Want to win a pass to Kim’s brand new course, How Not To Be An MLM Loser This Year (3 min video)? Program description here.
Be the first to answer these three questions – the best. Best will be defined by me for now. 🙂 Contest ends Tuesday nite, Nov 23.
The situation:
The other night on a call with a group of PrePaid Legal reps, one gent told how he’d signed up three new folks for the business. All three were excited about the opportunity, he said. (PPL markets a kind of legal insurance, access to an attorney when needed. Members pay about $28/mo) Then came his question:
“It’s now been three weeks. And none of them will call anyone about the business or the product. What should I do?”
Note. Each new recruit has about ten people they know, on their list. That’s who we want them to call for this exercise.
Question 1: What do you think the real reason is these folks are not calling their friends? Tip: “They don’t know what to say” is not enlightening. The problem is deeper, and it is social. Given that, give me your most considered shot. It is not obvious, which is what makes it a challenge and fun.
Question 2: What do they need to know about their contacts which, if they knew it, would make it MUCH easier to pick up the phone and proposition them with their specific product or opportunity? Again, not immediately obvious.
Question 3. Give me a sample opening spiel. No more than 50 words or your response is disqualified. Free words: Hi aunt Lulu, this is Kim! Say, I’m calling you because…(you can use these words and they don’t count for the 50 words.)
That’s it. To see what the winner gets with the eight week webinar live training program, check it out here.
Use the Comments below to respond. No need to sign in. If you use Anonymous we can’t credit you. If you somehow do that and didn’t mean to, put your name and email in the response so we know how to notify you.
Hi Kim,
1st and formost, thank you. For about 5yrs I'm in the mlm industry and trying to figure out what's it's problem.
Although there is a proper way for anyone, I sure find my self comfortable with th paths of Tim Sales and yourself.
Answers:
Q1
There are lots of reasons not to do anything about a new business. He might not feel it's a right business or the right business to him. He might feel emberessed to be perceived as a "sales man".
I would go for the fear from rejection reason as my answer.
Q2
Again ranging all sort of information about their prospects, I would choose their needs and wants so I'll be able to figure out wether if my product or business might help them get their needs and wants (don't wants is also important).
Q3
Having read throuthfully your "if my product so great why can't I sell it" book, listening continuasly to the acompanied CD's and using the contained value information in my business, I fell a little as a cheat to answer this question.
I would say:
"Hi aunt Lulu (is it possible we are relatives :-))
I market a product fir people who struggle with hi colsetrol level and can't get them down as I do.
Do you know anyone wh might like to know about a product like that?"
Again thank you,
Whising you a ge
Great weekend
Shmulik
1) Most people have a poor credit rating. I'm not talking finances. I'm talking credibility. Those closest to us see our ups and downs, achievements and challenges, warts and bruises. I think these internal movies are played over and over in the heads of people.
2) Contacts. I have discovered in past conversation people tend to always put the contact on a pedestal. Again related to question #1. People tend to give away their inner-power and attitude by degrading themselves.
Contacts are people too. A lot of contacts do not always voice their concerns or personal challenges and your impression of them is skewed.
3)
Close by: Kim, do you have a few minutes free this afternoon? I have something I want to drop off to you, it's really cool and I think you'll want to see it.
Long distance: Kim, I'm headed out the door and wanted to give you a quick call, I found a dvd I think you will find very cool. If I mail it to you, will you let me know when it arrives to you?
Note: Close by and Long distance are people who I know or have formed some sort of relationship with over a period of time. I prefer to work a warm market or to slowly build relationships with new acquaintances while seeking what we have in common, their interest and any other valuable information that builds trust in a relationship.
Cheers!
RkyMtnGuy
#1 I believe that a common fear of newbies is being percieved as "making money off their friends."
#2 They need to know if their prospects are actually people who are looking for an opportunity or have interest in the product. Not everyone wants what we have. Don't sell to people who are not looking for "X".
#3 Hi Aunt Lulu remember that time when someone used my credit card and I had a hard time straightening out my credit? Well now I will be protected from stuff like that. I market a product that helps and protects people from fraud. Do you know anyone who like me wants to be protected?
hi Kim,
Q 1: I'd say that these folks are not calling their friends because they are afraid that their friends will laugh at them and their self-esteem would get hurt. They may even be afraid to lose their friends.
Q 2: They would need to know that their contacts may actually know people like the caller who are really looking for such a service. Their contact would love to help those people and bring them into contact with the caller.
Q 3:
' Hi aunt Lulu, this is Erica. I'm calling because my company is offering a service for people like me who want to be properly insured for legal advice without paying for services they would never need. Do you know anyone who might like to know about a service like that?'
—
I don't know what PPL is offering, so I made something up that would suit me.
I'm just looking forward to the course.
warm regards,
Erica
Erica Goedheer
Leeuwarden,
Netherlands
ericagoedheer@nordix.nl
Q1: this one is interesting because w/o a conversation with the new person it could be many reasons. I have found that it is their belief in the business and product being offered. If you truly believed that you have something that is a gift to people. You will not be afraid to offer it to everyone. If u have any doubt, and I do find it usually comes from a lack of understand the business model, you will have fear. If u don't understand where ur money is coming from , how can u ask others to join u in the venture?
Q2: You must know their need before u can offer a solution. Simply speak to them, ask a few questions, people love talking and complaining. It will not take long before u can find out how u can help them.
Q3: An approach: This one is difficult for me to answer since everyone of my approaches is trailored to the person I am speaking to. I am very product orientated (working on being more business minded) so here,s one I have a lot of success with.
Hello Mary, I recently started a business and your family came to mind instantly. You recall all those conversations we have had about (health, money etc). Well. I have found a solution for my family, And I believe it can help you too. R u available Monday for me to come by and show u, it'll take about 45 mins. Is that good for u? Great, see u then.
Q1: this one is interesting because w/o a conversation with the new person it could be many reasons. I have found that it is their belief in the business and product being offered. If you truly believed that you have something that is a gift to people. You will not be afraid to offer it to everyone. If u have any doubt, and I do find it usually comes from a lack of understand the business model, you will have fear. If u don't understand where ur money is coming from , how can u ask others to join u in the venture?
Q2: You must know their need before u can offer a solution. Simply speak to them, ask a few questions, people love talking and complaining. It will not take long before u can find out how u can help them.
Q3: An approach: This one is difficult for me to answer since everyone of my approaches is trailored to the person I am speaking to. I am very product orientated (working on being more business minded) so here,s one I have a lot of success with.
Hello Mary, I recently started a business and your family came to mind instantly. You recall all those conversations we have had about (health, money etc). Well. I have found a solution for my family, And I believe it can help you too. R u available Monday for me to come by and show u, it'll take about 45 mins. Is that good for u? Great, see u then.
1. They are not calling their friends because deep down inside, they don't feel they are good enough…and if they aren't good enough, they might get a no and that reinforces the idea that they aren't good enough and thus aren't worthy people. So that terrifies them. The perception of disppointing their sponsor and looking like an idiot and thus failing… is so strong that they just can't "take" the hit to their self-esteem.
2. If they already knew that their prospect was "looking for them" i.e. the service was wanted by these people already, then it would be a no-brainer. In other words, if they knew ahead of time that it was gonna be a "match" they wouldn't hesitate. On the training side, if they knew they didn't have to ask the prospect directly for the "sale" and just if they knew anybody that would be interested, that would help them breathe a sigh of relief.
3. Hi Lulu, it's Kim. Say, I'm calling you because my company has introduced a service for people who are worried about people stealing their identity when they use their credit cards, like me. Do you know anyone who might like to know about a service like that?
Karen Kan
Q1) These people are their friends, they probably don't want them to feel like they are "feeding" off them…making money at their expense, but the worst is more like the fear of rejection, and the hit to the ego and self-esteem. Then what if this rouins the relationship…none of their other friends will want to be around them either, afraid they will try and " feed" off them too.
Q2)They would need to know if these contacts had connections to others that hold similar interests and values as you, so that they would possibly be a "fit" into what you have to offer. So you are thus reaching out to their connections and not them personally.
Q3) Hi Aunt LuLu, this is Kim, I am calling to ask a quick question, do you have a minute? (Pause), (yes)..Great, my question is: My company is introducing a service for people who need assistance creating a will, Like I did for my family. Do you know anyone who might like to know about a product like that?
Tami Bushey
busheyhouse@yahoo.com
Q1: They signed up to do their friend a favor, or to get a better price or thought they would be interested in earning money but don't believe in the product or business model enough at this point to get over their fear of leaving their "comfort zone." The longer they wait, the less likely it is they will say anything to anyone about it.
Q2: It would help if they KNEW their prospects would welcome the call and not be negative with them or decide to drop them from their Christmas card list for telling them about this service that could help them.
Q3: Hi Aunt Lulu, this is Michele! Am I catching you at a good time? Great! I'm calling you because I found a really cool way to get routine legal services for a lot less money. It's for people like me who don't have their own lawyer. Do you know anyone who might like to know about a service like that?
Well, this is an interesting contest Kim! I have to preface this by saying that we can all only say things generally, but more than that, I assume you're going to choose the "best" answer based on what your new course will be about! With that in mind, here are my thoughts:
1- A mix of things are stopping these people from calling their friends. The first and foremost is that they are not entirely convinced that they are doing their friends a big favor by calling them- even when I find something great for someone, I might buy it for them, or something like that rather than insist we have a meeting over it. I also think that the fact that the new reps would be benefiting by their friends purchase, that it clouds the actual benefits- "You should buy my old car for WAY more than it's actually worth…" AND, people don't necessarily call and insist that people see anything these days. Even the BEST deal on something, one might send an email and say "This is cool", and leave it at that.
2- They would need to know that their friends wouldn't mind them benefiting from the recommendation, or feel used or tricked. They would need to know for sure that their friends WANT what they are calling about. "Hey, I know you've been trying to get pregnant, and I've got this juvenile delinquent who's been kicked out of several homes and schools- you just need to pay me $10,000, and he's yours!"
3- Hi aunt Lulu, this is Kim! Say, I'm calling you because I just started a new gig, and I'm telling people about it in case they want to help- Can I tell you about it? (yes) Thanks- I found a company that helped me get a living will, and they pay people to spread the word about the service. If I send you an email, will you check out the website and send it out for me?
Question 1. I believe they mention it to someone they trust and they don't know how to relay the information properly(untrained). Their trusted friend or relative then says are you crazy and that's the end of it. It makes their fear more real to them.
Question 2.In this case find out if their prospect has and or believes in insurance. And or find out if their prospect knows of anyone looking for something to do part time for extra income. Rather than asking if they are looking for something.
Question 3 Hi aunt Lulu, this is Kim! I have something to show you, it will only take about 15 mins of your time, and you may or may not be interested.
Bob Harris
bharris2525@yahoo.com
#1.They are not calling their friends because they don't want to lose them by asking them to buy something from them and they might think they are making money from them.
2.What are the goals or dreams of their contacts or what aspect of their contacts jobs or life are they dissatisfied with?
3.Hi, Aunt Lulu, this is Teresa. I am calling you because I market a service for people which lets them talk to an attorney for legal problems whenever they need to, at a reasonable price. Do you know anyone who might benefit from a service like that?
Thank you Kim for all of your great help!
Q1 The person should be working with his sponsor and doing three way calls etc. for proper validation and education of the new associate. This would help eliminate fear of rejection.
Q2 In this case the new associate needs to know if his prospects have and or believe in insurance.
Q3 Hi aunt Lulu, this is Kim! Say, I'm calling you because I have something to show you, it will only take about 15 mins of your time and you may or may not be interested. Is morning or afternoon better for you?
Bob Harris
bharris2525@yahoo.com
Hi Kim!
Thank you for this opportunity.
Q1. They do not share the passion of the person who brought them into the business. And, the person who brought them into the business has failed to help them realize their own passion.
Q2. Do they have this issue in common?
It would be much easier to pick up the phone if they knew they had the answer to a concern of the person they were calling.
Are they of like mind?
Q3. Hi Aunt Lulu, this is Chuck!
I'm calling you because I market a service for people who are concerned about high legal expenses. Like what happened to me. It cost me a fortune to have a simple will created. Do you know anyone who might like to know about a service like that?
Chuck Abrahamson
cabrahamson@stny.rr.com
1. The usual reason is Fear – of rejection, of not looking good, of saying the wrong things, of damaging relationships
It is also because they don’t see what they have as something that can a) benefit others and b) help people help others but instead are viewing it as something that mainly benefits themselves (through their own sales etc).
2. Whether their contacts would like to help others and where there interests lie. Then the new reps would have a good starting point to ascertain if their contact might have an interest in what they have to offer or whether they have a desire to help connect someone else with the offer.
3. Hi Aunt Lulu, this is Jo! I'm calling you because I have discovered how people can have an attorney when they need one, just like me. Do you remember when I crashed my car and needed legal assistance? Now I don’t have to worry if this happens. Do you know anyone that might be interested in something like that?
Oops! It occurred to me that my response was longer than 50 words, so here we go again:
3- Hi aunt Lulu, this is Kim! Say, I'm calling you because I just found a company that helped me get a living will, and I'm looking for people who need help with that too. If I send you the website, will you check it out and send it on for me?
1. Fear of failure. Fear of rejection is just a symptom of that. People are more motivated by fear of loss, such as friends, than they are by gain.
2. Relationship. Do you know your prospect? Do they know, like and trust you? "How often have you used an attorney?" If they don't use an attorney, why would they need legal services?
3. I wouldn't call Aunt Lulu or Cousin Brucie. "I have an answer for those who need legal services at affordable cost or people who need a steady monthly income. Who do you know who would be interested in something like that?"
Arty said:
Q1: They haven't had a personal experience with their company's product or service and therefore feel more like a salesperson than someone truly sharing something of value.
Q2: People are looking for ways to improve themselves, and to help others have a better life in some way. It brings meaning to their own lives and creates value for those that they know and care about.
Q3: Remember when that guy drove onto my lawn, hit one of my trees and sued me for damage to his car? Well, I found a legal service that could have helped me. Do you think we could help a few friends who might need the same kind of protection?
#1 Embarassed to tell their friends that they are in one of "those" deals.
#2 Their "hot button". Their need, want, or don't want. What it is that hangs around in their head & heart, but won't leave.
#3 Hi Aunt Lulu, this is Tom! Say, I'm calling you because I think I have a solution to your problem that we talked about last time we spoke. Remember when we were talking about……? If there was a way you could fix that, would you want to explore it?
#1
They don't want their friends and family to say your not in one of those thing just trying to make money off of us.They are scared of what they will think of them
#2They need to know if the product or service will help them.Fill there need.
#3Hi aunt Lulu, this is Kim! Say, I'm calling you because you had mentioned to me at one point that you didn't sleep well at night.If I knew of a product that might help you solve that problem would you be interested in know more?