My grandfather, God rest his soul, taught me to never stop educating myself, so being the humble man that i am, i will be the first to accept any advice from eric worre or any other network professionals for prospecting and gathering leads from my article you will learned that there are 4 proven- time rules for network marketing success
THESE 4 PROVEN RULES WERE AS FOLLOWS......
-You must emotionally detach yourself from the outcome.
-be your self during communication
-have passion in what you do
-and have a strong posture
now prepare yourself for the 8 steps that are going to skyrocket your home base business, as stated by the network marketing pro himself!!!
this formula can be used on the phones or face to face. it is not recommended to be used for texting, email or any other non-verbal communications.... only on the phone or face to face
Now that we have that clear, this formula can work for your warn market prospects and cool market prospects, i will give you eric worre's example for both
THERE ARE 8 STEPS IN THE PROFESSIONAL MARKETING INVITATION
The following steps might sound complicated but with a little practice, you will find it is an easy skill to masterSTEP 1; BE IN A HURRY!!!
This is a psychological issue. people are usually more attracted to a person who has things going ona good friend of mine, Sunday is a very busy guy or at least he makes it appear as if he is.......whenever i speak with him, he lets me know he only has a few minutes to talk, then towards the closing of the conversation he states that he has to get on another call, so he will have to let me go
if you were to start each conversation giving the impression that you are in a hurry, you will find that your invitation will be shorter, there will be fewer questions, less resistance, and people will be more respectful of you and your time.
i know it worked with me speaking to Sunday........ i knew that he was a busy man, so i needed to get to the point and make my conversation short with him.
below are a few ideas that you can say to a person to show your urgency.
EXAMPLES FOR YOUR WARN- NETWORK MARKETING PROSPECTS;
Can say; ''i don't have a lot of time to talk, but it was really important to reach you''
OR
''I'm running out the door, but i needed to talk with you real quick!!!''
EXAMPLES FOR A COOL-NETWORK MARKETING PROSPECTS;
''Now isn't the time to get into this and i have to go, but....''
OR
''i have to run but.....''
Set the tone with some urgency!!!
for these examples, don't worry about the exact wording............ just focus on the concept and use your own words
Let people know that you are busy, you've got a lot going on and your time is short, but it was important for you to connect with them real quick.... do it with passion!!!
STEPS 2; COMPLIMENT THE PROSPECT!!!
This is a critical step.... the sincere compliment will open the door to real communication and will make the prospect much more agree able about hearing what you have to say;just make such your compliment is sincere!!!
EXAMPLE FOR YOUR WARN- NETWORK MARKETING PROSPECTS COMPLIMENT;
''You have been very successful and I've always respected the way you've done business''
OR
''For as long as I've known you, I've thought you were the best at what you do''
EXAMPLES FOR A COOL-NETWORK MARKETING PROSPECTS;
''You've given me some of the best service I've ever received''
OR
''You are super sharp. can i ask what you do for a living''?
These are just guidelines....... find something that you can honestly use to compliment your potential prospect and use it
this simple step will literally double your invitation results- say ERIC WORRE
When you being with urgency and a compliment it become very difficult for a person to react negatively towards your invitation. people don't often hear compliments, so your prospect will usually become very receptive.
if you were to study the network marketing pros, you would discover that they are constantly putting people in good moods with their honestly and sincere compliments.
it does a few things........ it helps people open their minds, it helps build rapport, and most of all, it will helps achieve the goal of education and understanding.
STEPS 3; MAKE THE INVITATION
In this case, there are 3 types of invitation approaches for the network marketing professionalA}THE DIRECT APPROACH
B}THE INDIRECT APPROACH
C}THE SUPER INDIRECT APPROACH
#1 THE DIRECT APPROACH
The direct approach is used when you are inviting people to learn more about an opportunity for them. here are a few examples;EXAMPLES FOR A WARN- NETWORK MARKETING PROSPECT INVITATION;
''I think i have found a way for us to really boost our cash flow''
OR
''Let me ask you a question, off the record. if there was a business you could start working part-time from home that could replace your full-time income, would that interest you?''
this is one of my favorite for my warn- network marketing invitation
EXAMPLE FOR A COOL- NETWORK MARKETING PROSPECT INVITATION;
''Do you keep your options open when it comes to making extra money?''
OR
''Would you be open to a side project if it didn't interfere with what you are currently doing?''
most people use the direct approach all the time there are other ways to approach your prospects but much depends on the situation. if you are a person that use the direct approach all the time, then maybe it's time that you Braden your horizons with 2 alternative approaches.
#2 THE INDIRECT APPROACH
The indirect approach powerful tool to help people get past there resistance and educate then on what you have to offer. this indirect approach is asking the person for their help with input or guidance. play yourself down and play up to the prospect's egoEXAMPLES FOR A WARN- NETWORK MARKETING INDIRECT APPROACH PROSPECT;
''I found a business I'm really excited about, but what do i know? you have so much experience. would you take a look at it for me and let me know if I'm make the right move?''
OR
''A friend told me the best thing i could do when starting a business is to have people. i respectfully take a look at it and give me some guidance. would you be willing to do that for me if i made it simple?''
EXAMPLES FOR A COOL- NETWORK MARKETING INDIRECT APPROACH PROSPECT;
''My company is expanding in your area. would you do me a favor and take a look at it and let me know if you think it would work where you live?''
OR
''I've started a business with a product i think makes a lot of sense, but I'd like to get your input. would you be willing to check it out and give me your opinion?''
#3 THE SUPER INDIRECT APPROACH
This 3rd approach is incredibly powerful because it works on a number of psychological levels. through this approach, you are letting the person know that they are not a prospect, and you are interested in finding out if they know someone else who might benefit from your business.EXAMPLES FOR A WARN- NETWORK MARKETING SUPER INDIRECT APPROACH PROSPECT INVITATION;
''Who do you know that might be looking for a strong business they could run from their home?''
OR
''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?''
In most cases, the person is going to ask you for more information before they give you any names- behind that request is curiosity and intrigue, thinking that this might be for them, but they are not going to admit that to you yet.
when the person ask for additional information, you can respond with;
''that makes sense..... you'll want to know more about it before you refer some of your contacts....'' then move on to step 4 below for approaching your cold- market, you can use the same information as the warn market super indirect approach. use the warn-market scripts or any variation that is comfortable to you.
STEP 4; IF I, WOULD YOU?
This is one of the secret weapons of the professional network marketing ''if i give you a dvd, would you watch it?'' ''if i give you a link to a website with a video presentation, would you check it out?''this question is so POWERFUL, and for a number of reasons.
FIRST- It's reciprocal....... you are saying to the person that you will do something for them, if they will do something for you in return. As human beings, we are hard- wired to respond in a positive manner to these types of situations
SECONDLY- It puts you in a place of power. you are in control. you are not begging. you are not asking for favours. you are simple offering a value exchange
THIRD- It implies that you have something of value to offer. you are saying that you will do something, but not unless the other person will do something in exchange.
WHEN YOU VALUE WHAT YOU HAVE, PEOPLE WILL RESPECT YOU
''If i, would you'' gets results. it gets people to say ''yes''. remember our goal is education and understanding. ''if i, would you'' help us achieve that goal
LET RECAP!!!- if you started a phone call with urgency, complimented the prospect, made the invitation and asked, ''if i, would you'', their answer will be ''yes'' almost 100% of the time say ERIC WORRE, which will take us to step 5
now, if they ask for more information first, just respond with, ''i understand you want more information, but everything you're looking for is on the {DVD, WEBSITE LINK, ETC}
The fastest way for you to really understand what I'm talking about will be for you to review that material. so, if i give it to you, would you review it?
if the person say no, then thank them for their time and move on. you can also review steps 1 through 3 to see what you might have done differently. do not give your material to them
so you've gone through the first 4 steps and the person said YES!!! they agreed to review your tool
does this mean that they will follow through?
NOTE; It is said by ERIC WORRE that only about 5% of your prospects will do what they said they would do, if you just used the first 4 steps.... 5% is not a good number. to get closer to the 80%, you will need to complete the additional 4 steps of the invitation process
STEP 5; CONFIRMATION #1- GET THE TIME COMMITMENT
You have already covered the timeless classic, ''if i, would you'' step 4 script and prospect said yes. your next step will be to get a time commitment. here are a few simple, yet effective scripts that work wonders;''when do you think you could watch the DVD for sure?''
OR
''When do you think you could watch the presentation on the website for sure?''
Do not suggest a time for them. just ask the question and wait for their response. this question allows them to think about their schedule and commitments, find a place to review the tool you spoke to them about and communicate that back to you. in other words, it makes it real for the prospect.
when you first asked from step 4, ''if i, would you'' and the prospect said yes, is was ''some day'' to them. when you get the time commitment, it starts to be real. the only thing that matters is that they give you a time.
about 90% of the time, the person will give you the answer, the other 10% of the time, they will be vague, saying something like ''I'll try to do it sometime'' if they do that, then respond with, ''i don't want to waste your time or mine. why don't we just look in a time when you'll have seen it for sure?''
just remember that in step 4 the person already stated that they would review your tool. this is just confirmation time. the key of all of this is that they have now said yes two times.
so, now you can give them the tool, right? WRONG!!! You are not done yet, the network marketing professional take a few extra seconds to complete a couple of steps before they're finished
STEP 6; CONFIRMATION #2- CONFIRM THE TIME COMMITMENT
If the prospect tells you that he will watch it Tuesday night, your response should be something like, ''so, if i called you Wednesday morning, you will have seen it for sure, right?if the person were to say that Thursday morning would be the ideal time to watch the online presentation, your response would ''so, if i called you sometime later in the day on Thursday, you will have looked at it for sure, right?'' if they say July 1st, you say the same thing above, except use July 2nd for your call back date.... you get the idea.
the prospect will either say yes or they will adjust the time slightly. in any cases, the significance to step 6 is that they have now confirmed for a 3rd time and now they are more likely to follow through. the key here is that this isn't an appointment that you've set, it's an appointment they've set
REVIEW; the prospect said that they would take a look at the materials that you offered {from step 4, ''if i, would you''} that they would do it by a specific time and, if you called them after that time, they would have reviewed the materials.
you've asked the questions, their answers made the appointments.
STEP 7; CONFIRMATION #3- SCHEDULE THE NEXT CALL
This step is simple just ask, ''what is the best number and time for me to call?'' the prospect will give you what work best for them. now you have to do this be sure to remember to call when you said you wouldSTEP 8; GET OFF THE PHONE!!!
Remember from step 1, you are in a hurry, right? once you have confirmed the appointment, the last thing you might say to the person is ''great, we'll take then, gotta run!!!''too many people make the appointment and then UN- make it by taking and talking and talking. remember, our goal is education and understanding and we are going to let the third- party tool do most of the work.
here are some examples of all eight steps combined into one script;
a person that you know who hates their jobs- direct approach
''hey, i don't have a lot of time to talk, but it was really important that i reach you. listen, you're one of the most financially intelligent people i know and I've always respected you. when you told me that you really didn't like your job, were you serious or just kidding around?'' {they say that they were serious}
''great, i think I've found a way for you to create an exit strategy. i have a DVD that describes what i am talking about better than i can. if i give you this DVD, would you watch it? {they say yes}''
''when do you think they could watch it for sure?'' {they say on Tuesday}
''so, if i called you on Wednesday morning, you'll have reviewed it for sure, right?'' {they say yes}
''all right I'll check back with you then. what's the best number and time for me to call? {they give you the information} ''got it. we'll talk then. i got to run and thanks!!!
CLOSING COMMENTS ABOUT THE NETWORK MARKETING INVITATION CLOSING PROCESS
If any of these methods appear to be pushy, remember that these are the cutting- edge strategies of the top network marketing professionals. these top successful marketers take time building their business seriously they do not seek out tire- kickers for their organization.these scripts will help weed out those people that are not-so serious about the opportunity presented to them.
if you learned anything from my article, 4 time-proven rules for network marketing success!!! you will have learned to emotionally detach yourself from the outcome, and have a strong posture {strong posture- is one's inability to be discouraged or swayed}
in terms of scripts, it is best if you get the basic concepts down..... don't focus too heavily on the exact scripts.
if you learn to let your prospects know that you are in a hurry, then compliment them then invite them, then pass on the tool with the, if i, would you'', type of script, then confirm using the process outlined above, then get off the phone or complete the invite, you will do just find.
remember, in recruiting, there is no good or bad experiences, just learning experiences
while on your journey to becoming a network marketing professional, the best thing that can happen is for you to develop the skills to recruit on demand, in any situation. so practice, practice, practice.
much of the written materials were accumulated from ERIC WORRE'S book
''7 steps to becoming a network marketing professional''
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