If you were going to learn how to do ANYTHING, wouldn’t you want instructions from someone who had proven knowledge and expertise about that topic?
Unfortunately many of us get into Networking and insist on doing things our own way, when there’s a vast supply of knowledge and information available, much of it FREE, from SUPER-STARS in the industry.
Some of the names that pop up off the top of my head – in no particular order – include: Randy Gage, Michael Clouse, Jim Rohn, Doug Firebaugh, Michael Oliver, Hilton Johnson, Tom Wood, John Milton Fogg, Tom “Big Al” Schreiter, and others.
If you don’t recognize at least a couple of those names, you probably have not done enough research on the industry.
None of us will be impressed by EVERYTHING any of the ‘experts’ have to say, but we can all learn SOMETHING from every one of them.
I’ve never been much of a fan of “Big Al”. But I attended one of his seminars recently and got some great information!
According to him, prospects only care about THREE THINGS:
- Who YOU ARE…
- What YOU SAY…
- What YOU DO!
That’s why one person can call the same lead list and have great results, and another person can call the same people and have horrible results.
The GOOD NEWS is we can all learn to get better.
People are attracted to people who have something to offer THEM.
What is your POSTURE when you reach someone on the phone? If you are PERCEIVED as someone without much to offer, people will not be attracted to YOU, no matter how great your business might be.
CLUE: Who would you rather do business with? – someone you like or someone you dislike? And who would you normally like more, someone who asks questions and takes a SINCERE interest in you, or someone who rambles on about themselves or their ‘opportunity’?
Posture is also why many people have problems in their ‘warm market’. People you know may not PERCEIVE you as someone who can help with their financial situation, if they already know yours is in disarray.
The good thing about contacting strangers, is they have no pre-conceived notion of WHO YOU ARE. But that’s why WHAT YOU SAY, is so IMPORTANT!
In fact according to “Big Al”, your “opening line” is 99% of your key to success! He claims if your opening is good, it doesn’t matter how bad your ‘presentation’ is. People will join. But if your opening is bad, it doesn’t matter how good your presentation is. People will not join.
This ONE THING was an eye-opener for me. And I’ll be working diligently to improve in that area. You either attract people initially and arouse their curiosity, or they “tune you out” – even if they will ‘politely’ listen to you.
I’ve thrown a few ideas together below. You may come up with some much better. No two people will react the same to any one ‘line’. But if you’ve listened to them first, or know something about them, you can improve your results by tailoring your statement to something you know is of interest to THEM.
Instead of “I’m so-and-so from XYZ company and I called to see if you’re interested in a business opportunity”… B-O-R-I-NG… 🙁 🙁
I show people how to…
If those are too flamboyant for you, come up with something you can get comfortable with that will pique someone’s curiosity or interest. You want them leaning forward on the edge of their chair, not sitting back with their arms folded across their chest.
And try to have some FUN! 🙂
What are the PERSONAL BENEFITS our business and products offer?
What is the initial ‘offer’ or ‘opening line’ you use right now?
How would you react if someone said the same thing to you?
Once you find something that works, don’t change! But if what you’re doing isn’t working, try to figure out something better.