VIEWS: 15 PAGES: 17 POSTED ON: 2/19/2010
The Proper Behavior for Inviting Prospects Know that what we are sharing here are suggested ways to develop your business. The key to your success is to find what works best for you and allow us to coach you. Getting Started With 3-Ways Please look at, utilize, and save this amazing tool to your desktop. Print off & hand it to each new team member the moment they enroll. THE NUMBER 1 TOOL IN NETWORK MARKETING: The 3-Way Call Explosion! A point was made in the past of the vital importance in being able to duplicate a reproducible system. If you have 1 team member, 100 team members, or 100,000 team members you need a simple tool & a system that works. The #1 tool to have for a successful Source business is the 3 way call. Here‟s how & why this system works better than anything else out there: As distributors, we have found it important to learn to use the 3-way call feature on every phone you use (home phone, work phone, cell phone). If you do not have the 3-way call feature contact your phone company and ask for it. It may cost a nominal fee, however you can write it off as a business expense. Your carrier will teach you how to facilitate a 3-way call. Practice by calling 2 people (mom & dad, etc). Note: Go into your cell phone store & ask for a personal demo on 3-way calling because you‟ll be able to prospect the representative who is showing you how to do the 3 way call! We suggest always asking for their phone #. If you simply give them your business card the chances are slim that they will call you. What are you going to do with the 3 way call & how are you going use it to be successful in Amega Global? 1. YOUR LIST When you first join Amega Global you will want to make a list of 50-100 names and numbers (friends, family, business contacts, teachers, classmates, religious/recreational friends, service people, acquaintances, coaches etc.), both in & out of state. Your list is a living growing document, so you will want to put all names & numbers on paper leaving a few spaces between if you like. Keep this list with you, because you‟ll think of people to add to your list on the spot. You are not going to rely on your phone‟s electronic rolodex. Write every name & phone number of everyone you know, or have known. 2. THE TOP 10 We suggest highlighting the top 10 most successful people on your list. Sometimes people will refer to the top 10 most successful people as their list as their “chicken list”. These are people you are often nervous to call, perhaps because you have already started your pre-judging process. That process most of us go through where we are over-thinking…. perhaps we “believe” these people are too successful, too old, too young, too rich, or will not be interested in this. 3. REFRAIN FROM PRE-JUDGING We understand how you feel, wanting to pre-judge. Many have felt the same way & this is what they found: people who have been successful in other business see this as a way to become MORE successful with less work. They embrace the idea of no overhead, no employees, no accounts receivable/payable, no payroll, no rent, etc. They see this for what it is; a great business opportunity. They jump on it. It is for this reason you will want to sit with a business partner and contact your top 10+ first, otherwise you run this risk of someone else reaching them before you do. Instead of pre-judging (they are too rich, too poor, too busy, too dumb, too smart, too retired, too whatever) we recommend you offer the Amega Global gift to everyone. It‟s not fair to offer Amega Global only to those you select. Offer the gift to everyone and allow them to choose to look at the gift, allow them to accept it or to say no thank you. Imagine if you don‟t offer it to certain people (close friends for example) and a year down the road you are making $10, 000 to $20,000/mo and your friend finds out. They are going to be furious with you for not sharing the opportunity with them when you first found about it yourself. 4. 1st CALL YOUR UP LINE (NAMES & #S ON THE INITIAL PLAN OF ACTION) We suggest you call someone in your “up line” first. Someone you know will be a good personality match or occupation mix with the person you want to call. For example, if you are calling a paralegal friend you will determine if someone in your up line is in the legal field. Call your up line first & ask, “Do you have availability to keep your phone open for me for the next 15 minutes, because I am calling my prospect Joe Smith? He is one of the people on my list, I believe some of his wants and needs (hot buttons) are……” THEN CALL YOUR GUEST/CONTACT After the person in your up line agrees, hang up & call Joe Smith. Your job is simply to be a good listener by using the acronym F.O.R. F stands for Family O stands for Occupation R stands for Recreation When you call Joe Smith begin the conversation by asking about HIM. It‟s all about Joe Smith. Example: First you‟ll ask about FAMILY: Begin by asking Joe, “Hey Joe, what‟s up”? If he‟s married ask “What‟s goin‟ on with (wife) Angie? How is she”? If Joe has any children ask, “How‟s Billy, has he started T-Ball yet? “How did Savannah do at her dance recital”? Does he have siblings in state or out of the state? Are Joe‟s siblings married with kids? Where did he grow up? Does he still have family there? etc This is how to talk about F (Family). As you are asking questions about family, the most important thing you can do is to be a good listener. It is PARAMOUNT to LISTEN and NOT to speak. Once Joe begins to warm up to talking about his family he will open up to you about his concerns (sometimes it‟s in the form of a complaint or a comment). He may say, “Sara is so tired” or “she wishes she had more time to play with the kids” or “She‟s been working double shifts”. Maybe he‟ll say “It‟s only February & I‟ve already had my 2nd cold this year!” You will want to listen and really hear what is being said. If you feel the Amega Global business could help them with any of their concerns or woes; give them a 1-liner now, as it is the perfect time to tell them about it. (See below for an example of a 1 liner) Next you‟ll talk about OCCUPATION: “How are things at work”? If he works for someone else ask, “What‟s your boss like, is he pretty cool or does he bug the crap outta you”? or LISTEN. “How is Angie‟s work going”?… and LISTEN. You may hear him say some things like this: “My wife‟s real estate business is not going well, it has slowed down”. “My mortgage business is flat because of the falling market”. “My wife is so tired; she‟s been working double shifts”. “They‟ve been laying off at Honeywell and I‟m a little nervous”. “My brother just lost his job and he has 4 kids”. These are obviously needs you can address and help (hot buttons). Remember, a few hours a week with Amega Global can bring relief to someone in financial turmoil. It can save a mortgage, pay for someone‟s college tuition, even eliminate debt and financial stress. Lastly you‟ll talk about RECREATION: You know the people on your Living List of names and numbers so you will likely know what they like to do for fun. So ask questions about what they like to do or “What would they like to do if time and money were not a factor?” “Where have you always wanted to go or what have you always dreamed of doing that it has never been the right time for”? This opens up a great conversation where you can learn about their dreams; something important/fun to learn & know. Learn their dreams & you‟re now a master networker. “I know you all ski, did you make it to Aspen this winter?” He may say something like, “We didn‟t go this year because airline prices were so high” Or, “we didn‟t get up the mountain „cause gas is so expensive”. Perhaps he‟s always “dreamed of going overseas for a summer” but can‟t. Again, these are some more issues for which you have a perfect solution (more hot buttons) you are listening for… because you know by sharing the Amega Global Business you may really be able to help your friend. 1- LINERS The next thing you‟ll do is give them one line to interest them in what you are offering. The one line should be based upon their own needs what you found out by being a good listener in the 5 minute conversation you just had with them; what you heard as you used F.O.R. It could sound something like this: 1. “Dude that sucks you couldn‟t even ski this year because of the economy. That‟s not what life is supposed to be like…… I have the perfect solution for you……. I‟ve come across an idea where we can create a passive income that is recession proof- Earn some extra cash- Earn and extra $500 to $1000 per week (pause) They will ask you “what is that?” (at this point you should do a 3-way) Your answer is: “Zero Point Field Energy” “They will most likely say no” This is proprietary fusion technology with 15 years of research applying the principles of Quantum Physics and Quantum Mechanics. The Bio energy field can access Zero Point Life Force Energy and restore energy deficiency, bringing the Mental, emotional physical and spiritual aspects into harmony... Let‟ get you on the call 2. “That sucks, no one should have to work double shifts”. “I know how much you both love spending time with the kids; that has to be killing you both”. “That‟s what you live for, right”? You know, I I‟ve come across an idea where we can create a passive income that is recession proof- Earn some extra cash- Earn and extra $500 to $1000 per week (pause) They will ask you “what is that?” (at this point you should do a 3-way) Your answer is: “Zero Point Field Energy” “They will most likely say no” This is proprietary fusion technology with 15 years of research applying the principles of Quantum Physics and Quantum Mechanics. The Bio energy field can access Zero Point Life Force Energy and restore energy deficiency, bringing the Mental, emotional physical and spiritual aspects into harmony... Let‟ get you on the call -OR- 3. “Dude that sucks you couldn‟t even ski this year because of the economy That‟s not what life is supposed to be like…… I have the perfect solution for you……. I‟ve been working on a very part time project, that within a couple of months, you will have the opportunity to earn big income… and an actual portion of the company‟s profits… each month… for the rest of the your life. I have already had tremendous success with it. Can I tell you a little bit about it? (at this point you should do a 3-way) In no way should your 1-liner include the words: network marketing, business opportunity, CONTROL YOURSELF – THE HARDEST PART Now, the 50 people on your list… 99% of them, after hearing your 1-liner based on their needs, will say, “YEAH!” Or “What is it all about?” Now this is going to be the hardest job. You must control yourself. You are NOT going to want to tell them anything until they have been on a call. What you want to do is keep yourself out of the equation (stay dumb or unknowledgeable for as long as possible). Now, I don‟t want this to be offensive to anybody. We keep ourselves dumb every day and always use our up line to deliver the MESSAGE to our guests/prospects. Don‟t worry; we know you are excited; you will get your opportunity to deliver this exciting message in the near future. (See below) IF YOU ARE ASKED WHAT‟S IT ALL ABOUT Say something like, “Ya know what Joe this company just launched 12 weeks ago, so I‟m gonna put my buddy on the phone (Warren, Jeff, or Pam) right now, he/she is someone I trust and have tremendous respect for, she/he‟s one of the top guys in the company and in 5 minutes he can give you information about it to see if it resonates with you. It‟s amazing… hang on a second” (now you place Joe on hold. Dial your buddy (your business partner up line). So you are letting them know they are only going to be on the phone for 5 minutes (they are safe) and your “good friend” or “buddy” (Credibility with your friend) who (you trust and respect) is one of the top guys (Credibility) is going to join you on the phone. I recommend refraining from calling your buddy, (Your up line or senior partner, etc.) INTRODUCE YOUR GUEST TO YOUR UP LINE Now 3-way your up line onto the phone and say, “Hey, (Warren or Pam), Joe is on the line with us. I wanted you to meet him over the phone because Joe was just saying he‟d like to retire his wife from double shifts”. INTRODUCE YOUR UP LINE TO YOUR GUEST “Joe this is (Warren, or Pam), he‟s a great guy and good friend of mine. And edify your business partner/up line by saying something like this, “He actually works with this amazing company and he‟s one of the top guys”. YOU ARE THE MESSENGER NOT THE MESSAGE (YOU‟RE CUPID) And you‟re done…. your up-line takes it from there. You are the messenger never the message. The moment you call someone or talk to someone you are training them. 3-way call everyone and they will learn this business is: simple, doesn‟t take much time, they can do it from home, they don‟t have to know it all, & they don‟t sell… because the answers come from someone else who you call onto the line. 3way calls handle the top objections: too busy, no time, & I can‟t sell. THE MESSAGE COMES FROM SOMEONE ELSE Now what your up line is going to do is use the acronym FORM The FOR is what you just did but they will add M the Message So your (up-line) is now going to warm up the conversation with Joe and ask him about his family, his spouse, children, his occupation and what he likes to do for fun. After he does this he will know how to best help Joe (he will have learned about MORE needs/hot Buttons). Your upline will also talk about himself (his F.O.R.), establishing mutual likes & similarities, and he‟ll develop a rapport. Then (Your 3-way partner) will share the Message. The message is going to be 5 minutes about Amega Global. “MOVIE” PREVIEW (Network marketing is the “climax” & isn‟t discussed) The upline‟s job is to just create curiosity… enough to get your guest to go to a presentation (live or webinar) or live phone call. This is usually done by sharing a brief 5 minute conversation about Zero Point Field. How timing of THIS company allows US to earn 80% of revenue. The up line will share 1 of the many ways that the company pays. Then with all the information provided within these 5 minutes… we feel enough curiosity has been created that they can now be invited to the next live presentation or conference call. Example: Now your up-line will say, “Well Joe given that you are interested in retiring your wife from double shifts… I know you are quite interested in Amega Global. …. ….. “What I want to do is invite you to a get together tomorrow night. I want you to be my guest. I am going to be showcasing Zero Point Field, its leadership, and the most generous plan in the history of this business model. At this 45 minute overview you‟ll experience Zero Point Field Energy first hand. Whatever you have going on, I want you to clear your schedule and I want you to make it to this event. I want to shake your hand and put a face to your name. Can you clear your schedule and make it with me tomorrow night?” Answer: “Yes, I can make it.” (This is your first green light) “Great, now let me ask you, is there anything, any type of emergency that could come up and get in the way of you showing up tomorrow night? The reason I am asking is I am going to carve out some time so we can meet face to face. I just want to get a clear commitment because my time is extremely valuable and I‟m sure yours is too. So are you definitely committed to being there tomorrow night? Answer: Yes, I‟ll definitely be there. (This is your 2nd green light) “Awesome, then I look forward to meeting you. Let me ask you, “Will you be bringing your spouse with you”? The reason I ask is that I want to make sure there are enough seats and that we have enough samples for everyone who gets an invitation for tomorrow night. I am going to recommend that you arrive about 15-20 minutes early because what we have been experiencing is every time we get together that there is standing room only. So you‟re totally committed? Answer: “Yeah, I‟m committed. (3rd green light or THE TRIPLE CLOSE) Awesome, I wanna respect your time so I will see you both, tomorrow night. Thanks for sharing your time with me on the phone tonight. Bye, bye. (And I hang up the phone even before they say, “Goodbye”. Once the guest makes a commitment to attend the next event the up line gets off the phone. You will not want to say anything more (do not to badger or ask for the commitment again, as it could infer you do not trust your friend‟s word). Do not oversell, instead…DO NOT SCREW UP WHAT YOUR UPLINE JUST DID FOR YOU!! GIVE A QUICK 1 MINUTE CLOSE and say, “Joe, I appreciate you getting on the phone with my friend (Up line) and I will see you Thursday night. Cool, I‟ll see ya then. Bye-bye”. Even when you talk to someone you are very close with much of the time when they say they will look at this opportunity with you they never show. (Follow this procedure and you will have a massive increase in your results of getting prospects to the opportunity meetings). 5. TRAINING – WHEN YOU DELIVER THE MESSAGE: As you facilitate each 3-way call (for everyone on your list of 50): Your only responsibility is to listen to your up-line deliver the MESSAGE, handle any objections or questions, and invite to the meeting. This is the training process. The more 3-way calls you do the better trained you will be & you‟ll be able to do it in your sleep. Eventually you will have team members in your down line. Your team members will call YOU and YOU will be the business partner/up line. YOU will now have the opportunity to deliver the MESSAGE. With this system, duplication (& Maddison Ave Advertizing) will occur. YOUR UP LINE HANDLES QUESTIONS &/OR OBJECTIONS Occasionally during the 3-way call or after the prosperity meeting your guest may have a question or an objection. You will know how to handle all objections if they come up, because you will hear your up line handle them (take notes if you‟re on a 3-way). 6. CONFIRM Then we strongly encourage you call your guest the day of the presentation and leave a voicemail drop to remind the person of the meeting. “Hey Joe, I‟m calling to confirm your spot at the presentation tonight. Are you bringing a guest or will you be solo? I want to bring enough samples for everyone. See you tonight at 6:45 PM!” 7. DURING THE MEETING Sit with your guest & offer them a sample. After the meeting, walk your guest over to the person who did the 3- way (put a face with the voice). Allow your up line (any up line will do) to answer questions & handle objections before you exit with your guest. For those guests who choose to begin their own Amega Global business, we can process their order info for you, give them homework (their list of 50 & learning to do a 3-way call) & schedule 3-way training within 48 hours. We will help YOU enroll them onto YOUR team via the web. Congratulations! If you get a lot of questions, it is because you ARE NOT following the script. Go ahead and keep doing it your way and keep getting poor results. When you are ready to be coachable, we will sit down with you and help you change your life. I am just being very real. I have coached thousands of people and I have had tremendous results with this system. IT WORKS!! Do you want to know what the toughest part is for most people? It‟s the first 3 Way call! Big deal if you‟re timid or scared. So fall on your face, get the first one out of the way get up, and now, LET‟S GET TO WORK!! HANDELING OBJECTIONS We have found there are always four common objections. All objections are handled by your up line and almost all are handled by using “Feel, felt, found.” I‟M NOT A SALES PERSON 1. “Joe, I understand exactly how you FEEL. Others have FELT the same way and this is what they FOUND….. (This let‟s them know you hear their concern & relate to it) It‟s actually just about being a good listener, asking about your friend‟s lives, and IF there is a need…. Putting them in touch with a partner who offers information. There is No selling. 2. “I understand how you feel. The great part is we never sell. I felt the same way because I am not a sales person either, I am a (chiropractor, office mgr, hairdresser, etc). & this is what I have found… they don‟t want sales people! Jeff didn‟t do any type of sales during our 3-way call. And during the presentation they simply offer a business. Others in the company offer & share information about the opportunity” I‟M TOO BUSY NOT ENOUGH TIME “I understand exactly how you feel, I felt the same way (running a busy office) but you know what I found… I just put a couple hours per week into this by making 3… 10- minute… 3-way calls a day. If you can do that… they will help you reach 7 Star. People are extremely successful with this opportunity and are earning a substantial amount of extra money by just putting in a couple hours per week. NOT ENOUGH MONEY Cost does not come up on the 3-way call because we never discuss money. If someone does ask the question, “is there a fee to get started?” We say, “All that will be discussed at the meeting and you can be part of this organization for as low as $50.” As they see the value at the overview they join, as 90% of us do, at the $1,500 level. IS THIS A PYRAMID/NETWORK MARKETING (do not use feel, felt, found) This rarely comes up on the 3-way call as we do not mention network marketing. If it comes up at an overview it‟s best to determine why they are asking this question. Again be a good listener. Do not assume why they are asking this question. Instead of Feel, Felt, Found, with THIS objection we say: “Joe, you obviously have a good reason for saying that. Do you mind if I ask what that is?” Allow Joe to express exactly what it is he‟s trying to say. 9 times out of 10 they‟re version is nothing like what Amega Global offers. Answer their specific concern only. A Pyramid scheme: a company operating without a product… Our product is endorsed by the Tiger Woods of Natural Medicine, The Chopra Center. We surpassed Coke Zero is sales in our pre-launch. This is very real. Or if this matches their specific concern share this: Corporate America is more pyramid-like. No one earns more than the person at the top. Here at Amega Global we‟re paid in direct proportion to how many people we reach & help achieve success. It‟s great working with people you care for. Depending on your level of experience in business/life, you may have a level of understanding as to why we do it this way. If your experience with people (or marketing) is not extensive, I suggest trusting those who‟ve gone before you & who‟ve learned through trial/error. This is EXACTLY what the professionals do. Even 10 stars “stay dumb” when they have a prospect on the phone. & use the 3-way call. See you all at the top. Call your up line for a 30-minute training and schedule a time to make 3-way inviting calls. Your success will be based on # of 3-ways you do. It will be fun and you‟ll enjoy quick success, we promise!
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