8 Days To MLM Sales – Day 3, Create A Prospecting Script

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:

 

  • Attention – you must first get your prospect’s attention.
  • Interest – once you have your prospect’s attention, you have to get their interest
  • Desire – once your prospect is interested, the next step is to offer them something they want or desire.
  • 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:

 

  • Introduction – you have to introduce yourself to your prospect.
  • Offer – you have to offer them something.
  • Value – your offer has to have value to the prospect.
  • Benefit – there has to be a benefit to the prospect.
  • 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:

 

  • 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.
  • Attention – One of the things I do is help people to expand and explode their network marketing businesses.
  • 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?
  • 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.
  • 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 

4 Comments

Amy Howard, June 22nd 2009 | Tags: , , , ,
Posted in "8 Days To MLM Sales" Course

8 Days To MLM Sales – Day 2, Identify Your Target Market

On Day 1 we talked about choosing just one mlm product to market.  If you haven’t decided on just one product, then I urge you to review Day 1.  If you decided on your mlm product, then it’s time to identify your target market.

Why Identifying Your Target Market Is So Important

If you want to be able to get more customers, then it is crucial that you identify who your target market is.  Once you know who you are marketing to, you can better understand them and deliver the greatest value.  You will serve your customers better if you know their specific needs, wants, and desires.  The goal is to really understand who it is that buys your mlm product or uses your mlm service.  If you want to motivate someone into making a purchase, you really need to understand who that person is. 

This step is very important because it will help on Day 3 when we look at creating a prospecting script, Day 4 when we work on creating a presentation, Day 5 when we create a closing script that eliminates objections, and also on Day 7 when we work on getting leads.  So as you can see, identifying your target market is really the key ingredient to the rest of this process.  It doesn’t matter if you are marketing online or offline, you want to know your market inside and out.

Let’s get to it – who is your target market?

It starts with the product that you have chosen.  Take a look at the product, what are the benefits of using the product.  Sit down and list 5-10 benefits that people receive when they use your mlm product or service.  I want you to be as specific as possible.  I want you to take notice that I said to list the “benefits” of your mlm product and not the “features” of your product or service.  There is a difference:

  • A feature is about the components or the functions of your mlm product or service.  For example: let’s say your product is something that helps increase gas mileage and it comes in pill form.  Having the product in pill form is a feature.
  • A benefit is something that your mlm product or service will do for your prospect to somehow offer a solution to a problem.  So if your gas saving product comes in pill form that saves you 30% on every fill up, then you have yourself a benefit.

Now that you are have a list of benefits, it’s time to sit down and see who would enjoy those benefits the most.  That will be your target market.  Now before you say that everyone can benefit by using your mlm product or service, let me just say that you may be right but if you can narrow down your market even just a little, you will spend more time closing sales and less time prospecting.  (Did you catch that – that was a benefit right there)

How To Identify Who Buys Your MLM Products

One thing that you can look at is the demographic and/or statistical data about the people who buy your particular type of product or service.  You may be able to identify a particular age group.  You might know the income, hobbies, or even what magazines they read.  Your product may be best suited for a particular gender (wrinkle cream comes to mind as an example for women only).  Whatever the case, you want to know everything that you can about the typical person that buys your type of mlm product or service.  Do they have a computer, did they go to college, have kids, pets, are they married?  You get the idea.

Okay, so let’s look at our gas saving pill again and our number one benefit is that it can save you as much as 30% on your fuel costs.  We probably don’t want to market to people that drive a hybrid vehicle because they already increased their gas mileage when they bought the car.  We don’t want people that just own a moped or motorcycle either because their tank is so small.  But what if we went to the other end of the scale as far as how big of a gas tank our prospect has.  What if we targeted SUV owners? 

Picture this -  an owner of a SUV goes to the gas station to fill up with gas and because of today’s gas prices, they spend anywhere from 60-100 dollars.  What if you could show them how to put $20-$30 in their pocket every time they went to the gas station?  What if you could show them how to get their gas for free?  Do you think, a few of those prospects might be interested in what you have?

We just identified our target market – SUV owners.

Get To KNOW Your MLM Customers

Once you have identified who your target market is, then it will be easier to get to know who your potential customers are.   I mean really get to KNOW them.

  • What keeps them awake at night?
  • What are their fears?
  • What or who are they angry at?
  • What trends are occurring that will affect their lives?
  • What do they secretly desire the most?
  • Who else is selling something similar your mlm product or service?
  • Who else has tried to sell them something similar, and how did that effort fail?

Once you know the answers to these questions and you can help them with their problems, you will be making more mlm sales than you ever thought possible.  Connecting the mlm product benefits to your prospects wants, needs, and desires is extremely powerful.

I hope this helps you to identify your target market.  It is the critical piece to the network marketing puzzle.   Having taken the time to identify your target market doesn’t mean that your product won’t have people outside of your target market buying your product.  But it does mean that you can focus your attention on the group of people that have proven to be your core customers and build a strong business around that.  You can always expand from that.

If you are still struggling with identifying your market, then please give me a call or send me an email.  I want you to be able to grow your mlm business and I am here to help you.  Until next time, have a great MLM day.

8 Days To MLM Sales

Day 1- Identify Your MLM Product

Day 3 – Create A Prospecting Script
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

6 Comments

Amy Howard, June 12th 2009 | Tags: , , , ,
Posted in "8 Days To MLM Sales" Course

8 Days To MLM Sales-Day 1, Identify Your MLM Product

Because my passion is helping network marketers to grow their business, I talk to many that just aren’t where they would like to be with their home based businesses.   A lot of times I hear that MLM’ers just aren’t getting any kind of support from their upline leaders and sometimes I hear just the opposite.  The marketer is getting all kinds of support but nothing is working for them.  I thought I would give my readers that are struggling in their network marketing business a way to increase the sales of their MLM products or services in just 8 days.

Now I intend to give you enough information so that you can be making sales in as little as 8 days.  Of course, you may take longer (I had a learning curve too) but everything I am going to share with you when put together will help you to sell your MLM products or services.   If you read this and say to yourself that Amy has lost her mind because she is showing you how to make sales using “old school” techniques, then keep reading because everyone has to start somewhere and I would like to see network marketers make more money than they spend.  That’s why I will explain the why and the how of the techniques that I use and teach.   So, let’s get started shall we?

Day 1- Identify What MLM Product You Want To Sell

Most of the MLM companies that we get involved with have more than one product or service.  For example: Pre-Paid Legal has both an Identity Theft protection service as well as a pre-paid legal service.  Now luckily with PPL you really only have to choose between the two MLM services but there are other companies that have dozens to choose from.  Let’s take ACN for example (I have a lot of students in this MLM company) ACN has phone services; VOIP,  Cell Phone, local and long distance plans, and the much wanted Video Phone.  ACN also offers a satilite TV service, a burglar alarm service, and Internet services.  Now that’s a lot of services to choose from.

Luckily for me when I first got started in network marketing, my company only had one product.  However, instead of being taught to market that product, I was taught to push the opportunity.  The thing about trying to sell the opportunity is that there is always a better opportunity.  So, even if you do find someone to join your business, they will leave in about 3 months when they aren’t making the 6-figure income your upline leaders and MLM company said they could be making.

So, how about we actually market the product instead of the opportunity.  Besides, can you really say that you are an expert at making money from home when you haven’t made a dime?  You can, however, be an expert in your product.  You have used the product, you know the benefits of using the product, and you know what the product can do for people.

Why Choose Just One MLM Product

The main reason that I want you to choose just ONE product is so that you can focus on just the one thing.  Once you have this one thing mastered, you can introduce other products.  The best way to sell your MLM product is to be an expert in that product.  By focusing on just one of the products that your network marketing company offers, you can know everything there is to know about that one product.  You don’t have to be an expert at everything all at once.  Don’t worry about the compensation plan, or the business builders that everyone says that you must have.  Just worry about being the expert at one thing and that is just ONE MLM product.

The product is what you will be selling and it is selling the product that will make you the money.   All the other stuff will come after you master this one.  I am a runner and I have ran a half marathon but I can tell you right now that I don’t like to run, I do like to eat though so therefore I run.  Do you know how to run a half marathon?  I didn’t either at first.  I first had to learn how to run one mile before I could run 13.  That’s what I want to teach you how to do.  Sell just one of your mlm products, become an expert at selling that one product, then you can do another and another. 

Once you start making money by selling the product, you will be amazed at how many people will suddenly want to know what you are doing.   Think about this.  If you got involved with your MLM company because of the money making potential, did you see that potential from an associate that hasn’t made a dime or were you looking at the heavy hitters at the top and saying to yourself that you wanted what they have?

How To Choose Your MLM Product

Hopefully, you see the benefit to marketing just one of the products that your network marketing company offers.  Now you may have a really tough decision to make.  How do you choose which MLM product to market?  They are all good.  I’m going to give you a few tips that you can use to narrow down your choices.

Tip #1 – Does your MLM product have exclusivity?

It doesn’t have to be so new that no one has ever heard of such a thing.  You don’t have to be first or even one of the first. If you choose a MLM product or service that has never been done before, you actually have a lot more risk than when you have a product that has been proven.  If you have an older proven product with a new twist, well then you may have something.  What I suggest avoiding is a product that everyone seems to be doing.  Of course, if everyone else is pushing the business opportunity, you may be the only one marketing the actual product. 

How do you know if you have exclusivity?  Do an Internet search.  Put in your what your product is (ie, skin care, phone service, greeting cards, etc.) and see what comes up.  Count how many ads come up, that is your competition.  The more people marketing your product, the less exclusive it is.

Tip #2- Does the MLM product have something to do with health, wealth, or love?

Is it something that a prospect would seek you out for or do you have to do a lot of explaining to get the prospect to understand?  There are primarily 3 product categories that you can base your business on; Health, Wealth, and Love. Products that fit into the health or love categories are easier to sell because they are emotionally based. People will buy them because they want better health or more love. The wealth category is going to be your toughest sell.

Tip #3 – Do you have a passion for you MLM product?

Is it a great product?  Did you get amazing results from using the product.  If your passion is more about the opportunity than the product, you may want to find another product. You should be passionate about your product because it works not because it makes you a ton of money. If you have the passion for the product, your prospects will also have a passion for the product and it will show up in the form of good commission checks.

Tip #4 – Is your MLM product affordable?

You don’t want to choose to market something that no one can afford to buy.  I don’t want you over analyze the price too much.  People do buy luxury cars and spend a lot of money to do it too but you don’t see the masses going out to buy them either.  If the benefits of the product outweigh the cost, you have made a good choice.

Tip #5 – Is there a demand for your MLM product?

You can have everything else but if there isn’t a demand for your product, you won’t make any sales.  How do you know if there is a demand for your product.  One way to know is to do an Internet search.  Put in your what your product is (ie, energy drink, legal service, vitamin supplement, etc.) and see what comes up.  If there are a lot of choices, then the chances are pretty good that there is a demand for the product.  Remember though that you don’t want so much competition that everyone is fighting over the few customers that are looking for the product.

Tip #6 – What is the commission on selling the MLM product?

It really doesn’t make sense to go through the marketing process, if there isn’t enough profit in it for you.  You are in business to make money.  Your compensation should be at least 20% but not so much that you begin to wonder why they are paying so much.  You want your MLM product to be legitimate and if a MLM company is paying something like 70% in compensation, then you may want to ask yourself why.  If they are paying just to get the lead, it may be okay.  I see a lot of affiliate programs that pay out huge commissions because they want the lead so they can make money on back end sales.

Okay, I’m tapped out of tips on how to choose a MLM product.  That’s it for Day 1.  If you are involved with a network marketing company that has a bunch of products, you will have some homework to decide which one you want to market.  If you only have one product, then you will be all set for Day 2 for our “8 Days To MLM Sales” course, where we will be discussing how to identify your target market.

Day 2 – Identify Your Target Market
Day 3 – Create A Prospecting Script
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

4 Comments

Amy Howard, June 4th 2009 | Tags: , , , , ,
Posted in "8 Days To MLM Sales" Course
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