Talking to People
APPROACH
The only purpose of your call is to get an appointment to have your prospect listen to a full Kyani presentation, either in person or by phone. Before you make your phone calls, be sure you’re in a positive mood. People will sense your enthusiasm and excitement First, set the time you plan to be on the phone with your contact. Example: “I’m on the way out to an appointment.... but I really wanted to call you...do you have a quick minute to talk...” Second, follow the 5 C’s:
COMPLIMENT A sincere compliment starts the conversation on a friendly tone.
CREATE CURIOSITY Don’t satisfy it! Curiosity is why they want to meet you. They want to know what you have.
CONTROL the conversation, time and questions. He who asks the questions leads the conversation. Tell them you have to go to that appointment. Answer only the questions they ask. Let them know its very visual and can not be explained over the phone.
COMMITMENT Be specific as to where and when. Let them know your time is valuable. Tell them it’s OK to say No, but not to cancel at the last minute.
CONFIRM “Our appointment is 7:30 Monday night at your house... I just wrote that in my calendar, have you? If anything major should come up and cause you to cancel, please call me ASAP so I can re-book elsewhere. See you on Monday.”
REMEMBER: Everyone we know and meet will eventually hear about Kyani. Will it be from you or someone else?
SAMPLE APPROACHES
Direct Approach
Call up people you know with a straightforward direct approach.
“Hey Kyle, are you and Melissa home tonight? Great! Put on the coffee, I’m coming over!”
Time, Time , Why?
This is also a fairly direct approach. Make sure you use strong posture and sound like you are in a hurry when you talk to folks.
“Hey Bill, I’ve only got a minute and I know you’re busy too (1st Time - create urgency – don’t have time to talk) but what’s your afternoon like on Thursday...do you have time for a quick coffee? (2nd Time – sets the appointment) Great ! Let’s say around 2:30 at that coffee shop by your place....sound good to you ? I’m really looking forward to seeing you and I’ve got a great business idea I want to bounce off you” (Tell them why you want to get together)
The Help Approach
You can use this with almost anyone including strangers. It’s really good for business acquaintances.
“Hello Bill, it’s _________ calling. How are things going today? I know you’re very busy but I was wondering if you could help me out with something? I’m looking for some good people to help me expand my business and I thought you might know someone that would be exactly what I’m looking for. Could I buy you a coffee and show you a little about my business and the type of person I’m looking for...I’d really appreciate any help you could give me.”
When someone raises an objection: “that sounds like Amway” or “I have no time”, take a deep breath and say “I understand, I thought so too. Just give me 30 minutes. I promise I won’t waste your time. Just take a look and judge for yourself. Fair enough?”
If you ever get three no’s in a row, STOP and move to NEXT. If anyone ever says, “that doesn’t sound like something I’d like to see”, you’ve probably said too much!
"THE WORDS"
- I want to talk to you about a great business idea
- It makes total sense
- There is no investment or risk involved
- There is no selling of products
- You can add $20-30,000 to your income in the next year
- When can you spend 30-40 minutes with me to take a look at it...
CHOICE CLOSE: Which day is better - Monday or Wednesday?
- It’s visual; you need to see it to get it
- I promise I won’t waste your time
- Just take a look and judge it for yourself, FAIR ENOUGH?
CHOICE CLOSE: Which day is better - Monday or Wednesday?
- I understand how you feel
- I was concerned about that myself, but let’s just do this
- Let’s get together for quick visit
- I’ll bounce some of the highlights off you
- If you still think (objection) Then don’t do it, FAIR ENOUGH?
CHOICE CLOSE: Which day is better - Monday or Wednesday?
A BUSINESS APPROACH
"If I could show you something that makes complete sense, that doesn’t involve any risk but could make you the same or more than what you are earning working from home, is that something you’d be interested in hearing more about?"
"If I could show you something that makes complete sense, that doesn’t involve any risk but could make you the same or more than what you are earning working from home, is that something you’d be interested in hearing more about?"
