Here is a recent question I received from an AmeriPlan® Recruiter who is having difficulty closing the sale.
Q: Bill, I close a lot of deals, but people never have the money. They tell me to call back and I do exactly when they say but they never have the money. I call and call and they don’t answer, or they say I don’t have the money. This is my biggest issue. I can sell. The other day I closed on one, while she was out shopping and the credit card didn’t go through. Tried everything. Told her I needed another card because every address she gave it didn’t work. Ask for a new card, and she said I will give to you when I get home. Can’t get her by phone. She wont answer. So what am I doing wrong.
A: One of the best things you can do for yourself when recruiting MLM distributors, is to pre-qualify them at the beginning of the call. Back in 2003 on the MLM Cruise in the Carribean, I had the pleasure of sitting in on a presentation by Hilton Johnson of MLMU.com.
In the years since, I have adapted and used Hilton’s Qualifier Script to qualify prospective business partners before the presentation. Here are some of the main questions, you need to have answered before you devote your valuable time to presenting your MLM Program.
1) For you to earn any significant money with my company,
you will need to devote at least 7-10 hours a week,
consistently, including weekends. If everything else
meets your approval with this business, could you do that?
2) This is NOT a business where you have to do any aggressive
selling. This is a business, however, where we are working
with people…let me ask you this, do you enjoy working with
people?
3) Our company has a system with a training program, that will
give you every advantage possible to be successful in this
business. Let me ask you %%FIRST_NAME%%, are you good
at following instructions?
4) Anytime you own your own business you have what we call
startup costs. With my company, to get started properly, the
cost is ($XX.00). If everything else meets your needs does that fit
within your budget?
If at any point your prospect does not qualify, you may want to thank them for their time and go on to the next call. If it a money issue, find out when they would have the money to get started. If you are using SimpleAsABC.comyou can add this and other scripts to your message library, by adding User: 11061470 pswd:281079 to your message library.
Setting a followup appointment:If you have to setup a followup appointment, be sure to let the the prospect know what to expect on the followup call. Ask them to write the appointment on their calandar. Then firm up the appointment, by saying %FirstName%, I value your time as well as my own. Can I rely on you to keep this appointment. YES/NO Here is a good three srikes your out phone script to print out and use on the followup calls. It has been used by many Network Marketers and let’s your prospects know you are serious about your business.
Bill Simms
AmeriPlan®
National Trainer
425-320-1284