The answer is easy: guilt and embarrassment.
Think about it. When you are asked for referrals, what’s the first thing that comes into your mind?
“Oh, no. What if I recommend my friend and this salesperson is rude, offensive, pushy, dishonest or a jerk? Will I lose my friend’s respect? Rather than run the risk, I’ll just pretend that I don’t know anyone I can refer.”
We don’t want to feel guilty or embarrassed. That’s why we pretend we are hermits, orphaned, or extreme introverts.
When you ask for referrals, make your prospect or customer feel comfortable by:
One leader says this:
There are two reasons we use a prospecting pre-approach information pack.
Just a different viewpoint, but something to think about.
There is a lot for new distributors to learn when they get started.
This can be overwhelming if dumped on your new distributors on Day 1. So pace the information with an autoresponder.
Set up an autoresponder with 21 separate messages, with one message delivered each day. Have each message introduce one new piece of training or information.
Bite-sized chunks make it easy to slowly digest what they need to know when they first get started.
“Normal is getting dressed in clothes that you buy for work and driving through traffic in a car that you are still paying for – in order to get to the job you need to pay for the clothes and the car, and the house you leave vacant all day so you can afford to live in it.”
– Ellen Goodman
“I am not refusing success, I am just unable to do it.”
So what would you say as the sponsor?
Many, many years ago, I went to my first opportunity meeting.
All I can remember from that meeting are two testimonials given by distributors.
The first testimonial was by a nun. The second testimonial was by a distributor who talked about how his father never believed he would be successful.
I don’t remember the compensation plan, the product features, the corporate history, the slide presentation, or even the faces of the main speakers.
All I remember are the two testimonials.
The lesson is:
Don’t get too worried about the details in your presentation. Your prospect is only going to remember one or two things. So why not give your prospect memories of a powerful product or opportunity testimonial?
Think about it. Almost everyone would love the benefits of your product or your service.
And everyone wants more money.
Yes, your prospects are pre-sold on your business.
The only thing you have to do is not talk them out of it!
That means you don’t want to set off the “salesman” alarm. If you do, the prospect won’t believe another word you say.
You can set off the salesman alarm easily. Think of car salesmen. When they say:
“What’s it going to take to get you into a car today?”
You immediately feel the sales alarm go off inside of your head.
What are the words and phrases that you use to set off the salesman alarm?
Just record a few of your opening sentences. Listen closely. You’ll hear them. 🙂
When I teach “The Magic Sequences of Words,” I not only show how “good sequences” go directly to the decision center of the mind, but how “bad sequences” go there also.
Want some examples of “bad sequences” that kill our business?
Just think of how the decision center of your mind reacts to these sequences:
“I have a ground-floor opportunity … ”
“Would you be interested in … ”
“Opportunity meeting … ”
“I am looking for a partner in this area … ”
“Have you considered a Plan B … ”
Not pretty, is it?
So review the words and industry phrases that you are using now in conversation. Are they serving you, or are they turning your prospects against you?
Would your friend keep a business opportunity secret from you?
Everyone tells us to be a leader, but they never tell us how. Dale Carnegie tells us exactly how.
1. Begin with praise and honest appreciation.
2. Call attention to people’s mistakes indirectly.
3. Talk about your own mistakes before criticizing the other person.
4. Ask questions instead of giving direct orders.
5. Let the other person save face.
6. Praise the slightest improvement and praise every improvement.
7. Give the other person a fine reputation to live up to.
8. Use encouragement.
9. Make the fault easy to correct.
10. Make the other person happy about doing the thing you suggest.
— Dale Carnegie (1888-1955)