How to make your prospect eager, excited, and almost begging to hear your presentation.
Did you ever bring a guest to an opportunity meeting?
While waiting for the opportunity meeting to start, what goes through your guest's mind? Negative thoughts? Thoughts of resistance and fear?
Would you like to give your prospect an open mind, a great attitude, and an eager desire to join your business ... before your opportunity meeting even starts?
Here is a technique that uses a simple form. This form will literally change your prospect's attitude from resistance to eager anticipation for your opportunity presentation. Let's begin.
What really happens when you bring a guest.
It's the Thursday night opportunity meeting. You and your guest arrive at the meeting 15 minutes early, sit down, and wait for the meeting to begin. What goes through the typical prospect's mind?
The prospect is thinking:
*Why am I here?
*They're going to try to sell me something.
*Better put up my defenses.
*It could be a pyramid operation.
*Why did I get tricked into coming here?
*How do I get out of here alive?
*What kind of excuses can I give to say "no" because I know they're going to ask me for money?
All these negative thoughts are running through your prospect's mind. Now, is this the type of attitude you want your prospect to have when the meeting opens and the first speaker begins his presentation?
Of course not. You want your new prospect to be thinking:
"I'm looking for an opportunity. Maybe a full-time career change or at least; part-time income. I really need something for my retirement. I need to get ahead in life and my job just gets me by. I need more. In fact, maybe there is a way I can quit my job. I want a lot more from life, but I don't have a plan to get there. How can I solve my money problems and get what I really want in life? I sure hope this meeting has a solution to my problem of time and money freedom."
Thats the attitude you want your prospect to have when the opportunity meeting begins. Now, how do you change your prospect's attitude?
All you need is a simple form.
However, before we go to the form, let's look at another problem that doesn't help our prospect. The problem?
We have so many good benefits that we don't talk about each benefit long enough.
For example, we talk about time freedom -- how the prospect won't have to go to work anymore and have more time with his family.
Or we may talk about money freedom -- where the prospect has enough money to pay the bills and still has money left over to take holidays, some vacations - and to do whatever he wants.
However, during an opportunity meeting, the speaker mentions these two very, very important benefits in one sentence very quickly. He might say:
"Good evening, ladies and gentlemen. Thanks for coming. Tonight we're talking about time and money freedom. Let me tell you a little bit about our business. "
Because the speaker mentions these benefits so fast, these benefits don't affect our prospect. Our prospect never had the time to contemplate and internalize what these benefits (time and money freedom) can mean to him.
What if we could get our prospect to contemplate and internalize these two benefits, time and money freedom, before the opportunity meeting begins? What if our prospect took ten minutes before the meeting to realize that he wants time and money freedom, but can't let time and money freedom of his own?
Now when the opportunity meeting starts, our prospect is thinking:
"Gosh, I really want to quit my job. I want to retire and spend more time with my family and hobbies. However, there is no way I can retire with my present job. I'll have to work until I'm 85 years-old! I sure hope this opportunity meeting tonight will have a plan or idea on how I can achieve time and money freedom!"
Now, with this kind of attitude,, our prospect has an open mind and is looking forward to tonight's opportunity meeting. Our prospect is looking for a solution to his time and money freedom problem.
And, we have the solution.
By giving our prospect a special questionnaire or form to fill out before the opportunity meeting starts.
Here is a sample of what your form could look like:
_____ In one year
_____ In two years
_____ In five years
_____ In ten years
Great! What's your plan to achieve this goal?
_____ $5,000 or more
Great! What's your plan to receive this monthly income?
3. How much money do you need to invest at a 6% return to receive your desired monthly income? (Take your answer from
Great! What's your plan to accumulate this money
Since we have arrived 15 minutes early for the opportunity meeting, as soon as we sit down with our prospect, we can pull out a copy of this form and say:
"This form is for your own personal use. Nobody else will see it. This will give you some ideas of what to look forward to in our opportunity meeting this evening."
Your prospect starts to fill out the form and thinks, "Hmmm, fill in my name That's easy enough."
And then the fun begins.
Your prospect reads question #I: "When would you like to retire?"
"Oh, I'd like to retire in about five years."
Then the anvil drops when he reads: "Great! What's your plan to achieve this goal?"
Now your prospect is stunned. He must contemplate and internalize this question and construct a workable plan. Your prospect thinks:
"Hmmm, I guess I could start saving for my retirement now, but I am already two payments behind on my car, and my VISA is over the limit. I can't live on what I earn now, so I certainly couldn't take a cut in pay if I retire.
"I don't have a plan to retire. I don't even have a hope of retiring ever!"
So now your prospect realizes that even though he wishes he could retire, he can't. Now the impact of time and money freedom is internalized. Your prospect really understands that unless he comes up with a plan, he's doomed to working forever.
Your prospect doesn't have a workable plan. He doesn't even have an unworkable plan!
At least question #2 is a bit easier.
Next your prospect reads: "How much money do you need monthly to retire comfortably?"
Let's say that your prospect thinks:
"Okay. This is easy. I can retire on only $2,000 a month. I'll live in a little log cabin by the lake and spend my retirement fishing. I can eat the fish,, chop wood for heat, and I can get by okay if I just have $2,000 a month."
And then your prospect reads: "Great! What's your plan to receive this monthly income?"
This is a killer question because your prospect has no plan. He thinks:
"Now how can I get $2,000 every month? If I quit my job, my pension and social security benefits won't come close to what I need. The paperboy union has all the paper delivery routes locked up. I'm not a rock star, so I can't expect any royalties from a hit album.
"Maybe I can talk my boss into paying me a salary and I just never show up to work. No, that won't work. The company is downsizing and I'd be the first casualty.
"I don't have any stocks and bonds, so I won't receive monthly dividends.
Your prospect is getting desperate. His lack of a workable plan to retire is now very, very apparent.
And finally, question #3.
Your prospect reads: "How much money do you need to invest at a 6% return to receive your desired monthly income? (Take your answer from question #2 and multiply by 200.)"
This is what I call the "Rule of 200. " It's an easy way for people to realize the large amounts of cash they will need to retire comfortably.
In your prospect's case he thinks:
"Okay, if I want to retire on $2,000 a month, then I simply multiply $2,000 times 200 and the answer is ... $400,000!!! Yikes! That's a lot of money!"
In total shock, your prospect reads the last sentence: "Great! What's your plan to accumulate this money?" Now your prospect begins to feel totally discouraged. He thinks:
"$400,000 is a lot of money. Let's see now, I have $1,000 in savings right now. At six percent interest, that's about $60 in interest a year. Divide that by 12 months and I would receive about $5 a month in interest income. Thai leaves me about $1,995 short of what I need.
"But wait. I'm behind on my car payments and over the limit on my VISA card, so I'll have to use that money this month for the bills. Yikes! Now I don't have anything.
"Maybe I can get adopted by rich, sickly parents? No, not much chance of that happening.
"I tried winning the lottery. Sounded like a good plan but all I did was lose money.
"I don't have a plan. I don't have any hope of retiring in five years. I sure wish I had a plan. I sure hope that the opportunity meeting this evening gives me an idea of a plan that might possibly solve my probems."
He is thinking: "Let me look for reasons why tonight's opportunity will work instead of looking for reasons why tonight's opportunity won't work."
When the meeting starts your prospect is not fighting or resisting your opportunity. Instead, your prospect is looking for reasons to agree with your opportunity.
Open-minded prospects make recruiting enjoyable. The secret to changing your prospects' attitude is easy. Just use a simple form.
You can use this form anywhere. Use your imagination. Here are a few ideas:
*Use this form at in-home meetings and during one-on-one presentations.
*Put this form on your Internet site.
*Pass out this form at your company's Christmas party. That should get the conversation going.
Use this form as part of your distributor training sessions. This will give them a reason to stay in your business.
With a little imagination or editing, you can use this form technique to solve many of your sponsoring challenges.
One final word of caution.
This form won't work for every prospect. For instance, if your prospect is 18 years old he might want to retire in 47 years! This would certainly dilute this form's effectiveness.
So have some fun. Print this form out and watch your business grow.
Answering Questions & Objections
Remember you are not trying to sell the business opportunity or the product over the telephone - just the appointment. Getting right to the point of the call and offering a choice of dates is generally the key to getting an appointment. You should anticipate some questions from your prospect. But your job is to let them know that you will answer all their questions when you get together in person.
MOST COMMON OBJECTIONS
Here are several common objections and the appropriate responses you can use:
I don't have enough time
That's exactly why I called you I'm looking for people who are busy making things happen. Let me ask you a question. If I could show you a way to significantly increase your income working a few hour a week, would you rearrange you priorities a bit?
I'm not a salesperson.
Good, because you don't have to be. Most successful people in our business don't have a sales background. Besides, this is the Internet.
I dont think that type of business is really for me.
You know that really surprises me since you work with people, and I know you really enjoy helping them. What aspect of the business concerns you?
I want to think about it.
I know how you feel. I felt the same way until I realized it's not the speed of a decision that counts but the accuracy of it, right? Just for my own information, what is it exactly you want to think about - is it the product, the marketing p@ or the company?
I'm not interested.
I can appreciate that. I'm sure the timing is not good right now. But let me ask you a question. You wouldn't mind if I keep in touch and keep you up to date on what's going on with me, the company, and the industry, would you?
I know how you feel. I felt the same way until I realized I wasn't making what I was worth - are you? Give me 30 days or give me 30 minutes and I'll show you how you cant fail.
One-Line Answers To The 15 Most Common Questions & Objections
Answer these questions with the one-line responses fisted below and then be quiet and wait for their response. Dont elaborate unless they ask another question.!
Who buys the products?
Anyone who tries them and wants to own them.
Who is your competition?
Compares that spend millions of dollars every year advertising products that are similar to ours, but more expensive and less effective.
Who sells the products?
Everyone who delivers people to the site.
Are the ones who make the most money the ones who got involved early?
No. Who ever does the most work makes the most money; this truly is a ground floor opportunity.
Do you have to buy the products?
In a job, you don't. In a business, you do.
I don't have any money.
If your life depended on raising $150.00, could you do it?
This sounds like a pyramid.
Pyramids aren't 40 years old and don't do 4.0 Billion dollars a year in business. What's more, Fortune 500 companies wouldn't get involved in a pyramid.
What about saturation?
Do you own a TV? If everyone owns one, then why are people still buying them? Saturation is a myth.
If this is such a great business, why isn't everyone doing it?
Never let consensus be mistaken for wisdom.
What kind of business are you in?
The business of turning peoples dreams into reality.
It's too good to be true.
It is, but while people are telling you it's too good to be true, people like you and me are out making fortunes.
Is it true that you have to recruit to be successful in this business?
Why do IBM, the military, and colleges recruit? If you want a big business you recruit - if not, you don't.
SAMPLE 1 BUSINESS OPPORTUNITY - FRIEND
I've been wanting to reach you! I recently started my own Internet business and I thought of you.
I'd like to get together for a cup of coffee and run an idea by you. I'll give you a call next week when my schedule lightens up. If you need to reach before then, please call.
P. S. my phone number is _____________
SAMPLE 2 - DEMO FOLLOW-UP
Thanks for letting me drop off a (n) ________________________
(company demo product) for you to evaluate. I wanted to remind you that I'm scheduled to return to your home (office) at ____________ p.m. (am), on Tuesday October 4th. Thanks again, and I look forward to seeing you next Tuesday.
SAMPLE 3 BUSINESS OPPORTUNITY
If there were a way you could double your current income, would you give me 30 minutes of your time to explore the possibilities? Call me at _______________ or reply.
I met you the other day at __________________, and you impressed
me as someone who was positive and ambitious (use any two positive characteristics to accurately describe the person, such as outgoing", "energetic", "hardworking", "professional", etc.)
I'd like to arrange a time to meet and discuss a substantial income opportunity on the Internet. Ill give you a call next week when my schedule lightens up. If you need to reach me before next week, call me at ______________
SAMPLE 5 FOLLOW-UP TO A LIVE MEETING OR VIDEO/CD-ROM
I appreciate you taking the time to attend our business briefing (to look at our business video/CD-Rom). If you are serious about more freedom and security in the next year, let's get together and map out a game plan. I'll give you a call as soon as my schedule permits.
* Do not book appointments more than two or three days in advance, if at all possible. Do not inform your prospects that there are weekly opportunity meetings. If they are unable to attend this week, call back next week and set a new appointment.
"___________, Its physically impossible to tell you about it over the phone. If I could I would. It's 90% visual. I need 20 minutes of your time to show you."
'It's great. It involves a new business model on the Net with explosive growth and
One-of-a-kind products expanding locally. When would be the best time to get together?
Would_______or _______ suit you best? Terrific! I can see you around
Example # 1
"Hi _________, this is __________. Are you going to be home tonight at __________(time). Great! I just learned how to profit from the Internet and I'd like to stop over and run this by you. I cant stay long. See you at ________(time). Then hang up the phone.
Example # 2
"Hello, ___________this is ____________. How are you? Listen, I learned how to profit from the Internet. It's incredible and I thought of you. Be honest - would you like to earn more money?"
Example # 3
"Hello, ___________, this is ___________ and I want to get together with you as soon as possible to run an idea by you."
Example # 1
'Hello,____________, this is ____________ How are you? Did you get my E-Mail?"
If your party responds, "No ", immediately use either script # 1, # 2, or # 3. If the response is "Yes" say:
"Great! When would be the best time to get together? Would ____________ or ___________ suit you best? Morning or afternoon? Two o'clock or three?"
* Phone Call For Sharing the Video/CD-Rom
"Hello, ___________ this is _____________. How are you? I have a quick question. If there were a way you could double your income this year, would you watch a 20-minute video, or listen to a short audio? Or view a 12-minute CD-ROM
If your party responds, "Yes. What is it? Say:
"________________ it's physically impossible to tell you about it over the phone. If I could, I would. It's 90% visual. I need 20 minutes of your time to show you."
"Hello, ____________this is _______________ You don't know
me but I know of you. We have a mutual friend in common, ___________. I was asked to call you because ________________ said you were the type of person who was open minded and interested in making money. Is this true?'
If your party responds, 'Yes. What does it involve?" say:
" _________________ it's physically impossible to tell you about it over the phone. If I could, I would. It's 90% visual. I need 20 minutes of your time to show you how to profit from the e-commerce explosion that is taking place on the Internet.
Approaching Unplanned Contacts
You must develop an awareness of people everyday. Make a habit to talk to people. Your biggest source of unplanned contacts are strangers who want to become friends. When talking to prospects, you only want to arouse their curiosity.
Example # 1
"Excuse me. You look familiar to me. Have you ever been to an opportunity presentation
for my company -
Then listen to their answer: If your party asks, 'What does your Company do?", say:
" ________________, it's physically impossible to tell you about it right now. If I could, I would. It's 90% visual. I need 30 minutes of you time to show you." (If they don't have a card, write down their phone number and address.)
Example # 2
"__________________, I own a business with exploding growth and a one-of-a-kind products on the Internet. I'm offering a substantial income opportunity. Would you like me to mail you something about the company and products? (Wait for answer.) Great! Have you got a business card?" (If they dont have a business card, write down their address and telephone number.)
NOT'E: Do not answer questions at this time. Send an e-mail, video, CD-ROM, etc., in the mail and then follow-up with a telephone call or e-mail.
Conversation for Handing someone a Video, Audio, or CD-ROM
" ______________ (prospect's name), if there were a way you could double your income this year, would you explore the possibilities by watching a 20- minute video (or listening to a 20-minute audio)?"
If your party responds, "Yes what does it involve?" say: 'hold all your
questions. It's all on this short video/CD-ROM." When your prospect agrees to see the
NOTE: Do not leave a tape longer than 24 hours if at all possible. Let the
THINGS YOU CAN DO TO DRIVE YOUR BUSINESS TO THE TOP!
Read your starter kit cover to cover. Learn everything you can about Quixtar.
Get 3-way calling. Use it for helping your new distributor call in their first order, introducing them to their upline.
Establish a common work area in your home or office that you can put your head into the business.
Show up every day.
Use an effective video and start home meetings NOW!
Get a separate line or distinctive ring for business calls.
Get call waiting, call forwarding, and voice mail.
Get a separate bank account, charge card, etc. to keep the finances separate.
Get 3x5 index cards & a box to hold them, monthly, daily, and
Use a daily planner.
Write down Business Briefings, Regionals, Satellite broadcasts,
Get a FAX machine and a computer.
Get a portable cassette recorder to tape meetings and trainings that you attend.
Carry a journal for taking notes at training sessions. You will want to keep these notes together.
Carry a pocket note book. You never know when you want to write something down.
Get business cards and Quixtar cd roms and pass out freely!.
Carry a pager and/or mobile phone. Speed of communication counts.
Get a genealogy of your organization; learn who is growing in your
Concentrate your time with those that want it for themselves.
The 80-20 rule is alive and well. 20% of your people will produce 80% of your results.
Use 3rd party documentation, conference calls. Let others do the talking for you.
Become teachable. You don\'t have to reinvent the wheel.
Learn from the mistakes of others.
At the end of every day ask yourself two questions, #1) What actions
did I take to grow my business today?
Set goals monthly
Work towards developing proper structure(9 growing legs doing the 8 team player steps!).
TIP 1- YOU CAN ACCEPT IT OR REJECT IT AS YOU SEE FIT.
The next time you ask your prospect for an appointment or permission
Before going on a face to face presentation or before your home
When your distributors are in a rut, they need to see you doing the
1. The presentation is a success.... When your downline distributor
2. The presentation is unsuccessful... If you do not have a
Something to think about
When speaking to prospects, try to avoid using words that give an impression
that you are unsure of yourself.
"I'm JUST calling to touch base with you and....."
Look at the difference it makes by simply removing JUST and slightly changing the wording:
"I'm calling to touch base with you and...."
Hope this helps.
SUCCESS TRAINING SYSTEM - Keep it Simple and Duplicate
We all have those prospects who seem to straddle the fence, resist either our invite or the opportunity itself. What do we do with these prospects who continually cancel appointments? Try this, say to them "Based on what your saying, this is probably not for you at this time. Should I close your file?" This little "take away" works because it conveys to prospects that are hesitating that you do not need them. "Should I close your file?" says to them that you are not going to allow them to hesitate any longer. Either yes or no is fine, but it is time to make a decision.