keep it simple “introductory” calls
Welcome aboard! I trust you are as excited as we are to get you going!
Our main objective is to get you to a 1k as quickly as possible. This means registering 3 product consumers on adp (automatic delivery program) on your 1st level and having a group volume of 1000 points. The best way to do that would be to have a presentation at your home or a friends' home and invite some friends and family over to have a look at your new business venture. If this doesn't work for you, find out where presentations are being held in your area, and plug into them.
If you are new to the business, please don't think that you need to frantically learn everything there is to learn about the product, that is what you have team support for. Your sole "responsibility" until you have reached 5k position in the company, or are comfortable to take a more leading role, is purely to create interest amongst those you would like to have in your team, ie your closest family and friends. If you are comfortable doing one-on-one presentations, you are most welcome to - let me know & I will arrange to get a presentation to you in the form of a flash drive/dvd.
Here are a few tried and tested phone scripts to use which create curiosity amongst friends, family, colleagues and even perfect strangers....most of us nowadays are open to looking at ways to :
a) improve our health
b) achieve our dreams
c) have more time for our loved ones
Let's show you how to approach people you'd love to "work" and "play" with :
Please note that this programme is going to be focused on getting a person to review some sort of 3rd party materials to better understand our opportunity, and by 3rd party materials I mean a DVD, CD, Presentation, Website, etc. (See page "Links & dvd's). It’s not specifically designed to invite to live events. That is a slightly different process. For now, if you focus on getting people to review our opportunity with a 3rd party tool, you’ll find that getting people to attend an event of any kind is much easier and a natural next step.
What we're going to teach you in this program is designed to be done over the phone or face to face. It’s NOT to be used with texting, email or any other sort communication tool. On the phone or face to face. That’s how this works.
This can work with warm market prospects (people you know) and cold market prospects (people you meet while living your life). You’ll see examples for both throughout the program. For warm market, you can use the worksheet at the end. For cold market, you’re just going to have to practice.
Let’s start by going through the eight steps, then we’ll put them together at the end and show you how it all works.
Step 1: Be in a Hurry
Step 2: Compliment the Prospect
Step 3: Make the Invitation
Step 4: If I____, Would You____?
Step 5: Get a Time Commitment
Step 6: Confirm
Step 7: Get a Time and Number
Step 8: Get off the Phone
Step 1
Be in a hurry
Be in a hurry
This is a psychological issue, but people are always more attracted to a person who’s busy and has things going on. If you start every call or face to face conversation with the feeling that you’re in a hurry, you’ll find your invitations will be shorter, there will be less questions and people will respect you and your time much more.
Here are some “In a hurry” script examples:
For warm market prospects:
“I don’t have a lot of time to talk, but it was really important I reach you”
“I have a million things going on, but I’m glad I caught you”
“I’m running out the door, but I needed to talk to you real quick”
For cold market prospects:
“Now isn’t the time to get into this and I have to go, but…”
“I have to run, but…”
Get the message? Set the tone with some urgency.
Step 2
Compliment the prospect
Compliment the prospect
This is critical. The sincere compliment (and it must be sincere) opens the door to real communication and will make the prospect much more agreeable to hearing what you have to say.
Here are some sample compliment scripts:
For warm market prospects:
“You’ve been wildly successful and I’ve always respected the way you’ve done business.”
“You’ve always been so supportive of me and I appreciate that so much.”
“You’re one of the most connected people I know and I’ve always admired that about you.”
“You’re the most (or one of the most) important person/people in my life and I really trust your instincts.”
“You have an amazing mind for business and can see things other people don’t see.”
“I was thinking… who are the sharpest people I know? And I thought of you.”
“You’re one of the most positive and energetic people I’ve ever met.”
“Some people are very closed-minded which limits their opportunities, but I’ve always admired the fact that you’re open to looking at new things.”
“I need someone to find the holes in something I’m looking at and absolutely nothing gets past you.”
“You’re one of the most (health conscious / savvy / beauty conscious / wellness-minded / financially intelligent / etc.) people I know and I’ve always respected that about you.”
“You’re one of the smartest people I know and I really trust your judgment. “
“For as long as I’ve known you I’ve thought you were the best at what you do.”
For cold market prospects:
“You’ve given me/us some of the best service I’ve/we’ve ever received.”
“You are super sharp. Can I ask what you do for a living?”
“You’ve made _____ (eg our breakfast meeting) a fantastic experience.”
The key to the compliment is it must be sincere. Find something you can compliment your prospect on and do it.
Step 3
Make the invitation
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 prospects:
“When you told me (eg you were sick of doing 3 people's work & only being paid for 1), 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 jeopardising 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:
(These work good when you are respected by the prospect.)
“With your skills, you could make $100,000 a month in a business I’ve just started”.
“This is the call you’ve been waiting for your whole life”.
For cold market prospects:
“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 prospects:
“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 practised 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 prospects:
(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 prospects:
“The business I’m in probably 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 e-mail 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 will 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 prospects:
(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).
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 invited you to a home presentation given by a homeopathic dr who knows everything about this business & could answer all your questions, would you come?
“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, (or CD, Presentation/Info session 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! You may want to review steps 1-3 to see what you could have done better but still do NOT give it to them.
Step 5
Get a time commitment
Get a time commitment
"When do you think you could watch the DVD for sure?”
“When do you think you could listen to the CD for sure?”
“When do you think you could attend an info session? Thursday evening or Saturday afternoon?” - make sure you have arranged it prior with your upline
“When do you think you could watch the link for sure?”
Don’t suggest a time for them. Ask the question and have them give you the time.
If it’s not definitive “I’ll try to do it sometime”, then tell them. “I don’t want to waste your time or mine. Why don’t we just try to lock in a time you’ll have seen it for sure?”
The key is to get them to say YES a second time.
Saying yes to step 4 is NOT a commitment.
Step 6
Confirm
Confirm
If they tell you they’ll watch the DVD by Tuesday night your response should be:
“So, if I called you Wednesday morning, you’ll have seen it for sure right?”
If they say they’ll listen to the CD by Thursday morning your response should be:
“So, if I called you sometime on Thursday, you’ll have listened to it for sure right?
If they say they’ll watch the link by July 1st your response should be:
“So, if I called you on July 2nd, you’ll have watched it for sure right?”
The key to step 6 is they’ve now said 3 times that they’ll follow through and they’ve done it all by themselves. They’ve set a real appointment with you for the future.
Step 7
Get a time
Get a time
“What’s the best number and time for me to call?”
Now they’ve said yes 4 times and the chances they’ll follow through has been increased from less than 10% to over 80%.
Note: Please put this appointment in a place you won’t forget.
Step 8
Get off the phone!
Get off the phone!
Remember, you’re in a hurry right? The best thing is to say something like
“Great. We’ll talk then. Gotta run!”
So those are the 8 steps with tons of the hottest scripts in MLM on what to say.
Now let’s put it all together by showing you some examples.
Example #1 – A person you know hates their job using Direct Approach
Prospect Name:
Prospect Contact Info:
(step 1)
Insert “In a hurry” script: Hey, I don’t have a lot of time to talk, but it was really important I reach you.
(step 2)
Insert compliment: Listen, you’re one of the most financially intelligent people I know and I’ve always respected that about you.
(step 3)
Insert invite based upon the approach you’ve chosen: When you told me you really didn’t like your job, were you serious or were you just kidding around? … Great. I think I’ve found a way for you to create an exit strategy without jeopardizing your family.
(step 4)
I have a video link that you have to listen to. It describes what I’m talking about better than I can.
“If I gave you this link would you watch it ?”
(step 5)
“When do you think you could watch it for sure?”
(step 6)
Tuesday? So if I called you Wednesday morning you’ll have reviewed it for sure, right?”
(step 7)
Alright, I’ll check back with you then. “What’s the best number and time for me to call?” Date: Time: Number:
(step 8)
Great. We’ll talk then. Gotta run and thanks!
Example #2 – To a good friend with Indirect Approach
Prospect Name:
Prospect Contact Info:
(step 1)
Insert “In a hurry” script: Hey, I’m running out the door, but I needed to talk to you real quick.
(step 2)
Insert compliment: You’ve always been so supportive of me and I appreciate that so much.
(step 3)
Insert invite based upon the approach you’ve chosen: 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 practised on you?
(step 4)
Great!
“If I gave you a DVD that laid out the information in a professional way would you watch it ?”
(step 5)
“When do you think you could watch it for sure?”
(step 6)
Thursday? So if I called you Friday morning you’ll have reviewed it for sure, right?”
(step7)
Fantastic “What’s the best number and time for me to call?”
Date: Time: Number:
(step 8)
Great. We’ll talk then. Gotta run and thanks!
Example #3 – To a highly successful person using an Indirect Approach
Prospect Name:
Prospect Contact Info:
(step 1)
Insert “In a hurry” script: I know you’re busy and I have a million things going on too, but I’m glad I caught you.
(step 2)
Insert compliment: You’ve been wildly successful and I’ve always respected the way you’ve done business.
(step 3)
Insert invite based upon the approach you’ve chosen: I’ve recently started a new business and I’m looking for some sharp people. It’s probably not 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?
(step 4)
I understand that you’d want to know more before you recommend people. I have a DVD that explains exactly what I’m doing and the kind of people I’m looking for. It’s brief.
“If I sent one to you would you view it ?”
(step 5)
I know you’re extremely busy and I’m so grateful for your help. Thanks for agreeing to look at it.
“When do you think you could view it for sure?”
(step 6)
So if I called you after that you’ll have reviewed it for sure, right?”
(step 7)
Alright, I’ll check back with you then. “What’s the best number and time for me to call?” Date: Time: Number:
(step 8)
Thanks again. I appreciate it so much. I’ll talk to you then.
Example #4 – To a cold market prospect who’s done a fine job selling you some shoes
Prospect Name:
Prospect Contact Info:
(step 1)
Insert “In a hurry” script: Now isn’t the time to get into this and I have to go but…
(step 2)
Insert compliment: You are super sharp…
(step 3)
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)
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)
“When do you think you could watch it for sure?”
(step 6)
So if I called you after that you’ll have reviewed it for sure, right?”
(step 7)
Alright, I’ll check back with you then. “What’s the best number and time for me to call?” Date: Time: Number:
(step 8)
Okay, here it is. Thanks again for the excellent service and I’ll talk to you soon.
Script template:
Prospect Name:
Prospect Contact Info:
(step 1)
Insert “In a hurry” script:
(step 2)
Insert compliment:
(step 3)
Insert invite based upon the approach you’ve chosen:
(step 4)
If I would you ?
(step 5)
When do you think you could for sure?
(step 6)
you’ll have reviewed it for sure, right?
(step 7)
What’s the best number and time for me to call?
Date: Time: Number:
(step 8)
FOLLOW UP
Be sure to follow up. DO NOT answer ten thousand questions when you follow up. If they DO have questions, either follow up with an invitation to an info session with your upline, or arrange that your upline give them a call to answer ANY questions they may have. That's the reason I choose to rather invite prospects to an info session from first contact. They get to meet your upline who has been successful in Xango for many years. They get to ask any questions they may have. They get to meet others in the business, and they generally get a better “feel” for the business.
Are you feeling the flow of how this works? Obviously there are many possible variations for different kinds of prospects but I hope these examples help you to understand how everything comes together.
And in terms of scripts, it’s best if you get the basic concepts down and don’t focus too hard on the exact script. Life doesn’t work that way. But if you learn to let them know you’re in a hurry, compliment them, invite the best way possible, pass on the tool with ‘If I…, Would You…’, confirm through the process as described and get off the phone, you’ll do fine.
And remember, in recruiting there are no good or bad experiences. Just learning experiences. On your journey to become a Professional Network Marketer, the best thing that can happen is that you develop the skills to recruit on demand, in any situation. Then you never have to worry about being lucky. Practise, practise, practise.
I hope this material becomes second nature as you pick up the phone to call that next prospect. Remember, paralysis by analysis. These scripts are tried and tested, and they work.
And another little tip… You’re not after a ‘yes’ or a ‘no’ answer. You’re simply exposing people to your business and your product. So, if someone says ‘no’, thank them and move on. (You might get them later, anyway; circumstances and needs change.) Big Business is not offended by every motorist who simply drives by their bill boards and don’t pick up the phone in response to their ads or rush into their stores to buy their goods. It’s simply a numbers game. You’re working the numbers looking for those precious few who’s going to ‘get it’. And they are there… your ‘12 ‘o clocks’ (ready to jump aboard & work the business); you must just get out there and find them. And you do that by exposing people to your business. YOU ARE the bill board. That’s why you earn the BIG BUCKS when the business starts rolling in.
So, what are you waiting around for? GO XANGO!
Don't EVER forget what an amazing product Xango is. If you can find those who are committed to giving your/their business a REAL chance by consuming the product for at least 3-6 months and finding 3 others to do the same, they will really THANK you for the huge impact you will have made on their health especially. The financial success WILL come, just don't quit!
