I hope that you are ready for Day 3 of our ‘8 Days To MLM Sales’ training series. Before we get started with today’s MLM training, I want to make sure that you have completed day 1, where you identified your MLM product and day 2, where you identified your target market. It’s important that you complete those two tasks before you start on day 3.
Today we are going to create a prospecting script for your MLM business. I’ve said it before but I will say it again. All of the heavy hitters, the top dogs, the leaders that get to walk across stage at the conferences all use scripts. They may not admit to it but if you listen to their spiel, you will notice that they say pretty much the same thing every time they are prospecting. That’s because they developed a script and memorized it so that it comes out sounding naturally. No, the Bid Dog network marketers aren’t all born sounding smooth. Most, it not all of them had to learn just like everyone else how to create a prospecting script that will increase your MLM sales.
The Purpose Of A Prospecting Script
When you are prospecting, especially on the telephone, you have maybe 15 seconds to get your prospect’s attention and you rarely if ever get a second chance. “Winging it” is dicey and often doesn’t work. Whereas, having a prospecting script, knowing what you want to say works better.
Having a well put together prospecting script in front of you when you pick up the phone looking for people to buy your MLM products or services will guide you to say what you want to say, precisely and in as few words as possible, yet it still gives you the room to maneuver. This is one of the keys to getting MLM sales. To make sales you have to be able to communicate with your prospects and if you have already crafted a message, you can focus on delivering that message to your prospect.
The best reason to have a prospecting script is it helps you to sort, not convince, your prospects. Let’s say you have a lead list of 500 names and phone numbers of people that you have identified to be your target market. This list of names is at the top of your marketing funnel in order to sort through them as quickly as possible, you want to have a prospecting script. MLM sales happen in stages.
Four Stages To MLM Sales
There is an acronym used in sales “AIDA” and it is used in creating powerful and effective marketing exchanges. AIDA stands for:
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Attention – you must first get your prospect’s attention.
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Interest – once you have your prospect’s attention, you have to get their interest
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Desire – once your prospect is interested, the next step is to offer them something they want or desire.
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Action – the last step is to get your prospect to take action.
You have to have someone’s attention before you can hold their interest long enough to create the desire in order to get your prospect to take action. In addition to these stages there are also 5 components to every marketing transaction. They are:
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Introduction – you have to introduce yourself to your prospect.
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Offer – you have to offer them something.
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Value – your offer has to have value to the prospect.
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Benefit – there has to be a benefit to the prospect.
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Close – get you prospect to take action.
When you put together “AIDA” along with the components to a marketing transation into your prospecting script, you will have something powerful. This is the basis we will use to create our prospecting script.
Creating A Network Marketing Prospecting Script
So, let’s get to it shall we. The following is a break down of a prospecting script that I use:
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Introduction – Hi, this is Amy Howard calling you from North Carolina. I’m giving you a call because I see that you are a fellow network marketer.
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Attention – One of the things I do is help people to expand and explode their network marketing businesses.
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Offer/Desire – If I could show you how to put 20-30 people a week into your MLM business every week, would that be worth 45 minutes of your time to find out how to get that done?
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Value/Benefit – In this case, the prospect has to see the value and the benefit themselves. They have to do the calculations in their head to see what putting that many people into their business every week would mean to them.
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Action/Close – If your prospect sees the value and the benefit, they will say yes and this is where you get them to grab a pen and a piece of paper to take down the information of the presentation that you are about to invite them to.
This is the outline of the script that I use when I get on the phone and I am prospecting for struggling network marketers.
Another MLM Business Example
I know that you probably aren’t in the market for struggling network marketers. You are probably in a different part of the network marketing industry. So, let’s have another example to show you how you can adapt the script that I use to fit your business.
I was talking to a struggling MLM’er in Pre-Paid Legal yesterday. Actually, I had more than one in that MLM company, so let’s use Identity Theft as an example of our product and people that own a home and have credit cards as our target market. Our script may look something like this:
Hello (Prospect)
Hi, my name is Amy Howard and I’m calling you from North Carolina. How are you doing today? One of the things that I do is help people to maintain their good credit. Let me ask you a question, if I could honestly show you how to maintain or even improve your credit score would that be worth 15 minutes of your time to find out how to get that done?
Great, grab a pen and a piece of paper so that I can give you a little information.
What I’m going to do is invite you to a briefing where there will be people from all over the US looking to protect or improve their credit score. You are going to be listing to a credit protection specialist that has truly mastered the art of protecting and improving credit scores. Their using some tools and techniques that seem to be working pretty well and they are going to be sharing with you some tips that you can use right away to protect your good credit.
Now let me have you write down the time of the briefing and the number to call in at that time is:
Great, you’re all set; I look forward to hearing you on the call.
End of script.
Now I haven’t actually used this script because I don’t market Identity Theft so I don’t know how effective it is at actually getting prospects to a presentation. Really the only way to know if your script will work is to use it and test it.
How To Determine If Your MLM Prospecting Script Is Effective
The best way to know if your prospecting script is working is to track the numbers. Talk to at least 100 prospects. Not just any prospect but the actual name of the contact on your lead list. Out of those 100 people that you speak with you want to look for a response rate of 1-3%. I know that seems like a low number but once you have reached that number, you can improve on it.
Start with a prospecting script, track your numbers, don’t make any changes to anything until you have some statistics to form your baseline. If you change things before you have formed your baseline, you won’t know what works and what doesn’t work. Besides, how can you improve your numbers if you don’t know what the numbers are.
I hope that today’s training has helped you to see the value of having a prospecting script. It is essential to have a clear purpose and a reason for calling a prospect. A prospecting script can keep you focused and consistent. You can improve your script over time to increase your conversion rate.
Once you have created your network marketing prospecting script, practice and role play your script, memorize it before you pick up the phone and start your MLM sales venture. By having your script memorized, you can focus on the process and actually listen to your prospect. By listening, you will know if you have someone that is actually interested in what you have or if you are trying to convince them that they need to look at what you have. Prospecting is all about sorting not convincing.
If you find yourself struggling to create a prospecting script to fit your home based business, give me a call or shoot me an email. I am here to help. Until next time, have a great MLM day.
8 Days To MLM Sales
Day 1- Identify Your MLM Product
Day 2 – Identify Your Target Market
Day 4 – Prepare A Presentation That Converts Prospects Into MLM Customers
Day 5 – Create A Closing Script That Eliminates Objections
Day 6 – Warming UP, Why Practice Makes Perfect
Day 7 – Getting Targeted Leads
Day 8 – Putting It All Together For MLM Sale
