As much as we would like to believe that we can build our businesses simply by advertising your website online and creating a couple of marketing campaigns, the fact is that at some point you will have to employ offline methods as well. That really means getting on the phone and talking to our potential business partners. This is where your traditional MLM and/or sales training can make or break your results. It can make you rich IF you are skilled at communicating and connecting with your prospect. It will break your business if you are not. I have authored a series of training materials to make you proficient (notice I said proficient, not expert…experience comes with practice, practice, and more practice) in various skills so that you can be confident in your ability to build a relationship with your potential partners and properly train new distributors.
Today’s topic is called “El Pique & Pass”. This means that we activate an interest (pique) and immediately move the interested person to one of the many sources of information. Now, the #1 reason most fail to get this right is due to wanting to keep talking. Perhaps you have heard the term “verbal vomiting”? That’s when we assault our prospect with fact after fact about the various benefits of our company, compensation plan, products, etc. Remember, one of the main reasons people say no to our opportunity is the old “I don’t have enough time” excuse. So the whole goal is to keep swords to 45 seconds or less. In doing so, we remove the “time” objection. So the more you talk, the more likely your prospects are to think they can’t do what you’re doing.
Ready for a horrible stat? For every question YOU personally answer (to your warm market), you reduce the chances of them joining your downline by 25 percent. That should hit you like a ton of bricks. So if you answer a question, there’s a 75 percent chance they’ll join. Answer two, there is a 50 percent chance of joining, etc. Let’s stop there because if you answer more than two questions, you can guarantee that your prospect won’t join. So do not do it! Resist the urge to vomit verbally by any means and at all costs! Remember, it’s called “pick and pass”, don’t poke and handle objections, don’t poke and file, don’t poke and roll, etc. Just get them interested and pass them on to someone (or something) else.
Now how do you know they’ve been chopped correctly? They start asking honest and qualified questions! (REMEMBER NOT TO ANSWER MORE THAN ONE, PREFERABLY NONE). Immediately the interested party goes to the next exhibition.
The next exposure can be many things: an expert/mentor, a 3-way call, a weekly briefing, a sizzle call, a recorded call, a CD, a training session, a website, a home presentation, etc. . Basically, your mission is to get them to the next event/exhibition.
You may be saying “everything sounds great, but I don’t know how to irritate you. Don’t worry I’ve got your back. Here are some examples of pikes I’ve used and gotten results with:
– Have you ever thought about what it would be like to be in the richest 1 percent?
– Are you open to doubling or replacing your current income?
– If I can show you a path to financial freedom, would you give me 20 minutes of your time?
– Have you ever met someone who earns passive income?
– Would you like to get more tax benefits by owning a home based business?
– You can make me a big favor? Who do you know who wants to generate additional income?
– Who do you know who likes to travel and go on vacation?
NOTE: Silence is power! DO NOT say a word until after they answer you first!
After they answer or start asking questions, you want to move them to the next presentation right away. make sure build the next exhibition and get them there as soon as possible.
Now, before I wrap up this training, you’ve heard me mention “exposures” a couple of times, so let me explain the sequence of exposures a prospect ALWAYS goes through before signing up. It goes like this: Orientation, Information and Confirmation. Orientation is the first second exposure. They are just introducing themselves and getting acquainted with your company and opportunity. The information phase comes next and can last a while, depending on the prospect. Some personality types like to analyze something before going in, while others don’t care as much about data. So don’t pressure anyone to join before you’ve gotten enough information. But never stop providing them with more data because you want them to actively participate in learning about your company. Once enough information has been reached, the prospect enters the Exposure Confirmation phase. This is where they say yes or no to your opportunity. A common cause of failure is trying to enroll someone before they have successfully gone through these three exposure steps.