Top MLM Recruiting Techniques - 4 Step System by Gary Danko
Thursday, May 21, 2009
There are four exact parts to the recruiting process that must be done with anyone you talk to about your business. Any script you use should include all four of them. When you are really good at it, you will not need a script. It is all conversational.
- Contact the person.
- Handle any negativity, antagonism or hostility (if any).
- Find the key frustration or problem.
- Present the solution.
These are the same with any business. The only one that is optional is step 2 (the handle step) because many people will have no upset with the fact that you have contacted them.
The most common mistake is to leave out step 3 (finding the key frustration or problem). When this part is left out, there is no real reason for the prospect to move forward with purchasing your product, service or opportunity.
Here is a more in-depth description of each step:
1. Contact the person:
This is where you simply get the person on the phone, tell them who you are, who you are with, and why you called.
2. Handle any negativity, antagonism or hostility:
This step is optional...and ONLY used where a person puts up a bit of resistance to speaking with you, whether it be antagonism or just that they still don't understand why you called.
Here are some examples of what you may need to handle as well as some examples of what to say if and when they occur:
How did you get my name?
"You filled out a questionnaire on our website and indicated that you were interested in hearing about ways to make money online."
I'm not interested.
"Not interested in making money or not interested in helping people?"
What company are you with again?
"I'm with __________...have you heard of us?"
I don't have time right now.
"What time can I call you back today? It's really important that we talk."
Is this going to cost me anything?
"Not if you don't want it to."
These are just a few examples. There can be as many variations of this as there are people on Earth. The idea is to answer the person's question or respond to their remark, then gently guide them back into communication with you.
3. Find the key frustration or problem:
What you are doing here is "salvaging" the person. The definition of "salvage" is "to save from ruin." Every person you speak with has a key frustration or problem that they know is holding them back from success. Find that, point it out to the person as THE reason they are failing in their business and you will win and they will win. What is ruining their dreams? What is messing them up? What do they feel unconfident about? In what area do they feel the most inadequate? It must be a condition that is REAL to the individual as an unwanted condition that is holding him or her back, or at least one that can be MADE real to him or her.
This is the "interview" part of the process...but it's a little different than what you may have been taught because you are specifically looking for the key frustration the person has had with regards to building a business, or a key frustration in life, or anything that your product, service or opportunity can help them resolve.
4. Present the solution:
This is basically bringing him or her to the understanding that your product, service or opportunity WILL resolve their key frustration or problem from step 3. Once the person is aware of what is stopping him or her from having success...once you know what that "key frustration" is, you bring about an understanding that your product, service or opportunity can handle THAT condition. This is done by simply making the statement that "we can handle it" or show that "we can handle it" with examples. Once the person has this understanding, this is when you send them to your website to enroll....and not before!
Put these steps to use right away. If you are using a script for contacting leads, be sure it utilizes all four of these steps or you will never get the kind of results you are looking for.
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