-The following post is some advice I got from one of
One24's top leaders, Doc Fran. I wanted to share it with all of you because regardless of what business you're in it's very valuable and intelligent information, Enjoy!
"The single biggest challenge that ALL of us face in this Endeavour, from the least experienced beginner in our Industry to the most accomplished high income earner, is HOW DO YOU GET A PERSON TO ACTUALLY LOOK AT OR LISTEN TO WHAT YOU ARE TRYING TO COMMUNICATE TO THEM? Have any of you actually asked yourself that question?
Well, folks, the answer lies in the Art of Approaching & Piquing Interest in your prospect, and is applicable to EVERY situation in which you are trying to get someone’s attention. Please notice that I DIDN”T say “the answer lies in the Art of Approaching & Regurgitating everything you know or think you know or believe to be true about the subject that you are trying to impart.
Get the Picture? Success for all of us lies in avoiding the “HARE KRISHNA” effect, those of you who are old enough to remember the religious zealots in every airport in the world during the 70’s, will know what I mean. The point is we want to prevent a “GET AWAY FROM ME” response in the people we approach.
I’m sure that all of you are aware that the successful enrollment of your prospect (THE OBJECTIVE) is a process consisting of: Approach & Pique Interest – Presentation – Close . They are three separate and distinct actions or steps. This training is focused solely on Approach & Pique Interest, the critical step in the process.
The reason Approaching & Piquing Interest is so powerful is based on the basic fact that we humans have curiosity. When we become curious about something, we will suspend other operations and thoughts and focus on what we are curious about until such point we have satisfied our curiosity about that thing. It is normal human behavior. Our job then becomes very simple; MAKE YOUR PROSPECT CURIOUS ABOUT WHAT YOU WANT TO SHOW THEM. And what is great is the fact that THE LESS YOU SAY, THE MORE SUCCESSFUL YOU WILL BE!
Now, many of you receiving this training are already successfully recruiting and enrolling people in your
One24 business, and I applaud you and your success. It proves that there are many different approaches and dialogues possible to accomplish the Goal of Approaching & Piquing Interest. The reality is that some of them are dependent on the skill, talent, or stature of the person utilizing that approach and therefore not broadly applicable to everyone in our business.
What I attempt to do when I engage in a company, is to find the simplest dialogue that everyone CAN use if they choose to, to successfully accomplish the job of Approaching & Piquing Interest. This is the critical skill, I’m sure you will all agree. If you never get to show the person what you have, it doesn’t matter what you have.
I want all of you to understand a fundamental and profound difference between ONE24 and EVERY OTHER COMPANY in our Industry. It is the Unique “LINEAR REFERRAL PLAN” marketing plan. THAT is the story that all of us have from the minute we enroll and are placed in the line. The reason this is so powerful for each of us, I will go into in a different training. For now, I will ask that you accept it at face value. It also is gratifying and important to know, that we are marketing a very high quality product.
For the entire time I have been in this company, I have been experimenting with DIALOGUES that produce the highest percentage of positive outcomes in the people I speak to. I now have an approach that is producing the desired result (ENROLLMENT) of 70% + of the people I speak to. I’ve never had that level of success in 30 years of success in this Industry! I want to give it to all of you and train you on it.
First, I want to give you three words NOT TO USE in the Approach& Pique Interest step… “OPPORTUNITY”, “BUSINESS” and “COMPANY”. I found that they caused the majority of people to disqualify themselves before I could show them anything.
Well, Geez, if I can’t say that, what do I say? Here is the exact patter I use with every person I approach:
Hi, _______ This is DocFran, Have you got a minute?
(YES) Great! Quick question for you, Are you open to looking at a way to leverage $70 into a 4-6 figure monthly residual income within the next 24 months?
(YES) Great! I want you to make time to visit my website. It will require about 15 – 20 minutes. Can you do that right now? (YES) Perfect. Thanks.
Click on (YOUR WEBSITE) to learn how and call me back when you are done. I’ll be in touch, if I don’t hear from you today, okay? Thanks.
That is the end of Approach & Pique Interest step, I’m now into the PRESENTATION step, using the website to do the presentation.
What if they say (NO) it is not a good time or they are not at their computer? I say:
No problem, when will you make the time to be on your computer?
Great, Call me then or I’ll call you, this is too cool.
“What is this about, can you give me a hint?
Listen, ________ , a picture is worth a thousand words, when you get on the computer it will be very clear to you immediately and I believe you will see it is worth your time. I’m looking forward to that. Bye now.
Do not answer their question, because you will have satisfied their curiosity, you haven’t shown them anything and the likelihood of them moving forward goes way down.
That’s it. Your job of Approaching and Piquing interest has been successfully concluded, CONGRATULATIONS! Call your sponsor or an upline that you are comfortable working with to do the Followup and Close steps for you. If you will allow yourself to duplicate and follow this simple dialogue, your ONE24 Business will grow faster than you can imagine. Practice, Practice Practice!"
