Big Al's Blog
Turning lemons into lemonade.
Posted By : Tom
Posted On : Friday, Feb 03, 2012 03:31
Do you ever have to make disclaimers and disclosures about your opportunity, product or service?
Instead of allowing this to be a negative, why not turn it into a selling opportunity?
Here is a great example from John and Anne Church of Thatcham, England.
While sitting in a restaurant, they read the warning disclosure for that restaurant's wine. It said: Warning: Continued consumption of wine may lead to sophistication, cultural awareness, worldly concern, youthful ambience and POSSIBLE severe happiness.
Enough said.
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Speak their language - cash.
Posted By : Tom
Posted On : Tuesday, Jan 31, 2012 05:53
Tell your prospect how the cash flow from his networking business can help.
If your prospect is a real estate investor, say:
"What if your MLM income was only $100 a month? You could use that $100 to eliminate the negative cash flow on one rental house. In 20 years, your rental house will be paid off.
You'll own a free and clear title to a $300,000 house."
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What is the key to getting referrals?
Posted By : Tom
Posted On : Thursday, Jan 26, 2012 09:55
The most important part of getting referrals is letting your customer or prospect know what you're going to do to their friends.
Assure the person giving the referrals that you will be giving a short, no-pressure presentation - and then allowing the referral to make a decision based upon what's best for him.
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Great idea from Brian.
Posted By : Tom
Posted On : Tuesday, Jan 24, 2012 08:39
One of our subscribers, Brian, e-mailed me this tip:
I just thought you might like a story with regard to pre-judging a prospect.
Two of my colleagues were recently made redundant, so I sent them recruiting videos and said that I would call later to see what they thought.
Both said, "No." They were looking for proper jobs, but a daughter of one was looking over her father's shoulder and asked, "Why can't I do it, Dad?"
My reply was, "You can." And now she is off to a flying start, having retailed more in her first month than I did when I started.
We all make too many assumptions on whom to approach. The simple answer is to approach everyone you can think of.
I also sent the recruiting video to a colleague who, like me, wasn't let go. He joined and is starting a group in Scotland.
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The guilt approach.
Posted By : Tom
Posted On : Monday, Jan 16, 2012 11:55
Many prospects are afraid to try a new product or investigate an opportunity. They kindly tell us, "No. I'm busy. I'm not interested."
You can use a simple guilt approach to motivate the prospect to at least look at what you have to offer. Here is an example.
A company sold water filters. Their distributors were trained to simply loan the water filter to a prospect for one week. At the end of the week the distributor would pick up the water filter or take an order for a new water filter.
Only one problem. Prospects wouldn't let the distributors leave off a trial water filter.
The company devised a simple guilt offer.
The distributor now said the following to the prospect:
"Just try this water filter for one week. This gives you a chance to win a free trip to Hawaii. Every week the company draws the name of a trial user and gives away a free Hawaii vacation. But not only does the trial user get a free vacation, but the distributor that loaned out the trial water filter wins one too!
"So why not try this filter for one week. Do it for me. I'd like a chance on winning that vacation and going with you to Hawaii."
The prospect is motivated by the guilt of not letting the distributor have a chance at winning a free vacation.
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