice
that is appropriate for you and them:
…20-30 minutes of your time
to show you what I’ve got to see if you want to check
it out further…
…there’s a meeting you could come
to at my house tomorrow at 7 pm. I’ll be showing a video
and teaching about the products. I won’t be selling products
at that time – this meeting is just for education so you
can decide if you want to learn more…
…I can get you some information just
about the products if you’d like to check it out…
Other______
7. Ask for a response:
"What do you think?"
"Does this sound interesting enough
for you to want to check it out?"
"Would that work for you?"
"Does this sound interesting to you
at all…are you curious to find out more?"
"If I gave you material, would you
actually read it – or are you just being nice…"
Other_____
8. Now the conversation begins…
Summary:
Try to learn the 6 key steps, and especially
the connecting phrases. When you use this formula, you will
find that prospecting itself can be fun, extremely simple, and
relatively fast.
It is not designed to get people
to decide yes or no on the products or the business opportunity.
It is designed to help establish a time to show them
what you have to offer and to open a respectful dialogue.
Essentially, the offer itself should
take less than 2-3 minutes. In this short period of time, because
you have been very clear, you have eliminated all kinds of confusion.
Here’s the key points of how you did it: They know who
you are; you immediately told them you are in business; you
are prospecting; they are the kind of person you want to talk
with; and they know why. Bottomline, they are free to choose
if, when, how they want to learn from a non-emotional, non-restrictive,
non-pressure place. This establishes a good basis for a future
relationship because you have established respect, you’ve
been upfront and avoided manipulative sales techniques.
top
|
