In this article I am going to give you the EXACT script and
technique I used to personally set 30-40 cold market 1 on
1appointments per week!
I was only 19 when I started my very first network
marketing business. Because I had relatively few contacts
business or otherwise I was forced out into the cold market
very early.
I've done some crazy stuff to build my business. I've done
everything from buying leads, spending thousands of dollars
on a subscription to Monster Jobs to call resumes, standing
around at gas stations, paying people to stand around at
colleges with clipboards to collect numbers, placing
advertisements, getting kicked out of Starbucks & Barnes
and Noble for pestering customers and finally my favorite
method - cold calling business cards.
I am going to give you guys the exact process and script so
that you too can set endless appointments. If you want to
see this call in action live on YouTube just scroll down
and read my signature.
I'm not going to put a lot of fluffer junk in here like
"always remember to smile when making calls" or "stand up
and be positive". I'm going to get straight to the good
stuff.
Here are the steps you need to take:
1. Collect business cards by either asking friends or
getting someone to go into your target markets offices and
just collecting them in person. For example when I was
doing this I had my girlfriend go to all the real estate,
mortgage and title companies in our city and collect
business cards for a month straight. I had over 2,000
business cards to call!
2. Make yourself a very good follow up system. The fortunes
in the follow up. Do NOT start making calls and diving into
this without a great follow up and tracking system. I will
have a video of this up very soon.
3. Always have your script, objection sheet and calendar in
front of you.
Ok here it is. The actual script that allowed me to set as
many appointments as I wanted on demand. To some of you
this may seem too simple and you're right IT IS! That's why
its so effective.
Ring ring ring…
Prospect: Hi, this is Jim
Me: Hey Jim this is Jake Hyten, I have your business card
here it was referred to me by a friend, you got a quick
second?
Prospect: Sure
Me: Well listen, my business partners and I are expanding a
company out of the east coast here into California and
we're looking for business professionals to partner up with
and are you still with ABC mortgage company?
Prospect: Yes I am.
Me: Ok, well outside of ABC do you keep your options open?
Prospect: Always
Me: Ok, do you live in the Rancho area? Good well I'll be
in that area tomorrow and Monday (always pick two
consecutive days) how do you look tomorrow morning or does
the afternoon typically work better for ya?
Prospect: Morning is good
Me: Ok let's see here, ok you know where that Starbucks is
on the corner of Foothill and Haven is right? Let's get
together there at 9am for about 15 minutes, you can buy me
a coffee (obviously in a kidding tone).
In the beginning you are going to get a lot of objections
but gradually you will be able to overcome them and just
set the appointment.
Notice a very important part in the above script. Almost
every sentence of mine is a question. This is extremely
important. We all know the person asking the questions
controls the direction of the conversation.
Here are what your numbers should look like. In the very
beginning from people that I have personally trained you
should be able to set appointments with 30-40% of the
people you talk to but once you get it down you should be
able to set 80% with almost zero objections. Usually the
only question I get is how I got their card. Extremely
Important Tips:
1. Always sound relaxed like he is your buddy on the phone
2. Do not answer his questions with a direct answer. If he
asks you a question answer it and follow it up with another
question that brings the conversation back to where you
want which is setting the appointment (you can see examples
of this on my youtube videos and myspace)
3. When you are in the part of the script where you are
setting the appointment if you get asked questions always
follow it up by re-closing for the appointment. Do not
expect the prospect to just say "yes lets meet" you need to
guide him to the appointment with your questions and
statements.
Well guys although this is very simple it is very
effective. If you aren't afraid of the phone and are wiling
to jump on and hear the no's you will be on your way to
setting as many appointments as you need!
The most important part is to just get started. Collect
some junk business cards of people who you wouldn't be
nervous to call to practice on.
----------------------------------------------------
Check out my MySpace & see how I use Web 2.0 to recruit for
my mlm business and get prospects to call ME interested in
my business and how I NEVER again make cold calls, use the
3 foot rule, buy leads or advertise!
http://www.myspace.com/mlmvideopro
