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)
For warm market: “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.
I’ve used this one with great success “This is the call you’ve been waiting for your whole life”.
http://networkmarketingpro.com/pdf/the_hottest_recruiting_scripts_in_mlm_by_eric_worre_networkmarketingpro.com.pdf
For cold market:
“Have you ever thought of diversifying your income?”
“Do you keep your career options open?” (An oldie but a goodie)
“Do you plan on doing what you’re doing now for the rest of your career?”
You can follow any of these cold market scripts or any variation with the following: “I have something that might interest you. Now’s not the time to get into it but…”
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.
For warm market:
“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?”
For cold market: I’ve found this approach doesn’t work very well because it doesn’t really make sense for you to show this much respect for someone you’ve just met. Direct and Super Indirect work best for cold market.
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.
For warm market:
“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
For cold market:
Cold market is exactly the same as warm market for Super Indirect. Just use the scripts above or any variation that’s comfortable for you.
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)
For warm market: “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.
I’ve used this one with great success “This is the call you’ve been waiting for your whole life”.
http://networkmarketingpro.com/pdf/the_hottest_recruiting_scripts_in_mlm_by_eric_worre_networkmarketingpro.com.pdf
For cold market:
“Have you ever thought of diversifying your income?”
“Do you keep your career options open?” (An oldie but a goodie)
“Do you plan on doing what you’re doing now for the rest of your career?”
You can follow any of these cold market scripts or any variation with the following: “I have something that might interest you. Now’s not the time to get into it but…”
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.
For warm market:
“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?”
For cold market: I’ve found this approach doesn’t work very well because it doesn’t really make sense for you to show this much respect for someone you’ve just met. Direct and Super Indirect work best for cold market.
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.
For warm market:
“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
For cold market:
Cold market is exactly the same as warm market for Super Indirect. Just use the scripts above or any variation that’s comfortable for you.
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