Example #4 – To a cold market prospect who’s done a fine job selling you some shoes

Example #4 – To a cold market prospect who’s done a fine job selling you some shoes

Prospect Name ____________________

Prospect Contact Info_______________________

(step 1 - Page 4)
Insert “In a hurry” script Now isn’t the time to get into this and I have to go but…
_____________________________________

(step 2 - Page 5)
Insert compliment You are super sharp 

(step 3 - Page 7)
Insert invite based upon the approach you’ve chosen and I happen to be looking for some sharp people. Do you plan on doing what you’re doing now for the rest of your career? No? Good. I have something that might interest you.


 (step 4 - Page 12)Now’s not the time to get into it, but I have a DVD that explains it all in great detail .“If I gave it to you, would you watch it?”


(step 5 - Page 13) “When do you think you could watch it  for sure?”


(step 6 - Page 14)So if I called you after that, you’ll have reviewed it for sure, right?”


(step 7 - Page 15)Alright, I’ll check back with you then  “What’s the best number and time for me to call”


Date:_________ Time:________ Number:_________


 (step 8 - Page 15) Okay, here it is. Thanks again for the excellent service and I’ll talk to you soon. 


 Now isn’t the time to get into this and I have to go but…

 You are super sharp

 and I happen to be looking for some sharp people. Do you plan on doing what you’re doing now for the rest of your career? No? Good. I have something that might interest you.

 gave it to you,.........      watch it

 Now’s not the time to get into it, but I have a DVD that explains it all in great detail .

 Alright, I’ll check back with you then .

watch it

So if I called you after that

 Okay, here it is. Thanks again for the excellent service and I’ll talk to you soon. 

Step 4 If I__________,would you___________?

If I__________,would you___________?

You’re not going to offer your 3rd party tool, unless they agree to do something in return. This has been my secret weapon for a very long time.

Let me offer you some examples: 

“IF I gave you a DVD that laid out all the information in a very professional way, WOULD YOU watch it?”

 “IF I gave you a CD that described the business, WOULD YOU listen to it?” 

“IF I gave you a magazine (or some other prospecting printed piece), WOULD YOU read it?” 

“IF I gave you a link to an online presentation that explained everything, WOULD YOU click on it and watch it?”

If you’ve done the first 3 steps properly, the answer will be yes. If they ask for more information first, just respond with “I understand that you want more information, but all of what you’re looking for is on the DVD, CD or in the Printed piece or Link. The fastest way for you to really understand what I’m talking about will be to review that material. So, if I gave it to you, would you review it?”

 If they say no, they won’t review it then thank them for their time and move on. Also, review steps 1-3 to see what you could have done better. Do NOT still give it to them.