There are four distinct parts of the process for recruiting which must be carried out with all those you meet about your company. The script you write should contain all four. If you’re really proficient at this, you’ll not require the help of a script. It’s all informal.
Reach out to the individual.
Take care to deal with any negativity, conflict, or hostility (if there is any).
Find the main issue or frustration.
Then, present the solution.
The same applies to all businesses. The only one that’s not mandatory will be step two (the handshake step) since a lot of people not be upset by the fact that they have contacted them.
The most frequent mistake is not to include step 3. (finding the root of the issue or frustration). If this step is not carried out, there is no motive for the potential buyer to take the next step of purchasing your service, product, or possibility.
Here’s a more detailed description of each step
1. You can reach the contact:
This is the time to connect with the person you are talking to and tell the person who you are and whom you are with and the reason you made the call.
2. Take care to deal with any negativity, conflict, or aggression:
This procedure is optional…and only used when the person is showing some resistance to talking to you, be it anger or they don’t know the reason for calling.
Here are some instances of what you could be faced with, along with an example of how you can tell someone if or when they occur:
What is the story behind my name?
“You filled out a questionnaire on our website and indicated that you were interested in hearing about ways to make money online.”
I’m not interested.
“Not interested in making money or not interested in helping people?”
Which company do you work for this time around?
“I’m with __________…have you heard of us?”
I’m not in the mood right at the moment.
“What time can I call you back today? It’s essential that we talk.”
Will this cost me something?
“Not if you don’t want it to.”
These are only some examples. There are many variations of the same as people living on Earth. The concept is to either answer the question of the person or respond to their question, then gently lead them back to communication with you.
3. Find the primary source of frustration or issue:
What you’re doing can be described as “salvaging” the person. According to the definition, “salvage” is “to save from ruin.” Everyone you talk to has a primary frustration or issue that they are aware of hinders they’re being successful. Find the issue, point it out to them as the main reason why they’re failing in their endeavors, and you’ll win, and they will also win. What’s keeping them from their goals? What’s keeping them from achieving their goals? What are they uncertain regarding? In which area do they feel most insecure? It has to be a situation that is recognizable to the individual, as an unwelcome condition that is holding him from moving forward, or at the very least one that is real to the person.
It’s an “interview” part of the process…but it’s pretty different from the one you be taught, as you’re explicitly seeking the most significant frustration that the person has experienced in creating a business, the most significant frustration they have experienced in life, or something you think your service, product, or opportunity will help them solve.
4. The solution is presented:
This basically brings them to the realization of how your item, solution, or chance can solve their main issues or concerns in step 3. When the person realizes the factors that are preventing them from achieving success…once you have a clear idea of what that “key frustration” is, you create a belief the product or service or opportunity is able to deal with that particular situation. It is accomplished by saying”we can handle it” or “we can handle it” or demonstrating how “we can handle it” through examples. Once the person is convinced of the knowledge, that’s the time to send them to your site to register ….and not prior to that!
Implement these strategies immediately. If you’re using a script to reach out to prospects, make sure that it follows the four actions, or you’ll never achieve the results you want.
Gary Danko has been a master marketer with the highest performance and personal success coach as well as motivational speaker for more than twenty years. He has developed audio and video courses that teach specific techniques that are beneficial to Direct Sales professionals as well as Internet marketers.
