We can use tools like video, audio clips, and the Four Year Career book in a number of ways, but it should be in conjunction with a personal invitation from us. We can use them with strangers, but more often than not we are inviting our most faithful members and/or those we have good rapport with.
We don't want to pre-judge our members because we don't know, and may be surprised to find out, who will really be interested in the opportunity - young or old, successful or desperate. :)
We can give the initial invitation face-to-face, over the phone, or through a personal email. The professionals keep it short and follow a basic format - something like this:
You: "I don't have time to go into the details right now, but I was wondering if you would take a look at something for me. You have been so supportive and enthusiastic about essential oils, I really appreciate it! If I gave you an audio clip recorded by one of our leaders that explains a little bit more about what we do in Young Living, would you have time to listen to it? - it's about 15 minutes?"
You: "I can give you a website to write down or I can send you the link via email - which would be easier for you?"
"I can write it down - I have a pencil"
"Ok, the web address is WhyWeShare.com and, like I said, it takes about 15 minutes. When do you think you'll have time to listen to it, for sure?"
"I can listen to it tonight." or "Right now"
"Ok; great; so if I call back around 8:00 o'clock, do you think you will have listened to it yet?"
"Sure - or maybe 8:30 would be better."
Ok, I will call you at 8:30. Talk to you then!"
"Bye" [Get off the phone!]
It doesn't have to be this exact script, but, if you skip these steps, the likelihood of your friend actually listening to the clip diminishes significantly.
These 8 steps are listed in Eric Worre's Go Pro, Chapter 5: be in a hurry, pay a genuine compliment, make the invitation including the phrase, "If I gave you..., would you.. ?", get a time commitment, confirm the time commitment, schedule the follow-up call, and get off the phone.
When you call back, verify he has listened to it and, if not, reschedule. If he did listen to it, say:
"What part did you like best?" [Then stop talking and
LISTEN to his responses and answer any questions.]
If he shows any interest ask this:
“We have excellent training resources to help you, but let me ask you a question - on a scale of 1-10, with one meaning you have zero interest and 10 being you’re ready to get started right now, where are you?”
If he gives a low number ask if there is anything you can do to get him to a higher number - read a book, attend an event, etc.
If he gives a number above 5 use the 4 Question Close:
1. “How much $ / month would make it worth your time?”
2. “How many hours a week could you commit?”
3. “How many months would you work to reach that kind of income?”
4. “If I could show you how to make $#/mo, working # hrs/wk, for # years, would you be ready to get started?”
Then set up a Game Plan appointment where we can go over the Compensation Plan, Heart Centered Sharing, and our other resources, or try to three way call me (Christopher), or keep talking and tell him about the 4 Duplicable Steps and whatever else will help him get started right.
If he says he is not interested, ask for referrals. i.e. invite him to bring a couple super-star friends to the next intro event.
"Who do you know that is professional, friendly, and would be excite about diversifying his income? Why not invite him to our next intro event!"
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Great information! Thank you :)ReplyDelete