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Email: [email protected] Web: www.theadditionalincome.co.uk Blog: www.gediminasgrinevicius.com Fan Page: www.facebook.com/gediminasgrineviciuspage Skype: boreisaite By Gediminas Grinevicius False Evidence Appearing Real Being terrified Sharpening pencils and getting ready forever Buying leads/ prospects Feeling stressed when calling people Loosing peoples interest whilst on the call Being hung up on Listening in on someone else doing the call More you do it the better you become Getting inside the prospects head What is driving them Why are they a ‘prospect’ at all If they are a good prospect – you got something they need What makes them look at the business or product at this time What is it about them that led you to believe that they would be a good prospect ‘Myth of Success’ – holds us back They are making a lot of money They are very respected They have a very prestigious position ‘they already got what they need’ Instead people look for wrong people ‘what is the price they are paying to maintain that success?’ Great car Great house £100k a year In a J.O.B success comes at a very high cost – 60-70hrs a week You have to pretend that you are hiring people for your own £100 000 company! You wouldn’t go and employ broke and desperate people for your own company – would you? You need to find the most successful people for your organization! Offer them bigger incentive package More time Cars Holidays Who do I know that needs to hear about this Sorting process – looking for business builders You are there to interview them! Guide the conversation Ask the right questions We get to pick who we are going to be working with You need to be sorting people who are not right for you People who have a lottery mentality Everybody wants to be making money – get rich quick It takes work, persistence, working smart, working hard If you sponsor the wrong person – they will be leaving faster than they are coming! It feels good to sponsor – but it is not necessary good for you! Lots of things feel good but they are not healthy Emotional energy wasted when: They stop responding to your calls Stop doing what you tell them to Don’t come to events You’re excited – and nothing happens! Time wasted really hurts – you cannot afford to loose time The person you work with you invest emotionally and time wise Quickly rule out if the person is sincere and has a genuine desire to strive Or are they just curious and looking for a get-richquick We have to find the right people Determine – ‘do I have someone who is right for the business here?’ If not –you have to let them go ‘Desire to be a business owner’ You can’t give that desire to somebody by dragging them to biz opp. meetings, shoving books at them etc. If you want this business for them more then they want it – you have a problem People might be held back Fear of failure – thing that they will not be able to become successful Afraid of trying Surest way to fail is to never try something I know that I will fail to begin with – but it’s ok Some people are afraid to become successful Because success brings change Sometimes fears will pop up after you have sponsored someone – it’s ok ‘Do me a favour and look at this info’ – NO You are doing them a favour by giving the info They are not joining your business – they are joining you You have to be perceived as a leader – who will provide value You have to have a ‘Posture’ It is a must It is expression of the leadership qualities that you will need to have when you are talking to someone Posture is not all that difficult to exercise and to master You have posture already when it comes to certain topics e.g. ‘Someone dictating you how to raise your children at your own house’ Network marketing prospect Posture comes in to play via questions you ask You are the one asking the questions You are paying for the call – you have to be in control It is either your way or it is high way The person asking the questions at the beginning of the call must be you Suspect before the prospect You want to establish ASAP if they are the right person If not – you should be off the phone fast Looking for WINNERS ONLY! Hard/difficult Prospect: Wait a minute, wait a minute... What this is about... Get to the point... Reply: ‘You know Tom, what this is about, it is about me interviewing you to see if your dreams qualify my time.’ Being very direct, very honest... The prospect has to get it together because it is not going to be any other way – only your way... ‘You know Dave, this is an interview, I am calling to interview you to see you are somebody I would be willing to invest my time with.’ Then immediately go to the next question ‘Now Dave, ....’ This is how you handle someone who is difficult on during the conversation – you redirect. If they are unresponsive to that – then end the call. If someone is interrupting you or talking over you...say ‘Tom stop, are you serious about creating a full time income working from home? – yes or no? If they are not cooperative – ‘You know Tom, tell you what, you are not someone I am looking for, I am going to have to let you go. Thank you and have a great day.’ If someone is obnoxious you can let them go right away! Remember that you will need to work with them. ‘WHAT THIS IS ABOUT!’ ‘You know Dave, what is about is that you just been disqualified. Bye’ It will take time to build this posture. To give yourself permission to talk like that. Don’t confuse posture for rudeness. You have to be in control of this conversation. If they are asking the questions – you will lose them. Belief – you have to have a great deal of it in order to attract people to your business You can be completely new but if it is a great opportunity and you believe 100% in it – you will attract people How to get the ‘Belief’? Build it by keeping in mind that it is not about you (not how much success you had, what the product has done for you) Get to the company events – experiential belief Take the road less travelled – no Hype Q: How much money will I make? A: I don’t know – you might not make anything. It is a business, it’s an opportunity it’s not a guarantee. Listening God gave you two ears and one mouth Ask questions, shut up and listen to how they answer Make sure they are the right person for your business ‘I heard you say this Mike, but what I didn’t hear is this – tell me more...’ ‘I heard your words but I didn’t hear the passion that I usually hear when someone says that...’ Takeaway – Fear of Loss People often Hesitate Analysis – Paralysis ‘You know what Tom, this is what you need to do, I would like you to do something different than what you have experienced with other folks, I would like you to step away for a moment and investigate some of the resources I have given you and do some more research on what you have here with us, so when you decide to join us you can you don’t come with your fingers crossed – I want you to come excited about the fact that you are onboard our team.’ ‘You know what John, I can see you are really struggling with this – I am not sure, you may not be the person I am looking for, I might have to let you go. The Ultimatum: ‘Jim, you have been through the information, we’ve gone through (and you can review their reasons ‘why’) and you’ve looked at our company, products and comp plan, and really at this point Jim there’s nothing else to do other than make a decision, yes or no? Right now you are sitting on the fence Jim and you can do two things. You can either make a decision right now or I am going to make a decision for you. But I am making that decision – you’re not going to like it. Because I’m going to decide that the answer is not and I’m going to disqualify you from this opportunity. So what’s it going to be?’ Now the prospect realises that they are not the only one making decisions here – you are making them too. This is part of the test – part of the interview. Know the direction you are going Know the compensation plan of the company Don’t build your business on minimums Not everybody you sponsor will become leaders and use their full potential in business Leverage – you’re not going to build this business by yourself If you don’t have something: skill/money/credibility – then sponsor someone who does. Myth of the Guru The leaders are better than me and I can never achieve that Myth of the Location People here are different I can’t sponsor locally It is not for this person They can’t afford this business They can’t afford not to do this business The Prospecting Pipeline When you first start out things are slower than you would like them to be The objective is to get as many prospects as possible to be viewing your opportunity or product information Getting as many prospects stuffed into the pipeline Talking to 10 or more people a day about your business Build a list of prospects Build a relationship with those prospects over time Market to the people in this pipeline Follow-up with prospects regularly – use a system Diary Electronic system You want the person to be closing themselves – not to drag them screaming and kicking Provide enough information for them to make an educated decision Interview them Cover objections Good objections show good thinking Sometimes objections are used to slow things down Learn to expect objections Write down the objections you are getting and research what is the best way to answer them Q: How much money are you making? The assumption here is that whatever you are making they will be making the same thing. Someone can outperform you or do worse than you A: ‘You know John, it’s not about what I do – it’s about what you are going to do’ Opportunity not a guarantee... Go to the next question... Q: How long have you been doing it? If you new – tell them, everyone was new at some point. Mention that you will be introducing them to some of your business partners who have been working the opportunity for a considerably longer time – and that they will be working alongside of yourself. They will be working as part of the team. Q: I’m not sure I can afford it? ‘You know Tom, if you think you can’t then I think you’re right.’ ‘You know Tom, it doesn’t cost anything to check it out.’ – early in the interview. ‘Well to be honest Tom, with what you’ve shared with me – I think you can’t afford not to.’ (refer back to the ’why’ they wanted to do the business in the first place) – later in the interview. If they really can’t afford it then they are not your prospect and you should have disqualified them. Q: I don’t know if I had the time? ‘You know what Jane, this is something you can start with as little as 7-10 hours a week.’ ‘We all have 24 hours in a day, and if you ever going to have the chance to enjoy the kind of lifestyle that you said you are committed to creating for yourself, then you know what David – you’re going to have to make the time. You and I will work together and I will help you to apply some time management strategies to free up the time you need. And most people start this business with as little as 7-10 hours a week – so lets make it happen!’ Does it work – YES Working by phone You need to be going through a lot of numbers ‘Hey Dave, this is Gediminas calling, your name came across on my desk and I understand you been taking a look at some ways you could generate some additional income working from home – is that still true?’ Confirming that they are still looking? Are they still researching business opportunities? Are they still open to a good money making idea? Ask Some Questions: Q: Have they ever worked a business before? Q: What do they do for a living? How do they like it? Q: What type of income are they looking to generate with your business? Why? Q: Can you see yourself earning that sort of money? Thank You For Listening Email: [email protected] Web: www.theadditionalincome.co.uk Blog: www.gediminasgrinevicius.com Fan Page: www.facebook.com/gediminasgrineviciuspage Skype: boreisaite