Warm Market: People you know or people that knows you and there is a rapport already established.

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2 Making A List Your contact list is your working capital in business. In a traditional business most would go to the bank for a loan or start up capital which will ensure a successful start but not a successful finish. After many years of trial and error we ve come to the conclusion that everyone starting out needs to focus on developing a strong Warm Market List. Warm Market: People you know or people that knows you and there is a rapport already established. Cold Market: People you don t know or people that don t know you so there is no trust factor. This warm market list will be comprised of people that you have associated with in the past. We have created a list below just to give you some ideas of where you can gather potential prospects from to add on your list: Job Church Friends School Cell Phone Facebook (Social Media) Associates And so on

3 Making A List (cont d) Your initial goal should be 100 names to begin. You may not have everyone s phone number initially but that s your homework. Writing your list on paper or printing it out makes a big difference as the goal will be to sort the list by eliminating those that aren t interested and moving the interested prospects to the next step in the process. NOTE: Download the Memory Jogger at Do not prejudge people when creating your contact list: Give EVERYONE the opportunity to say NO. It s important that you know everyone will not be interested in your opportunity or see what you see as it pertains to using this financial vehicle. Understanding the concept of why people say NO is more important than getting a YES. Here s a rule of thumb in business or sales When values are clear, decisions become easy. This rule makes it clear that people aren t saying NO to you but, saying NO to the Value you bring when presenting your product or opportunity. The best way to master creating value is to watch, listen and learn by staying plugged into the system. Remember it s a numbers game and you can t tell who will be interested from who won t. So, learning to create value will come with experience as it s a learning curve. The goal is to contact EVERYONE on your prospect list because: Those you think will... won t. Those you think won t... will. Those you think can... can t. Those you think can t... can.

4 Pique Interest Piquing interest is the first step to sorting or qualifying a lead that has been previously generated. This is achieved by offering an invitation to your opportunity or product/service. Webster dictionary describes term as: 1. Stimulate (interest or curiosity). ex. you have piqued my curiosity about the man ex. his curiosity was piqued 2. Feel irritated or resentful. ex. she was piqued by his curtness What script or invitation should I use? The most effective approach to use would be based on the character you are dealing with on your list. Tonight we will focus on a variety of scripts that can cover anyone you speak with about you business. Before we discuss different approaches we think its important you understand our philosophy on the Pique. Notice Webster s definition #2 it says, Feel irritated or resentful.

5 You want to avoid the following in your pique: Pique Interest (cont d) Harassment Annoyance Don t try explaining the business or give too much information Being Obnoxious Being Needy Overselling Convincing Initially you will be nervous or may forget any scripts you tried to remember, that s totally fine and normal. This is why our pique scripts are geared towards being as natural as possible. You should always focused on the interest of the Lead and not your interests. So what's the goal of Piquing a lead s interest? The goal is to find out if the lead is currently at a point in his/her life to entertain the idea of generating supplemental income. This would be above and beyond their current career with professional help. Before getting into the scripts we would like to share a very Important and effective strategy called Hot Buttons So, what are Hot Buttons? Hot buttons are triggers that can hit home or a person can identify with that carries tremendous value when offering your opportunity to a lead. Hot button allows you to put their interest first which makes all the difference. This one strategy increases your chances of getting a Yes by 75%. With that being said let s discuss the different pique scripts and approaches in the next section.

6 Pique Interest (cont d) Dwayne Johnson Approach: Hey Joe, How ya been? Hope all is well. What s the focus career-wise these days?

7 Travis Flaherty s Approach: Pique Interest (cont d)

8 Steve Carter s Approach: Pique Interest (cont d) Pro Invite: Hey "John/Jan" I wanted to pull you up to speed on a new venture I've just added to my business portfolio. There's a company that has recently begun expanding in the U.S. called Wor(l)d Global Network. One of my colleagues called me about this and said they've never seen incomes at this high level being earned in such a short period of time...and this is the very beginning of what's happening. The rapid growth is happening because of how unique and exceptional the product is. I want you to check it out when you get a minute and let me know if you like what you see. We can make some big money with this. Below is a link to two short videos. The first video is only 2 mins long. After the 2 min video ends, a 7 min video will pop up underneath the first video. Watch them both when you can, and get back to me. Here's the link:

9 Pique Interest (cont d) Melanie s Approach: EASY INVITE Text OMG have you seen this

10 Follow Up Ques9ons Follow up #1 - What did you like most about the device? - Did you think of someone that can use it? - Are you thinking about being just a customer or making money too? Follow up #2 - What stuck out to you the most about that call? - Which one of the packages are you star9ng at? - If you thought that call was something, we re gonna be LIVE on (day,9me) Follow up #3 - I would love to get some ques9ons answered for you to bring some clarity. (Reach out to upline expert if needed)

11 Edifica9on (con t) Edification is a tool used to build the credibility of a 3rd party expert. While building business you will quickly realize whether you ve previously been successful in business or not, having a 3rd party expert to work with makes the recruiting process that much easier. Your contacts respect you in your field of study but not the newly found area you are pitching to them. This is why a 3rd party expert (mainly your upline) comes into the picture. Once you build up his/her credibility it makes the process flow smoothly because your contacts will be more receptive to the information based on how effective the Edification of the 3rd party expert. Webster dictionary describes term as: Edify : to teach (someone) in a way that improves the mind or character. ex. I respect this gentlemen because he has 100% of the knowledge about this topic ex. She has made a ton of money build this business What should I say when I m edifying an expert? When edifying the expert you should always focus on key attributes and any successes. These successes don t have to be in one area but look for any attributes surrounding a balanced lifestyle. Whether that be health, family, spiritual, social, mental or monetary. There are 4 personality types we discussed in an earlier training and those work extremely well when edifying.

12 Edifica9on (con t) Using the 4 Personality Types in Edifying: URCHIN Mr. Johnson knows 100% of the information SHARK Mr. Johnson has positioned himself to make a lot of money WHALE Mr. Johnson loves helping people DOLPHIN - Mr. Johnson loves having fun Using the 4 personality types it allows you to touch the personality type of the lead so they can relate to the expert. Here is a Edification script: (Script begins) I m privileged to be mentored by a gentleman I have a tremendous amount of respect for his name is Mr. Johnson. Mr. Johnson is a family man, extremely humble and down to earth. He s assist this company from 6 million in revenue to more than 100 million. Mr. Johnson knows 100% of the information, he has positioned himself to make a ton of money, loves helping people and is a blast to be around because he loves having fun. (Script ends)