Authors: Eric Worre
In most cases, they’re going to ask you for more information before they give you any names (behind that request will be curiosity and intrigue, thinking this might be for them, but they’re not going to admit that to you yet).
When they ask for more information, you can respond with:
“That makes sense. You’ll want to know more about it before you refer some of your contacts.” Then you can just move to step four.
Examples for cold-market prospects:
Cold market is exactly the same as warm market for the Super Indirect Approach. Just use the warm-market scripts or any variation that’s comfortable for you.
Step Four: If I, Would You?
This question has been my secret weapon for a very long time. It is by far the most powerful phrase I’ve come across in building a large and successful Network Marketing business.
“
If I
gave you a DVD,
would you
watch it?”
“
If I
gave you a CD,
would you
listen to it?”
“
If I
gave you a magazine (or some other printed material)
would you
read it?”
“
If I
gave you a link to a website with a complete presentation,
would you
check it out?”
“
If I
invited you to a special invitation only webinar,
would you
attend?”
“
If I
invited you to a special invitation-only conference call,
would you
listen in?”
This question is SO POWERFUL, and for a number of reasons.
First, it’s reciprocal. You’re saying you will do something if they will do something. As human beings, we are hardwired to respond positively to these types of situations.
Second, it puts you in a place of power. You’re in control. You’re not begging. You’re not asking for favors. You are simply offering a value exchange.
And third, it implies that YOU have something of value to offer. You’re saying you will do something, but not unless the other person will do something in exchange. When you value what you have, people will respect you.
When I first started, I didn’t know about this magical question. I just said things like, “I really, really, really, want you to watch my video, try my product, listen to this CD, etc.” You can imagine the results. The whole psychology of it is weak. If you use, “If I, would you,” you’re having a business conversation. If you use, “I really, really, really, want you,” now you sound desperate, and a desperate distributor is NOT attractive. If you’ve used this approach you already know what I’m talking about.
“If I, would you,” gets results. It gets people to say “yes.” It helps prospects see what we have in a different light. Remember, our goal is education and understanding. “If I, would you,” helps us achieve that goal.
If you’ve started the call with urgency, complimented the prospect, made the invitation and asked, “If I, would you,” their answer will be “yes” almost 100% of the time, and you can just go to step five.
If they ask for more information first, just respond with, “I understand you want more information, but everything you’re looking for is on the (DVD, CD, printed piece, link, etc.). The fastest way for you to really understand what I’m talking about will be for you to review that material. So, if I give it to you,
would you
review it?”
If they say no, then thank them for their time and move on. Also, review steps one through three to see what you might have done better. But do NOT give your material to them.
So you’ve gone through the first four steps and the person said yes! Success! They’ve agreed to review your tool! Does that mean they will follow through? Nope. In fact, only about 5% of your prospects will do what they said they would do if you just use the first four steps—and 5% is not a good number. To get closer to 80%, you need to complete the invitation process professionally.
Step Five: Confirmation #1–Get the time commitment
You’ve asked, “If I, would you,” and they’ve said yes. The next step is to get a time commitment.
“When do you think you could watch the DVD for sure?”
“When do you think you could listen to the CD for sure?”
“When do you think you could read the magazine for sure?”
“When do you think you could watch the link for sure?”
Don’t suggest a time for them. (That’s another mistake I made early on in my career). Just ask the question and wait for them to respond. This question makes them think about their schedule and their commitments, find a place to review your tool, and communicate that back to you. In other words, it makes it real.
When you first asked, “If I, would you,” and they said yes, it was someday. When you get the time commitment, it starts to be real. The only thing that matters is that they give you a time. It doesn’t matter what that time is. Let them think about their schedule and tell you when they will have reviewed the materials for sure.
About 90% of the time, they’ll give you an answer. The other 10% of the time, they’ll be vague, saying something like, “I’ll try to do it sometime.” If they do that, then tell them, “I don’t want to waste your time or mine. Why don’t we just lock in a time when you’ll have seen it for sure?” Remember, they already said they’d review it in step four. This is just confirming the time.
The key to all of this is they have now said yes twice—the first time when they answered, “If I, would you,” and the second time when you received a time commitment from them.
So now you can give them the tool, right? Wrong. You’re not done yet. The professionals take a few more seconds to complete a couple more steps before they’re finished.
Step Six: Confirmation #2–Confirm the time commitment
If they tell you they’ll watch the DVD by Tuesday night, your response should be something like, “So, if I called you Wednesday morning, you’ll have seen it for sure, right?” If they say they’ll listen to the CD by Thursday morning, your response should be, “So, if I called you sometime later in the day on Thursday, you’ll have listened to it for sure, right?” If they say they’ll watch the link by July 1, your response should be, “So, if I called you on July 2, you’ll have looked at it for sure, right?”
They will either naturally say yes, or they will adjust the time slightly. In any case, the significance of step six is they’ve now confirmed three times and they are now much more likely to follow through—and,
The key is, this isn’t an appointment you’ve set. It’s an appointment
they’ve
set.
They said they’d review the materials, they would do it by a specific time and, if you called them after that, they would have reviewed the materials. You’ve asked the questions. Their answers made the appointment.
Step Seven: Confirmation #3–Schedule the next call
This step is simple. Just ask, “What’s the best number and time for me to call?” They’ll give you what works best for them, and now you have a real appointment. All you have to do is be sure to remember to call when you said you’d call.
They’ve said
yes
four times. The whole invitation took a few minutes, and your chances of achieving your goal of education and understanding has gone from about 5% to about 80%.
Step Eight: Get off the phone
Remember, you’re in a hurry, right? Once you’ve confirmed the appointment, the best thing to say to someone is something like “Great, we’ll talk then. Gotta run!”
Too many people make the appointment and then unmake it by talking and talking and talking. Remember, our goal is education and understanding and we’re going to let the third-party tool do most of the work.
Here are some examples of all eight steps:
A person you know who hates their job—Direct Approach
“Hey, I don’t have a lot of time to talk, but it was really important I reach you. Listen, you’re one of the most financially intelligent people I know and I’ve always respected that about you. When you told me you really didn’t like your job, were you serious or were you just kidding around?” (They say they were serious.)
“Great, I think I’ve found a way for you to create an exit strategy. I have a CD that describes what I’m talking about better than I can. If I gave you this CD, would you listen to it?” (They say yes.)
“When do you think you could listen to it for sure?” (They say Tuesday.) “So if I called you Wednesday morning, you’ll have reviewed it for sure, right?” (They say yes.)
“All right, I’ll check back with you then. What’s the best number and time for me to call?” (They give the information.)
“Got it. We’ll talk then. Gotta run and thanks!”
A good friend—Indirect Approach
“Hey, I’m running out the door, but I needed to talk to you real quick. Do you have a second? Great. Listen, you’ve always been so supportive of me and I appreciate that so much.
“I’ve just started a new business and I’m really nervous. Before I get going I need to practice on someone friendly. Would you mind if I practiced on you?” (They say sure.)
“Great! If I gave you a DVD that laid out the information in a professional way, would you watch it?” (They say yes.)
“It’s about 15 minutes long. When do you think you could watch it for sure?” (They say Thursday.)
“So if I called you Friday morning, you’ll have reviewed it for sure, right? Fantastic, what’s the best number and time for me to call?” (They give the information.)
“Great, we’ll talk then. Gotta run and thanks!”
A highly successful person—Super Indirect Approach
“I know you’re busy and I have a million things going on too, but I’m glad I caught you. You’ve been wildly successful and I’ve always respected the way you’ve done business.
“I’ve recently started something new and I’m looking for some sharp people. It’s clearly not for you, but I wanted to ask, who do you know who is ambitious, money motivated and would be excited about the idea of adding a significant amount of cash flow to their lives?” (They say they do know some people.)
“I understand that you’d want to know more about it before you recommend people. I have a DVD that explains exactly what I’m doing and the kind of people I’m looking for. It’s brief.
“If I sent one to you, would you review it? (They say they would.) “Thanks. When do you think you could view it for sure?” (They say next Monday.)
“Okay, so if I called you next Tuesday, you’ll have reviewed for sure, right?”
“Okay, I’ll check back with you then. What’s the best number and time for me to call?” (They give the information.) “Okay, great. Thanks again, I appreciate it so much. Talk to you next Tuesday.”
A cold-market prospect who’s done a good job selling you some something—Direct Approach.
“Now isn’t the time to get into this and I have to go, but you are super sharp and I happen to be looking for some sharp people. Do you plan on doing what you’re doing now for the rest of your career?” (They say no.)
“Good. I have something that might interest you. Now isn’t the time to get into it, but I have a DVD that explains it all in great detail. If I gave it to you, would you watch it?” (They say yes.) “When do you think you could watch it for sure?” (They say Sunday.)
“So if I called you Monday, you’ll have reviewed it for sure, right?” (They say yes.) “All right, I’ll check back with you then. What’s the best number and time for me to call?” (They give you their information.)
“Okay, here it is. Thanks again for the excellent service and I’ll talk to you soon.”
Are you feeling the flow of how this works? Obviously there are many possible variations for different kinds of prospects, but I hope these examples help you understand how everything comes together.