If you missed the conference call, Monday Jan 23rd, we did record it. You do not want to miss this call.
"Business Building with Babies" - Anne Auger talked about how she manages to build a solid business with all the duties of a stay-at-home mom:with a baby and three toddlers. If she can do it, you can too.
I showed:
"A Better Way to Silver" (if your Goal is $1-3k / mo.)
& "Three Easy Steps to Finding and Training Leaders"
CLICK HERE for the audio recording!
Below is the script for "3 Easy Steps". Print it out and memorize Step 1 and read Step 2 during your follow-up call. All the best!
3 Easy
Steps to Finding and Training Leaders
Let’s start by identifying three types of people who we should ask to look at the Young Living
business opportunity:
1. The
people YOU want to work with - who you think would
really enjoy it and get a lot out of it. Network marketing is actually a human
formation course in building relationships. We all know that building healthy
relationships is eternally beneficial so this is a win-win for everyone.
2.
Members who are on Essential Rewards – Adam Green says, “We take
happy oil users and turn them into business builders.”
3.
Anyone who expresses interest in the business or in
making additional income. (Listen for this in your follow up calls.) I would
especially look for stay-at-home moms with husbands who are at the mercy of
their paycheck. 76% of network marketers are women.
Now that we have identified who to ask, I am going to
walk you through three easy steps for presenting the opportunity and training interested
leaders:
1. Present a Tool with the Exchange
Phrase: “If I ..., would you ...?”
2. The Follow-up Call: The
Four Question Close.
3. The Gameplan Interview.
1. Present a Tool
with the Exchange Phrase: “If I ..., would you ...?”
When
you give a tool away – like a book – you want to use the phrase, “If I give you
this book, would you take a look at it?”
Our
favorite tool for prospecting potential business builders is The Four Year Career: Young Living Edition
by Richard Brooke. I highly recommend you go to shop.blissbusiness.com and
buy 25 copies of this book right after this. You get them for $5 each which is
a 50% discount.
If
the person you want to give it to is out of town you can mail it or you can
send them a link to our website WhyWeShare.com which
has an online PDF version of the book and our 15 minute summary of it.
Sarah
Harnisch also has a new $4 book for prospecting business builders called, Your
Gameplan: Build a Life beyond Survival Mode
There
is a very important method for HOW you share this tool with your prospect. DO NOT
just give it to them and say something like, “I thought you might like this.”
If you do that, chances are, 80% of the time, the person will never even open
the front cover and you just lost the best tool in your toolbag! Kiss that prospect
good buy. You blew it. I speak from experience. I have done that and I even
knew better, and I still did it because I froze up in the moment.
This
is how you need to present it. Practice it in the mirror or with your
accountability partner until it no longer sounds awkward. This formula works. Don’t be ashamed to use it. You learned how to
say “please” and “thank you”, you can learn to say, “If I …, would you…?” It is
a courtesy.
We are
hard-wired to respond to this phrase. It is a basic human desire to want to give
something in return for receiving something. It is
respectful of your prospect’s professional dignity to use this language, and it
is the key to opening the dialogue which is going to lead to you training a new
leader. It doesn’t matter if the person is your best friends or mother, you
still need to follow these steps – especially if it is someone you know
well.
Ok, so here we
go. Here is a sample conversation with the key works, “If I …, will 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 this book which explains a little bit more about what we do in Young
Living, would you look at it?”
[STOP TALKING
AND WAIT FOR THE ANSWER. This is really important because until you do this a
few dozen times you may be a little nervous and when people are nervous they
usually prattle on and on, which scares people away.]
Friend:
"Sure."
You: "Great, When do you think you'll have
time to look at it, for sure?"
"This
weekend."
"Ok; so if I call you (Monday morning) to ask you what you
think, you will have looked at it?"
"Sure -
or maybe (Monday evening) would be better."
“Great, what time should I call you (Monday evening)?”
“Ok, I will call you Monday at (8:30). Talk to you then! Bye."
It doesn't
have to be this exact script, but, if you skip these steps, the likelihood of
your friend actually looking at the book diminishes significantly.
These 7 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.
2.
The Follow-up Call: The Four Question Close
Then you call
back at the scheduled time, verify she has looked through some of the book -
don’t expect people to have read the whole thing. If the book hasn’t been
cracked yet, reschedule. If she did look at it, say:
"What part did you like best?" Then stop talking, listen to her responses and answer any
questions. This is your opportunity to explain what you like about the business
model.
If she shows
any interest ask this important lead-in question:
“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 for me to start training you to do the business right now, where are
you?”
If she gives a
number 0-2 ask what you can do to get her to a higher number – answer further
questions, read a book, watch a video, attend an event?
If she gives a
number 3 or above use the Four
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. Then repeat their numbers back to them: “If I could show you
how to make $___/mo, working ___ hrs/wk, for ____ years, would you be ready to
get started?”
Give her a
copy of your 101 script and walk her through the steps of hosting and/or teaching
her first class; and set up a Gameplan appointment.
If she says she
is not interested, ask for referrals. i.e. invite her to bring a couple
super-star friends to the next intro event. Say,
"Who do you know that is professional, friendly, and would
be excited about making some additional income? Why not invite her to our next
intro event! At the very least we can get a few people under you and get your
oils paid for."
3. The Gameplan Interview
Follow Sarah Harnisch’s
template - walk through “Appendix J: Teacher
Training” in Sarah Harnisch’s Gameplan
book – preferably after your prospects first class.
*******
I guarantee, if you follow this script and have confidence, you will be amazed at how effective it is. Just be your best self and have fun with it!
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