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ERIC WORRE'S 8 STEPS TO A PROFESSIONAL INVITATION

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Kelsey Wagner

on 28 October 2013

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Transcript of ERIC WORRE'S 8 STEPS TO A PROFESSIONAL INVITATION

STEP ONE: BE IN A HURRY
People are always attracted to a person who has things going on. If you implement this you will see that your invitations will be:
shorter
there will be fewer questions
less resistance
people will be more respectful of you and your time

Set the tone with some urgency. Don't worry too much about the exact words within the examples. Just focus on the CONCEPT and then use your own words and do it with some passion in your voice! Let people know you're:
busy
you've got a lot going on
your time is very short
it is important for you to talk with them real quick

COMPLIMENTS = CRITICAL
The compliment must be sincere because it:
1) Opens the door to real communication
2) Will make the prospect much more agreeable about hearing what you have to say
This is a situation where one size does NOT fit all. There are three kinds of approaches for the Network Marketing Professional.
Choice 4
Chapter 5 "Skill #2 - Inviting Prospects to Understand Your Product or Opportunity"
URGENCY IS YOUR FRIEND
NMPRO #844
EXAMPLES FOR WARM-MARKET:
"I don't have a lot of time to talk, but it was really important I reach you."
"I have a million things going on, but I', glad I caught you."
"I'm running out the door, but I needed to talk to you real quick."
EXAMPLES FOR COLD-MARKET:
"I have to run, but..."
"Now isn't the time to get into this and I have to go, but..."
STEP TWO: COMPLIMENT THE PROSPECT
The key to the compliment is IT MUST BE SINCERE. Find something you can honestly use to compliment your prospect and use it. This simple step will literally double your invitation results. When you start with urgency and a compliment, it becomes very difficult for a person to reach negatively to your invitation. People don't hear compliments very often unfortunately. It feels good. You will find your prospects will become very receptive. If you study the pros, you'll find they are constantly putting people in a good mood through their honest and sincere compliments. It helps to build rapport, open people's minds, and achieve our goal of EDUCATION and UNDERSTANDING.
HOW TO GET PROSPECTS TO LISTEN TO YOU
NMPRO #845
EXAMPLES FOR WARM MARKET:
“You’ve been very successful and I’ve always respected the way you’ve done business”
“You’ve always been supportive of me and I appreciate that so much.” (Great to use with family and close friends.)
“You have an amazing mind for business and can see things other people don’t see.”
“For as long as I’ve known you, I’ve thought you were the best at what you do.”
EXAMPLES FOR COLD MARKET:
“You’ve given me some of the best service I’ve ever received.”
“You are super sharp. Can I ask what you do for a living?”
“You’ve made this a fantastic experience.”
STEP THREE: MAKE THE INVITATION
THE
DIRECT APPROACH:
THE SUPER
INDIRECT APPROACH:
THE INDIRECT APPROACH:
This is used when you are inviting people to learn more about an opportunity for them.
This is another powerful tool to help get people past their initial resistance and educate them on what you have to offer.
This approach is incredibly powerful because it works on a number of psychological levels.
WHEN TO USE: Most people use a Direct Approach for all of their prospects. It usually goes something like this: "I found a way for you to get rich! Let me tell you about it. Blah, blah, blah." I understand the passion, but it completely lacks the excitement. That doesn't mean the direct approach doesn't work. It does. It has an important place in your invitation process.
WHEN TO USE: This approach is normally used extensively and with great success when you are first getting started with your business. Because of your lack of credibility in the beginning having success with the Direct Approach is harder to do, so learn to play yourself down and then instead play up the prospect's ego. It works incredibly well in the beginning and will through out your entire career.
WHEN TO USE: This approach is normally used to talk to someone who might know other people that would be interested in your products or opportunity at hand. In this approach you tell the prospect they aren't a prospect and you're jut interested in finding out if they know someone else who might benefit from your business. It's very effective.
EXAMPLES FOR WARM MARKET:
“When you told me you (hate your job, need more money, wanted to find a new house, etc.), were you serious or were you just kidding around? (They’ll almost always tell you they were serious.) Great! I think I’ve found a way for you to (get it/solve the problem/make that happen).” This is for situations where you know an area of their dissatisfaction, need or desire.
“I think I’ve found a way for us to really boost our cash flow.”
“When I thought of people who could make an absolute fortune with a business I’ve found, I thought of you.”
“Are you still looking for a job (or a different job)? I found a way for both of us to start a great business without all the risks.”
“Let me ask you a questions, off the record. If there was a business you could start working part-time from your home that could replace our full-time income, would that interest you?”
EXAMPLES FOR COLD MARKET:
“Have you ever thought of diversifying your income?”
“Do you keep your career options open?”
“Do you plan on doing what you’re doing now for the rest of your career?”
You can follow these cold market scripts or any variation with the following: “I have something that might interest you. Now’s not the time to get into it but...”
EXAMPLES FOR WARM MARKET:
EXAMPLES FOR WARM MARKET:
“I’ve just started a new business and I’m really nervous. Before I get going I need to practice on someone friendly. Would you mind if I practiced on you?” (This is a GREAT approach for family and close friends.)
“I found a business I’m really excited about, but what do I know? You have so much experience. Would you look at it for me if I made it easy on you and let me know if you think I”m making the right move?”
“A friend told me the best thing I could do when starting a business is to have people I respect take a look at it and give me some guidance. Would you be willing to do that form me if I made it simple?”
EXAMPLES FOR COLD MARKET:
When you meet someone from another city, state, or country, and if your company does business there you can say:
“My company is expanding in your area. Would you do me a favor and take a look at it and let me know if you think it would work where you live?”
When you meet someone who might provide a good input on your product, you can say:
“I’ve started a business with a product I think makes a lot of sense, but I’d like to get your input. Would you be willing to check it out and give me your opinion?”
“The business I’m in clearly isn’t for you, but I wanted to ask, who do you know that is ambitious, money-motivated, and would be excited about the idea of adding more cash flow to their lives?”
“Who do you know that might be looking for a strong business they could run from their home?”
- “Who do you know that has hit a wall with their business and might be looking for a way to diversify their income?”
- “I work with a company that’s expanding in this area and I’m looking for some sharp people that might be interested in some additional cash flow. Do you know anyone who might fit that description?”
In most cases, they’re going to ask you for more information before they give you any names (behind that request will be curiosity and intrigue, thinking this might be for them, but they’re not going to admit that to you yet). When they ask for more information, you can respond with:
“That makes sense. You’ll want to know more about it before you refer some of your contacts.” Then you can just move to step four.
EXAMPLES FOR COLD MARKET:
Cold market is exactly the same as warm market for the Super Indirect Approach. Just use the warm-market scripts or any variation that’s comfortable for you.
THE DIRECT APPROACH:
THE INDIRECT APPROACH:
THE SUPER INDIRECT APPROACH:
ERIC WORRE'S 8 STEPS TO A PROFESSIONAL INVITIATION
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