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Being the Best You Can Be in Multi-Level Marketing
There are five ingredients you should incorporate into all your telephone invitations.
Using them will in crease your effectiveness tremendously. They are:
1. "Is this a good time?"
2. Transfer enthusiasm.
3. Compliment your prospect.
4. Offer a disclaimer.
5. Close your objective.
There are also some common questions that arise when inviting people over the phone:
1. "I'm busy"
2. "I'm not interested"
3. Keeping in Touch
4. Another approach - Ask for advice
Keeping all of these issues in mind will ultimately enable you to learn to love your telephone.
Let's talk about each one of them:
1. "IS THIS A GOOD TIME?"
Have you ever had someone call you when you didn't want to talk? What kind of reception did you give them? How well did you listen and how open were you to what they were saying? We've all had it happen
So, point one, find out if this is a good time to talk. It's an appreciated courtesy, and more-it makes sure you get the listening you deserve.
2. TRANSFER ENTHUSIASM
Most people think that communication is a transfer of in formation from one person to the next. And for limited purposes-it is. But truly effective communication requires transferring enthusiasm, not just information.
What you say certainly is important. But I believe that how you feel about what you say is the most important thing of all.
You don't have to become an expert about all the facts and features of your product, your company, or your marketing plan to be a powerful communicator. In fact, being that kind of expert may actually block real and effective communication.
Please remember that this is the duplication business. It's far easier to learn to share enthusiasm than to attempt to transfer years of acquired knowledge.
The more excited and enthusiastic you are, the more likely and quickly you'll be successful As I said before, the key to the word enthusiasm is the last four letters. I A S M-I Am Sold Myself. You have to be your own best customer! If you find more and more people aren't interested in your product or opportunity-look first to your own enthusiasm. I'll bet it's begun to wane.
You know, there's an old sales adage that says that when you first start out, you're ninety percent enthusiasm and ten percent knowledge. After a while it changes to ninety percent knowledge and ten percent enthusiasm. Just before that time, either you do something to increase that enthusiasm percentage-or you should start looking for another product or service to work with.
3. COMPLIMENT YOUR PROSPECT
The reason this is important is that when you extend a compliment to your prospects over the phone, you accomplish two things. First, you have now set clearly in their minds why it was so important for you to contact them. And second: You really have their attention!
Do you listen any differently to someone who calls you and starts talking about what they want to say, versus someone who calls you and says he or she really values your opinion, because you're such a professional, or be cause you have such a great sense of quality or good taste? It works.
4. OFFER A DISCLAIMER
How many times has someone tried to sell you something by selling you, selling you, selling you, selling you.... The more they push, the more you shut down. It's natural. We all do it for protection, if nothing else.
Allow your prospect to feel there is no obligation in meeting with you. Give your prospect the space to let his or her natural curiosity come to the fore. And let them know this isn't for everybody. That'll get their interest up.
5. CLOSE YOUR OBJECTIVE
The last point is to get what you want from the call. If your objective is to set an appointment, offer them a choice of times and days you know would be good for your prospect to meet with you. Don't ask them, "when can we get together?" If your objective is to send them a promo package or a sample, then assume that's what they want. Tell them what you're going to do and ask them where they want you to send it.
Always come from the assumption that they want what you have to offer. When you do that, more often than not-they will.
Now, let's give an example of how these five ingredients all blend together.
"Hi, Betty, this is John Kalench. Is this a convenient time for us to talk for a couple of minutes? It is? Great!
"Betty, the reason I'm calling is that I'm so excited about something I just got involved with. I thought of you because of the way people feel about you and respect you. I know you can do extremely well with this.
"Now I can't make any guarantees, Betty. I'm not completely sure this is something that's right for you. What I would like to do is just sit down together for a few minutes and share some ideas. I think you'll see a fantastic opportunity here. I believe you'll see ways we can have a lot of fun with this and how we can make a lot of money together.
"So, I'm buying lunch this week, Betty. Which day is best for you, Tuesday or Thursday?"
Now, that has all of the five ingredients you want in a call.
I recommend that you prepare a script for the calls you're going to make. Not to sound like a computer-just to write down an outline of those key points: why you're calling her (why Betty is important to you), why it may not be right for her, what you want to do, and finally, give her a choice of when to get together.
With a simple outline script in front of you, you don't have to exert effort to remember what you're going to say. You can focus on transferring your enthusiasm.
SOME COMMON QUESTIONS
Now, you're frequently going to be asked some questions.
If someone asks you, "What is it?" my strong recommendation is: Tell them. Don't try to avoid that question!
Tell them the name of the company, the name of the product, and be prepared to give a one- or two-sentence description of what the company does or what the product is, and then go right back into closing your objective. Don't rush this, either. Avoiding the answer or sounding like you wish they'd never asked isn't a good message to communicate.
If you're genuinely enthusiastic, you'll gladly answer and move along to what you really want to talk about. If you're not, your prospect will pick it up for sure. People have a built-in insincerity alarm. It goes off loud and clear when it hears avoidance.
The most valuable quality you have in this industry is your integrity and your word. So when you're asked a question, answer it straight, short and true-and then move forward once again to your objective.
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