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Transforming Your Business
Inviting (Read: Eric Worre's "Go Pro" - Chapter 5, page 39)
"Do you keep your options open to making money outside of (current career)?"
Answer should be YES
"The reason I ask is...I work with a company that's expanding in this area and I'm looking for some sharp people that might be interested in some additional cash flow. Do you or anyone you know fit this description?"
"We are expanding in the area and I am putting together a Team, and you might just be a good fit!" Now's not the time to get into this but let me take down your email and phone number so I can get you some info."
When they ask you for more information, you can respond with: "That makes sense. You'll want to know more about it and before you refer some of your contacts."
"If I, Would You" Approach ("Go Pro" page 56)
"The fastest way for you to really understand what I'm talking about will be for you to attend the webinar. So, if I invite you to an invitation only webinar, will you attend?"
Answer is YES
"Great, most of what you'll want to know will be in the invitation only webinar we'll set up, there will be all sorts of detail for you."
When asked, "What do you do?"
Answer with, "I'm a Transformer!"
"I transform people's lives! Let me ask you a couple of questions.
- Do you and your family use supplements (need to lose weight, want more energy, want to improve health)?
- Do you like or want to travel?
How would you like to get every dollar you spend on Supplements / Weight Loss Products / (any ARIIX products) back to use towards travel and dream vacations?"
"We are expanding and you might just be a good fit!" (or - this might be a good fit for you and your health needs). Now's not the time to get into this but let me take down your email and phone number so I can get you some info."
Script - OUT AND ABOUT, ON THE PLANE, CASUAL INVIRONMENT, ETC.
Script - QUICK APPROACH, WAITER, CASHIER, SERVICE INDUSTRY
Confirmation - Time Commitment ("Go Pro" page 59)
"The invitation only webinar is Monday at 7:30PM Central. I will email/text you the webinar information.
After the webinar Monday, when is a good time for me to follow-up with you?"
The most important step right now is to become a "Professional Appointment Setter or Inviter." This means using your skills/script (below) to invite prospects to hear about the "Mother Of All Opportunities." Invite your future business partners to our Monday Night Zoom, set up appointments, either in person or live webinars with your sponsor - with the experts.
The prospecting process below should be used for both your warm and cold markets (people you do or don't know). On the phone, in person, shopping - here, there, anywhere!
Resist the urge and feeling like you need to know everything about this business, especially now - that's what your mentors are for. It is crucial to focus on building your business and work toward growing your team. Don't get bogged down with information, processes or organization - analysis paralysis!
We encourage you to read "Go Pro" by Eric Worre in its entirety. Go Pro is a great foundation for Network Marketers. We suggest you get the softback book in order to highlight sections and examples that you can always refer back to.
Objections ("Go Pro" page 85)
There are usually 2 categories:
Limited believes in one's ability
Limited believes in Network Marketing and the ability it will help achieving goals in life
Exposures / Appointments ("Go Pro" page 83)
If you end an exposure/appointment with, "So, what do you think?" You'll get a, "I'll let you know" or "I need to think more about it" response. It is human nature to procrastinate and not ask the important questions for fear of looking uninformed, even with the greatest of opportunities. It is easy to settle in mediocrity or stay in the comfort zone.
It takes an average of 4 to 6 exposures/appointments for a prospect to become involved. Your goal should be education and understanding, not winning arguments. It is difficult to educate someone in 1 exposure. Taken from one exposure to the next exposure, and so on, will eventually make it "sink in." Through this process, stronger relationships are built, strengthened friendships and trust is established - people enjoy working with people they like.
Appointment Follow-Up ("Go Pro" page 80)
When you follow-up you'll ask your prospect if they they attended the Webinar, if they did not you will continue inviting them and confirming they will attend Monday night at 7:30PM Central. You will ask them each time when is a good time to follow up after they attend the webinar.
"That's OK. I understand sometimes life gets busy. When do you think you could do it for sure, for sure?"
Once your prospect confirms they attended the webinar, the best follow-up question is...
"What did you like best?"
If your prospect says "the product," then your next topic will probably be product-related.
If they say "financial freedom," then your next approach will be opportunity-related.
Another great question to ask is...
"On a scale of 1 to 10, with 1 being zero interest and 10 being ready to get started right away, where are you right now?"
Anything over a 1 is good. It says they have some interest. No matter the number, all you're going to do is ask them how you can help them get to a higher number. You'll go the direction of "What did you like best?" ("Go Pro" page 82)
If the answer is very positive and the number is fairly high, you can go directly into the closing process, however...
- They might want to try the product - help them place an order
- They might want to understand the compensation plan - set up a meeting with your sponsor/mentor to go over the plan with them
- They might want to talk to their spouse - give them information for their spouse (page links from this website or links and PDFs from the HELP tab on ariix.com) and/or set up a meeting with your sponsor/mentor to go over the MOA presentation or answer any questions they may have
Whatever it is, you will need to set up and confirm another appointment (exposure) to go over their experience with the products, cover the comp plan and/or answer any questions they may have.
"Do you have a minute to talk? Or Are you busy?
"I don’t know if you know that I started my own business. Have you heard of __________ ?
No: Most people haven’t, which always surprises me. I hadn’t heard of it either but, as I was searching for ways to make more money and possibly own my own business. I kept hearing more and more about_________. The parent company is one of the top performing companies in its industry, in the top 100 for growth in the world and they have a powerful business model. It allows people to cash in on current trends in the market, work their own part time hours and in a few years create a professional income.
My business partner and I would like to sit down and talk a little business with you to see if you might have an interest. I thought of you because, __________________. I am not making any promises, but we would love for you to meet my partner and to share some information. We can see if it might be a good fit and take it from there. Let’s meet for 30-45 min sometime this week. What is your schedule looking like?"
IF ASKED, "WHAT IS IT?"
"My company allows people to represent a selection of products and services representing trends in the market place. They get to work part time, make their own hours and in a short time, create commissions that can be life-long. We offer great training and a way to make money on your own terms.
Does that sound like something you might like to know more about?"
Script For Setting Appointments - SOMEONE WHO KNOWS YOU
"Hi ___________. I met you last week at ______________. I paid you a compliment about ____________________. I have been thinking about you since then. I am looking for a few good people to join my marketing team and thought you would make a good candidate. Do you keep your options open?
(have your "what is it" ready)
Great. I would like to sit down and talk about my company and to see if you would be a good fit and have an interest. When would you be available for about 30 to 45 minutes?"
IF ASKED, "WHAT IS IT?"
"My company allows people to represent a selection of products and services representing trends in the market place. They get to work part time, make their own hours and in a short time, create commissions that can be life-long. We offer great training and a way to make money on your own terms.
Does that sound like something you might like to know more about?"
Script For Setting Appointments - 72 HOUR APPROACH
5 Step Prospecting Basics
Review additional Scripts above in Step 1 of the "5 Step Prospecting Basics"
