As much as we would like to believe we can build our businesses just by pushing your website online and creating a couple marketing campaigns, the fact is that at some point you will have to employ offline methods as well. That means actually Using the telephone and talking with our potential business partners. This is where your traditional MLM and/or sales training can make or break your results. It can make you wealthy IF you are skillful at communicating and connecting with your prospect. It WILL break your business if you are not. I author a series of training materials to get you proficient (notice I said proficient, not expert…expertise comes with practice, practice, and more practice) at various skills so that you can be confident in your ability to build rapport with your potential partners, and properly train new distributors.
The subject for today is called “The Pique & Pass”. This means that we trigger an interest (pique) and immediately pass the interested person to one of many sources of information. Now, the number 1 reason most FAIL to do this properly is due to the desire to want to keep talking. Maybe you’ve heard the term “verbal vomit”? That’s when we assault our prospect with fact after fact after fact about the various benefits of our company, compensation plan, products etc. Remember, one of the top reasons people say no to our opportunity is the old “I don’t have enough time” excuse. So the whole goal is to keep the pique to 45 seconds or less. By doing so we remove the “time” objection. So the longer you talk, the more likely it is that your prospects are going to think they can’t do what you’re doing.
Ready for a horrendous statistic? For every question YOU personally answer (to your warm market) you decrease the chances of them joining your downline by 25 percent. That should hit you like a ton of bricks. So if you answer one question, there’s a 75 percent chance of them joining. Answer two, there’s a 50 percent chance of joining, etc. Let’s just stop there because if you answer more than two questions you can pretty much guarantee your prospect wont join. So don’t do it! Resist the desire to verbal vomit by any and at all cost! Remember, it’s called “pique and pass”, not pique and handle objections, not pique and present, not pique and enroll, etc. Just get them interested and pass them to someone (or something) else.
Now, how do you know they have been piqued properly? They begin asking sincere and qualified questions! (REMEMBER NOT TO ANSWER MORE THAN ONE, NONE PREFERABLY). Immediately pass the interested person to the next exposure.
The next exposure can be many things: an expert/mentor, a 3 way call, a weekly briefing, a sizzle call, a recorded call, a CD, a training session, a website, an at home presentation, etc. Basically your mission is to get them to the next event/exposure.
You may be saying “that all sounds excellent but I don’t know how to pique. Don’t worry because I got your back. Here are some sample piques I have used and gotten results with:
– Have you ever thought about how it would be to be in the wealthiest 1 percent?
– Are you open to doubling or replacing your current income?
– If I can show you a path to financial freedom would you give me 20 minutes of your time?
– Have you ever known anyone who earns passive income?
– Would you like to get more tax benefits by owning a home based business?
– Can you do me a huge favor? Who do you know that wants to make some supplemental income?
– Who do you know that likes to travel and go on vacation?
NOTE: Silence is power! Do NOT say a word until after they answer you first!!!
After they answer or start asking questions you want to pass them to the next exposure immediately. Make sure you edify the next exposure and get them to it as soon as possible.
Now before I wrap this training up, you’ve heard me mention “exposures” a couple times so let me explain the sequence of exposures a prospect ALWAYS goes through before he/she signs up. It goes like this: Orientation, Information, and Confirmation. Orientation is the first-second exposure. They are just getting introduced and familiarized with your company and opportunity. The Information phase comes next and can last a while, depending on the prospect. Some personality types like to analyze the heck out of something before they get in while others do not care so much about the data. So do not pressure someone to join before they have gotten enough info. But don’t ever stop offering more data to them because you want them actively engaged in the learning of your company. Once enough info has been attained, the prospect enters the Confirmation phase of exposures. This is where they say yes or no to your opportunity. A common cause of failure is trying to enroll someone before they have properly gone through these three exposure steps.
