If I’ve heard it once, I’ve heard it a hundred times “I can’t do what “He or She” does because they are more talented than I am, prettier than I am, talk better than I do, in better shape, knows more people…you know the story. In the world of Network Marketing there are many successful people that when people see them on stage, hear of their success stories, most in the room automatically assume “that can’t be me”. Well rest assuredly it can be you, and today I’m going to give you a good tip on what “they” are doing to be successful. If you are willing to use it, be consistent with it, I can guarantee you it will help you improve your results in your network marketing business.
The most important skill you can learn in network marketing is the skill of prospecting for potential business partners or customers who later will join your business. Prospecting is the most important thing you can do, the most income producing activity of all the time you will spend on your home based business. I’m not going to go into now how to find them, as you should already have a warm market, and I want to start there. The biggest question I get asked is “What do you say to them when you call?” “What do you say when you cold call on a business to market your product or service?”
I market a Skincare Business called Rodan + Fields Dermatologists, and I will tell you what I say when I make calls or contacts, but it doesn’t matter what business you are in, you can adjust your language accordingly based on what your company offers. In a minute I will give you some ideas on what you can say when you call or see prospects in person. BIG KEY…LISTEN CLOSELY…The goal is to get the appointment, NOT to close the sale. I’ll repeat…Get the Appointment, do NOT try to close the sale!! Imagine you are home with your kids, watching TV, laying on the couch and Nancy Networker calls you, interrupts your time with the kids, and tries to cram her business down your throat!! How does that make you feel?? Exactly…we hate it and that’s why so many people are turned off by Network Marketing Stalkers! That said, we have to make outbound calls in this industry, and if you do so in an effective, polite, considerate manner, your response on your prospecting calls will improve dramatically.
I mentioned I market skincare products, and I must first think of a good target audience for my product line. In the skincare world, massage therapists, doctors offices, Salon owners, Estheticians, or stay at home moms are a great prospect for me to talk to. So I target those professions, look for them on Facebook or the internet, and I start my calls either on the phone or in person. I’m going to give you an example of warm market phone prospecting and I have more for cold market, but its too much info for one post. Warm market is always where you should start prospecting, but you can use this call script with anyone. I know their name, have a relationship with them, and think they are a good candidate for what I do. Here we go…
RING RING….Hey Susie Skincare, How ru? (make BRIEF conversation to establish rapport…don’t sugarcoat it and be fake, you are prospecting and gauging their interest in a business opportunity) Let me explain that part…there are times to talk as friends, then there are times to talk about business when it pertains to providing for your family. You can be friends, be nice, but take it serious at this point. “Susie the reason for my call was to tell you I recently started a home based business, I’m really excited about it, and I wanted to ask you if you kept your options open for additional income outside of your “blank” business or normal occupation? (substitute real estate, insurance, stay at home mom, etc.) Now…Silence…Be Quiet and Don’t say a stinkin word!! They will say one of three things, Yes, No, or it depends on what it is which is typical. If they No, say ok, I appreciate your honesty but if you know of anyone that might be looking let me know, or we have some great products if you’d like to try them for 60 Days Risk Free. If they say Yes or it depends, I always say “Well have you heard of Proactiv? (They always say yes) What if I told you that there was a way to partner with the doctors that created Proactiv, and what they did for Acne, they are now doing for Anti Age, and Sun Damage and its ground floor. Is that something you would be interested in taking a look at? Again….BE QUIET!!! Wait for the response, and be prepared to posture (make them curious) Remember your goal is to pique their interest, and set the appointment by phone, or over coffee. DO NOT try to sell them over the phone the first time unless you’ve asked if now is a good time to share it with them. If they want more information, tell them, don’t ask, I need about 15-20 minutes of uninterrupted time to show you what I’m doing and if it takes longer than that, it’s your fault!
I try to meet for coffee if they live close enough, or invite them to a meeting I’m going to, or schedule a 3-WAY CALL with your UPLINE. Why am I capitalizing upline? When you are new, you don’t know enough, you might say the wrong things, and hurt your chances at finding anyone…and eventually quit. It’s a fact! Use your upline until you are trained, know what to say, and you can teach others to use you. Get trained early, learn all you can, treat the business seriously, and teach others to do the same. Thats called duplication and its everything in a home based business!
If they can’t meet in person I have an information email from Constant Contact I forward out with a couple of flyers, or you can use company marketing materials. Let me reiterate the goal, and that is “We want PERMISSION to tell them about our business”!! Remember in class when you had to raise your hand to speak?? The same rule applies in prospecting. I know you’ve received the call from someone calling you about a network marketing opportunity and the first thing they tell you is “You’d be great at it, John Doe is making 100K a month, we are curing cancer, etc…all within the first 3 minutes of the call!” It sounds self serving on the other end, and it won’t help you recruit anyone. It will turn them off, not turn them on. Be a professional and “ask for permission to speak”. When it’s your turn, make it a habit to direct your thoughts on them, not YOU! Ask them questions about THEM such as “Susie, what would $1-2K extra a month do for you? Are you kids in college or going? Are you secure in your career? Do you have any skin issues? Health issues? What kind of dreams do you have in your future? Why would you start a home based business?” What you are doing is getting them to “think” about reasons why they need more income, better health, better skin, more fulfilling career etc. They don’t care about you, they really don’t, believe it or not they want to know “wiffom” Whats in it for me??
Ok so now I market skincare but how do you use this script for your business?? I will give you some tips on how to reword your script based on what you are marketing. This script works VERY effectively, and I set appointments almost 50% of the time. C=A=P=P Calls = Appointments = Prospects = Partners Let’s focus on how it might can help you grow YOUR Business. Let’s say I’m sell Monavie, or Zija, or some kind of healthy supplement product. I would call and ask the very same first question. “Hey Nancy Networker, how ru? The reason for my call was to let you know I’ve started a new business, and I had one simple question to ask you. Do you keep your options open to additional income outside your ________ Business or normal occupation? They say yes, no, or it depends and I would say “What if I told you there was a way you could be healthier, lose weight, lower your cholesterol and there was a substantial amount of income associated with it? Is that something you would interested in taking a look at? POSTURE at this point! Don’t “Puke” on them and tell them all about it right then. They will ask but you take the lead and ask for 15-20 minutes of their time, and set your appointment either by phone or in person. Thats It! It will work!
Next example was I in a Greeting Card Business and I used the same script this way. Question #1 always the same “Hey Joe I was calling to let you know I’ve started a new business, looking to expand my operation, and curious if you kept your options open for additional income outside of your _______ business?” Yes, No, or It Depends was next. I then said, “Well Joe if I told you there was a way that I could increase your sales, improve your customer relationships and customer service, and there was some extra income associated with it, is that something you would be interested in taking a look at?” Set my appointment by phone or in person….and boom! Thats all there is to it.
Your goal is to expose your opportunity to as many people as possible, and using this script and tailoring it to your industry will help you set more appointments, and close more business. The key is to keep it simple, keep it duplicatable, and the results will follow. If you learn nothing else from this, using the term “Do you keep your options open for additional income outside of your “blank” business?” will open a lot of doors to conversation for you. I hope that helps and I will be posting advice on cold call scripts in the near future and how to close business via cold calling. Feel free to comment or ask me questions if you need my help. Make it a great day!