Many of you have read, “26 Instant Marketing Ideas To Build Your Network Marketing Business.” The first chapter is about “sound bites.” Once you realize the power they have over prospects, you will start building your collection of “sound bites” as fast as you can.
For those who don’t know what I am talking about, “sound bites” are a Level Four close. Here are a few examples:
1. “Super moms.”
2. “Willpower in a tablet.”
3. “Dream-sucking vampire boss.”
4. “Waking up at the crack of noon.”
You can check out the book here:
If you click on the Amazon button, it will take you to the book’s Amazon page where you can access the free preview by clicking on “Look Inside” on the book’s cover.
See what great “sound bites” you can use to build your business faster.
In every workshop, I stress that success is not in “finding” the right prospects, success is saying the “right words” to prospects.
You can find thousands of great prospects, and ruin them all, by using the wrong phrases and words.
You can say the right words, and neutral people become hot prospects.
No matter how many times I insist this is true, at the end of the workshops, people ask me where to get “hot leads.”
So here is a short two-minute video that proves that we should stop looking for good people, but instead, learn what to say. You’ll love it.
Did you watch it?
What do you think?
Prospects are reactionary. Most of their decisions are simple reactions to what we say and do.
Want an example?
I walk outside into the parking lot, and I give a stranger $100. Will the stranger react?
Of course. He might say things such as, “I won the lottery! Do you have any more?”
Now, imagine that I walk outside into the parking lot, I meet the exact same stranger, but this time I do not give him $100. This time, I give him a punch in the nose.
Will the stranger react?
Of course. He might say things such as, “Oh, that was rude. Was my nose in your way?”
Two totally different behaviors.
Did the behavior of the stranger have anything to do with the stranger? Or, did the behavior of the stranger have everything to do with what I said or did?
If we don’t like the behavior of our prospects, all we have to do is change what we say and do. They will react to us.
That means sponsoring and selling is within our control.
So stop blaming prospects. Instead, let’s learn what we can say and do to get them to say “yes” when we talk to them.
Ever hear this objection?
“I can’t afford it. It is too expensive.”
So what is the prospect telling you? The prospect is telling you, “No. You haven’t convinced me your offer is worth that much money.”
Everyone has money. They have money for an expensive car payment, an overpriced designer smartphone plan, beer, lottery tickets, beauty salon, eating out … and actually, plenty of money for things they want.
And if they don’t have enough money for the things they want, they borrow more money! They use credit cards! They get what they want.
So instead of trying to fit your product or opportunity into their budget, instead, give more value. People will pay for what they want.
Prospects don’t buy from boring salespeople.
If prospects don’t buy from boring salespeople and boring facts, what triggers their minds to make decisions to buy? Good question.
Prospects don’t pay attention. They have other things on their mind. All they generally hear from us are glimpses into our conversation. Their minds want to focus on something more pleasant than listening to a salesperson trying to sell them something.
One thing that will penetrate this lack of attention is using interesting word phrases. So instead of talking on and on about antioxidants, vital nutrients, blood sugar balance, etc, we should focus our attention on key phrases that our prospects will actually hear.
Over time, we will learn better words that help us sell health products. Better words motivate people to join, and to continue using our health products.
When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:
This is called pre-closing. We can get our prospects’ favorable commitment by giving them the big picture. Some examples:
Distributor: “I show people over 40 how to live longer. Would you like to know more?”
Prospect: “Yes. Tell me more.”
Distributor: “I help moms build up their children’s immune systems to fight off everything they are exposed to at school. Would you like to know more?”
Prospect: “Yes. Tell me more.”
Distributor: “Mornings are tough. I help people fix that. Would you like to know more?”
Prospect: “Yes. Tell me more.”
Distributor: “Stress is … everywhere. Sometimes we marry stress. I have something that can help. Would you like to know more?”
Prospect: “Yes. Tell me more … now!”
What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, they perceive us as a problem-solver?
By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.
They are in the free Amazon preview of the latest “Big Al” book. Just click on “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services. Here’s the link…
Our prospects make up their minds quickly. We have to use great words immediately or we miss our chance to have prospects make decisions in our favor.
It is the same situation for sponsoring new team members. Using magic words and phrases early in our conversations is better than giving a great presentation. The decision is made before our presentations begin.
Simply enter your email address and we’ll send you the link to download two FREE audios “Magic Words for Prospecting”.
We can make our careers easier if we recognize that our prospects want to make a decision immediately because they have limited time. They have other things they want to put their attention to.
Here is another close that you can use with prospects.
“What would you like me to do now?”
When you use this close at the end of your presentation, all of the stress and fears of rejection leave you, and the decision is now up to the prospect.
Actually, the prospect now feels a bit of pressure to make a decision. The prospect must now decide to ask you to leave, or ask for more information, or say that he is ready to join, etc.
But the neat thing is … the prospect has to make a decision. And, you can use this close to gracefully end your presentation.
Yes, this is very low-pressure, but I always like to treat prospects as adults.
Here are some that I’ve read recently or heard at my workshops before:
We only get one chance to make a good first impression. Our opening sentence is everything.
Our prospect has already started making the final decision within seconds of us starting our presentation. We need to learn how to manage this.
Want more first sentences…
In the early 1970s, I was selling vitamins. Nobody wanted vitamins. The idea was too new.
But fortunately we still had fat people back then. Many people wanted to lose weight. I thought, “If I can’t sell vitamins, maybe I can reposition them as diet products?” But the idea of diet products was still too new also. So, I created an alternate plan.
I created my first diet club. Now, this wasn’t an ordinary diet club. I had no budget. I had no location. So here is how I did it.
I asked one of my “larger” vitamin customers if she would like to host a free diet club in her home. She said, “Of course. I have several neighbors that would like to join. We could meet at my house on Tuesday mornings. Sounds like fun.”
I explained how the diet club could help the attendees, but that it would be more of a social event. This made it easy to get six members immediately. People love being social.
For the first meeting, I brought a scale. Everyone weighed in so that we had a starting weight for each member. That took about 15 seconds for each person to weigh in. I explained how we would have a winner each week. Of course, that would be the person who lost the most weight that week.
Next, I would explain how an exercise would look if they decided to try one. This amused them while they drank their coffee and ate cupcakes. Then, we proceeded to eat the treats everyone brought. Easy first session.
The next week, we had the weigh-in. I awarded a “traveling trophy” to the winner who lost almost half a pound. (Some weeks I had to award the trophy to the person who gained the least.) Now, this created competition among the members. They created new ways to cheat almost every week. Some weeks they would wear heavy clothes and big boots so that the following week they could be the winner when they wore only light clothes.
Because this was a “traveling trophy,” I only had to buy one trophy. The trophy was passed on to the new winner each week. But, the ladies got even more creative. Because they were friends, they enjoyed teasing each other. The loser for the week had to put a poster on their refrigerator for the week. The poster was of a rather large person bending over, looking into a refrigerator. Since they were friends, they would go and check the loser’s refrigerator during the week. All in great fun.
Every week I would spend one or two minutes describing an exercise or a tip about proper eating, ate lots of yummy desserts, and took orders for vitamins. Then we would break to try the different desserts everyone brought.
The members appreciated my efforts and rewarded me by purchasing vitamins regularly. Maybe in the back of their minds they thought the vitamins might give them an edge over their friends. So each week I delivered plenty of vitamins at the diet club.
Did anyone lose weight? Not really. They happily told their husbands they were going to a weekly diet club. However, I am sure many of them became healthier by taking vitamins regularly.
This was so easy. Participants loved the weekly meetings and loved the new desserts everyone brought. This diet club became so popular, I was forced to open several more. These were the easiest retail sales I ever made. I showed up with a scale, gave a diet tip, ate lots of yummy desserts, and took retail orders for vitamins. I gained a lot of weight running these diet clubs.
Over time, I learned to say better words at the diet clubs. Better words motivate people to join, and to continue on diet products.
At the time of sale. When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:
Words that we can use in our conversation BEFORE we do our sales presentation. This is called pre-closing. This could be during our personal story. Some examples:
What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, they perceived us as a problem-solver?
How do we change our prospects’ mindsets? By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.
They are in the free Amazon preview of the latest “Big Al” book. Just click on “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services.
Here is the link:
Asking questions is a good way to get your prospects thinking.
You can make your prospects stop, think, and really consider your offer if you ask interesting, heart-stopping questions.
For example, here are two ways to ask questions. Which way do you think will get the best results?
A. How do you see your financial future?
B. Will your boss give you a raise next year?
A. What is your weight management goal?
B. Do you want to lose 15 lbs. before your class reunion?
A. Want to save $3.16 on your next long distance telephone bill?
B. Are you tired of your phone company ripping you off?
You see, it is how you ask that makes a difference.
Here is one of my favorite mini-stories:
Food for thought.
One married couple goes out to a restaurant twice a week for dinner. They spend $160 a month on eating out. They get fat.
Another married couple invests $160 a month in their own network marketing business. They stay slim and healthy. In a few years, they retire.
I like this. It opens up the prospects’ minds and lets them know that a small change of behavior can make them successful. Also, I don’t get the objection, “I can’t afford it.”
They are already spending the money they need to participate in their own network marketing business. Now it is a matter of choice. Do they want to continue to dine out or would they rather eventually own the restaurant?