Tom Schreiter – Page 2 – BigAlBooks.com

All posts by Tom Schreiter

What you shouldn’t say to prospects.

“I have a unique patented product, endorsed by some famous person who we paid to say how great we are, made with the highest-quality ingredients, picked under a rock in China at midnight by elves …”

Salesman alarm?

I think so.

Instead, let’s concentrate on using our “Ice Breaker” techniques to get the prospect to lean forward and ask us for a presentation about our product or opportunity. That way we never set off the salesman alarm.

Need some great Ice Breakers? Check out a whole book of Ice Breakers here.

The Eavesdrop Approach.

Do you have trouble getting prospects on an opportunity call?

Are they afraid of being “sold” by listening to the sales presentation?

Relax your prospects by offering to have them listen to a “training call.” They can listen to one of your teleconference trainings without the fear of being “sold.”

This is a great way to involve your leads and prospects without creating resistance. If you work hard to find leads, why not do your best to help them see your business in a stress-free way?

Tools are for … amateurs.

Many distributors use tools to build their business.

They buy CDs, DVDs, magazines, literature, samples and more to hopefully get their prospect interested in their business.

But have you ever seen a big leader carry around a big flipchart? A PowerPoint presentation? Handfuls of brochures?

No, of course not.

The leader has learned the skills of how to get the prospect interested by changing the prospect’s mindset.

And tools do a lousy job of changing people’s mindsets.

So if you are a brand-new distributor, of course you’re going to spend lots of money on tools because you don’t know what to say to change your prospects’ mindsets.

But, as soon as you can, learn the skills of changing your prospects’ mindsets effectively and immediately. Learn how to talk to people.

When you don’t have time to build a relationship for your business.

When you contact a referral, or when you call a prospect from a list of leads, you don’t have days or months to build a relationship.

So how do you present your opportunity?

Don’t start with all the neat benefits of your opportunity. Don’t tell the prospects about the wonderful bonus checks, the trips, the cars, the incredible products, the company founder’s background, etc.

Instead, remember that people buy things to solve a problem.

So position your presentation to solve a problem for your prospect.

Talk about how your opportunity will make it easier for the prospect to take more time off work, how your opportunity will make it easier to pay bills with that extra check every month, or how your opportunity will provide the extra car for the spouse.

Prospects don’t care how great your opportunity is. They simply care about their problems. That’s the shortcut when you don’t have time to build relationships.

Network marketing is a lot easier when you know what to say and what to do.

I am shy. How can I change and overcome my fear of talking to people or selling to strangers?

Have you ever noticed that the successful network marketers have a positive personality type?

Does the positive attitude come from them being already successful?

Or, maybe these successful network marketers had the positive attitude first — and that positive attitude propelled them to success?

You be the judge.

While it is easy to have a great attitude when you are already successful, usually the positive attitude comes first and demonstrates itself by attracting success.

How can people overcome their fear of contacting prospects?

It’s a matter of desire. People usually get what they want most.

For instance, there is a choice between a good television show and attending an opportunity meeting. Some people will want to see the television show more than they want the success that comes from attending opportunity meetings with guests.

So, they watch television because they truly want that more than the long drive to hear a boring speaker at the meeting.

The same holds true when talking to people. What does a person want more?

Does this person want the calm, non-threatening day-to-day life void of rejection?

Or, does this person want prospecting success more than he wants to avoid rejection?

Sobering, isn’t it? Many people say they want success, but deep down they want activities that pose a lesser challenge.

Option #2 for dealing with “non-doers” – the information collectors.

Most prospects are afraid of actually starting. Starting means they have to go to work, maybe get some rejection, take things more seriously. And that is scary for them.

We can at least give them the option of starting their business so that they don’t age gracefully in information-collecting mode.

Option #2: You can try to move them forward and actually start a network marketing career instead of just talking about it.

If your prospect says:

“Oh, maybe I should start building something. The longer I delay, the longer before I start getting a check.”

Sounds like Option #2 will work with this prospect.

Option #1 for dealing with “non-doers” – the information collectors.

You talk, you mail samples, and you send these prospects to your web pages. Finally they have all the information about your opportunity and it is time for them to make a decision.

A decision to join? A decision to take action? A decision to go to work?

Panic time. So what does your “information collector” prospect do? He suddenly decides that he needs to investigate and research yet another opportunity.

And this is the life cycle of the “information collector” prospects. They spend their entire careers investigating, researching, and studying … to avoid actually doing something.

So what can you do about these time-consuming prospects?

Option #1: Leave them alone.

If your prospect says:

“Oh, I need to think a few weeks more about how much money I would make if I actually knew how to build a business.”

You can leave them alone and allow them to take up another person’s time.

So how did you start this morning?

Did you have a clear focus on exactly what you wanted to accomplish today? For example:

* Start a relationship with one good prospect before noon.
* Eat lunch with your best prospect.
* Pass out five samples to five quality prospects.
* Have two new guests at tonight’s opportunity meeting.

Or, did you avoid building your business and become a “manager?” For example:

* Checked your back office three times.
* Took pictures for a new brochure idea.
* Started yet another Facebook group for people to hide in, avoiding prospecting.
* Listened to an extra motivational CD.
* Checked your email inbox six times.
* Posted funny quotes at social networking sites.

Management mode is dangerous. Our building stops, our momentum stops, and our downline duplicates management mode.

Who you should invite to your business presentations.

Imagine this is the relative effectiveness of inviting people:

* 50% Endorsement. (If someone endorses the meeting, half of the people invited will come.)

* 10% Referral. (Looks like an endorsement is five times more effective than a simple referral.)

* 3% Two-step. (Get someone to answer an ad, and then send them more stuff and invite them.)

* 1.0% Cold call. (Gee, you would have to make 50 cold calls to equal one endorsement.)

* 0.5% A simple email inviting a person to your meeting.

These are relative numbers, but you get the idea.

Instead of running ads, etc., make personal contact with one, two or three people – build a relationship and invite them. That will be more effective than hundreds of emails.

Don’t sell features. Don’t sell benefits.

Instead, base your sales presentation on your prospect’s most pressing problem. Then you’ll have your prospect’s attention.

For example, if you talk about the weekly bonus checks, that’s a feature.

If you talk about the benefits of weekly checks (not waiting until the end of the month, getting your earnings quicker, instant gratification for work performed, etc.) – you’re doing better, but it still won’t hold your prospect’s attention.

Try talking about your prospect’s most pressing problem. For example, you might say:

“Next Tuesday your mortgage payment is due. That could eat up most of your paycheck. Wouldn’t it be nice to get a check from our company that would pay the mortgage payment for you? Then you’d have your entire paycheck to spend on whatever you want.”

See the difference?

Your prospect is constantly thinking about his problems – not your benefits.