• Registered: 2009-08-28
  • Posts: 104

Topic: How to close a referral when you dont know what to say

Hey guys really quickly I want to tell you guys about how to close a referral! I got these ideas from a video I saw on the internet but I wanted to share it with you guys. Sometimes we are talking to someone about the business and we just dont know what to say! Like we show them a video, or have them read a blog post, and both people are sitting there thinking "ok what now?"

Well there is a lot of power in asking questions. It gets the referrals mind working and it gets the dialog to continue. Here are some 4 basic things to do after introducing them to this program and they show interest in it:

1. How much money will you have to earn each month for this business to be worth it to you?
       
        *This gets the numbers in their mind. It gets them thinking about the benefits of having an online business and such. So when they tell you their answer you respond:::

2. Okay, so how many hours per week are you willing to put in to getting that monthly income? (the answer they said above)
       
        *If they give a ridiculous number like "I want to put 1 hr/week and make $10,000/month" Then you have to tell them to rearrange those numbers to make it more reasonable. Then you follow up by saying:::

3. Ok, so if i can show you how to make (amount from first question) from working X amount of hours per week, would there be any reason why you wouldnt join this business?
       
      * Here is where they will tell you yes or no. If they say yes, then answer ANY questions that they may have about the business. If they keep making up excuses, then quite frankly they might not be ready to start this type of business. And when they say no then you finish it off by saying:

4. Great! Youre in! Congratulations on making a great decision for your financial life. Just go here (provide signup link) and lets start making you some money!
   
       *Now that part 4 is all up to your personality, you can say it any way you want but the main thing you have to do is make it KNOWN that theyre in! They are looking for leadership at that point in time, they need someone to take them through to the next step. And that is where you come in. So guide them by helping them to signup because if you just leave it at that and give them time to "think about it" they normally never come back and show interest in the business. Its just like sales at a mall or swap meet, the customer always says "Oh I'll come back later and buy it" But the fact is that they hardly ever return!

And remember to ALWAYS offer any help you can to them.

So thats what I have for you guys, try it in your conversations and let me know how it works or how you have modified it! smile

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moonstriker88's Website

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  • From: United Kingdom, South East
  • Registered: 2009-08-09
  • Posts: 9

Re: How to close a referral when you dont know what to say

Are you calling your leads using the phone? I am writing this assuming that you are.

Here is where they will tell you yes or no.

People in a selling environment do not reject you (they do not say no). They do one of two things:

They prejudge an opportunity before they ever look at it.
They object because they can't decide.

would there be any reason why you wouldnt join this business?

you never ask them why they wouldn't join the business, this will bring them into the logical part of their brain that will come up with an objection or a reason why they can't get started with you.

Great! Youre in! Congratulations on making a great decision for your financial life. Just go here (provide signup link) and lets start making you some money!

Don't overpromise and underdeliver, and don't sell them on something they've already bought. People don't like to be sold (they like to buy, though). If you do this, they will be calling and hounding you when they're not an overnight success.

Here's a rough script that might help when you're calling your leads. Try to get away from using a script when you can, and remember that you can never say the wrong thing to the right person.

Hello (lead firstname), my name is (your firstname).
I'm getting back to you because you responded to a website of mine requesting some information on how to successfully build an MLM business.  Have you had a chance to review the websites?

* So Mr. Prospect, Do you have any experience in the network marketing industry? (***Make sure you're using their first name often!***)
* How long have you been in the industry?
* What business are you promoting?
* How have your results been up to this point?
* How are the leads coming?  Offline / Online?  What is your sponsor / company telling you to do to generate leads?
* What are some of your goals in the next year with your business?
* What do you think will be required for you to hit those goals?

Really listen to what they're saying and focus, hear what they mean and not what they say... NO DISTRACTIONS!  Over time you'll learn to hear not just what they're saying, but what they're FEEEEELING!  This is where the critical part of painting the picture comes in.

3 REALLY BIG THINGS TO KEEP IN MIND:

1)  USE YOUR PROSPECT'S NAME OFTEN. THE SWEETEST SOUND TO A HUMAN BEING'S EAR IS THE SOUND OF THEIR OWN NAME!

2)  KEEP THESE INITIAL CONVERSATIONS TO 5-10 MINUTES MAX!  You are a successful business owner and your time is extremely valuable.  Even if you're feeling a connection with your prospect, after 10 minutes say something like...

3)  YOU MUST PAINT A PICTURE FOR YOUR PROSPECTS!
When you paint that beautiful picture for Mr. Prospect and you show him that YOU are the solution to all of his problems, that you hold all the keys to the kingdom.

To summarise, people don't care about your business, they care if you're a leader who can give them value and show them the way.

That's how easy it is guys! ;-)

-Seb

Losing Money In ACME? Create Profit From The 95% Who Won't Join Your ACME Downline
Connect With Seb On His Official Blog

SeBrantigan's Website

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  • From: Chicago
  • Registered: 2009-07-01
  • Posts: 827

Re: How to close a referral when you dont know what to say

SeBrantigan wrote:

Are you calling your leads using the phone? I am writing this assuming that you are.

Here is where they will tell you yes or no.

People in a selling environment do not reject you (they do not say no). They do one of two things:

They prejudge an opportunity before they ever look at it.
They object because they can't decide.

would there be any reason why you wouldnt join this business?

you never ask them why they wouldn't join the business, this will bring them into the logical part of their brain that will come up with an objection or a reason why they can't get started with you.

Great! Youre in! Congratulations on making a great decision for your financial life. Just go here (provide signup link) and lets start making you some money!

Don't overpromise and underdeliver, and don't sell them on something they've already bought. People don't like to be sold (they like to buy, though). If you do this, they will be calling and hounding you when they're not an overnight success.

Here's a rough script that might help when you're calling your leads. Try to get away from using a script when you can, and remember that you can never say the wrong thing to the right person.

Hello (lead firstname), my name is (your firstname).
I'm getting back to you because you responded to a website of mine requesting some information on how to successfully build an MLM business.  Have you had a chance to review the websites?

* So Mr. Prospect, Do you have any experience in the network marketing industry? (***Make sure you're using their first name often!***)
* How long have you been in the industry?
* What business are you promoting?
* How have your results been up to this point?
* How are the leads coming?  Offline / Online?  What is your sponsor / company telling you to do to generate leads?
* What are some of your goals in the next year with your business?
* What do you think will be required for you to hit those goals?

Really listen to what they're saying and focus, hear what they mean and not what they say... NO DISTRACTIONS!  Over time you'll learn to hear not just what they're saying, but what they're FEEEEELING!  This is where the critical part of painting the picture comes in.

3 REALLY BIG THINGS TO KEEP IN MIND:

1)  USE YOUR PROSPECT'S NAME OFTEN. THE SWEETEST SOUND TO A HUMAN BEING'S EAR IS THE SOUND OF THEIR OWN NAME!

2)  KEEP THESE INITIAL CONVERSATIONS TO 5-10 MINUTES MAX!  You are a successful business owner and your time is extremely valuable.  Even if you're feeling a connection with your prospect, after 10 minutes say something like...

3)  YOU MUST PAINT A PICTURE FOR YOUR PROSPECTS!
When you paint that beautiful picture for Mr. Prospect and you show him that YOU are the solution to all of his problems, that you hold all the keys to the kingdom.

To summarise, people don't care about your business, they care if you're a leader who can give them value and show them the way.

That's how easy it is guys! ;-)

-Seb

Nice! That was some text book "Sedrick Harris" prospecting.

My Walleye Fishing Tips
How to make money working online

joseph1's Website

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  • From: London
  • Registered: 2009-06-15
  • Posts: 330

Re: How to close a referral when you dont know what to say

The questions you have made to bring the quality which is an awesome technique and I do also follow this technique to bring out my quality and tell them that is a business not a program.

What I am worried that if we ask too much question to them will they feel like harassment or something like. He/she will thing that this person is keep on asking me questions and questions so may be he will feel bad and will not join in the program. Just thinking about the question and I think we need to split test it

Thanks for sharing it.
Alam

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Make Money Online Blog | Make Money Online Affiliate

alamest's Website

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  • From: United Kingdom, South East
  • Registered: 2009-08-09
  • Posts: 9

Re: How to close a referral when you dont know what to say

joseph1 wrote:
SeBrantigan wrote:

Are you calling your leads using the phone? I am writing this assuming that you are.

Here is where they will tell you yes or no.

People in a selling environment do not reject you (they do not say no). They do one of two things:

They prejudge an opportunity before they ever look at it.
They object because they can't decide.

would there be any reason why you wouldnt join this business?

you never ask them why they wouldn't join the business, this will bring them into the logical part of their brain that will come up with an objection or a reason why they can't get started with you.

Great! Youre in! Congratulations on making a great decision for your financial life. Just go here (provide signup link) and lets start making you some money!

Don't overpromise and underdeliver, and don't sell them on something they've already bought. People don't like to be sold (they like to buy, though). If you do this, they will be calling and hounding you when they're not an overnight success.

Here's a rough script that might help when you're calling your leads. Try to get away from using a script when you can, and remember that you can never say the wrong thing to the right person.

Hello (lead firstname), my name is (your firstname).
I'm getting back to you because you responded to a website of mine requesting some information on how to successfully build an MLM business.  Have you had a chance to review the websites?

* So Mr. Prospect, Do you have any experience in the network marketing industry? (***Make sure you're using their first name often!***)
* How long have you been in the industry?
* What business are you promoting?
* How have your results been up to this point?
* How are the leads coming?  Offline / Online?  What is your sponsor / company telling you to do to generate leads?
* What are some of your goals in the next year with your business?
* What do you think will be required for you to hit those goals?

Really listen to what they're saying and focus, hear what they mean and not what they say... NO DISTRACTIONS!  Over time you'll learn to hear not just what they're saying, but what they're FEEEEELING!  This is where the critical part of painting the picture comes in.

3 REALLY BIG THINGS TO KEEP IN MIND:

1)  USE YOUR PROSPECT'S NAME OFTEN. THE SWEETEST SOUND TO A HUMAN BEING'S EAR IS THE SOUND OF THEIR OWN NAME!

2)  KEEP THESE INITIAL CONVERSATIONS TO 5-10 MINUTES MAX!  You are a successful business owner and your time is extremely valuable.  Even if you're feeling a connection with your prospect, after 10 minutes say something like...

3)  YOU MUST PAINT A PICTURE FOR YOUR PROSPECTS!
When you paint that beautiful picture for Mr. Prospect and you show him that YOU are the solution to all of his problems, that you hold all the keys to the kingdom.

To summarise, people don't care about your business, they care if you're a leader who can give them value and show them the way.

That's how easy it is guys! ;-)

-Seb

Nice! That was some text book "Cedrick Harris" prospecting.

I wrote some of it myself, I promise wink

Losing Money In ACME? Create Profit From The 95% Who Won't Join Your ACME Downline
Connect With Seb On His Official Blog

SeBrantigan's Website

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  • Registered: 2009-06-12
  • Posts: 247

Re: How to close a referral when you dont know what to say

Be thankful by recognizing and verifying each and every uniquely stated objection.  Translating to interested and/or  please, provide more information.  With economic transitions as thousands of firms close shop, or leaders of industries out-sourcing technology to  India, which is equivalent to the uniqueness of out-sourcing cinema to Bollywood or vise versa to the USA.    Inotherwords...

Show your referral how success is achieved by using the referral system through Acme, and how this is done successfully through India, by  using the Acme System which is made in the USA.   

Skyrocketing unemployment affects everyone who are seeking new approaches to generating income,  or putting food on the table.  This also means mega tax savings by operating a mom&pops Home Based Business.   

Cheers

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