How to Recruit Without....Prospecting,
Presenting, or Closing...Page Two
"How to Recruit the Masses Without Prospecting,
Presenting or Closing (Part II)"
"Queen Mary Drinks Canadian Club."
Can you remember the above words? Go ahead, say them out loud with me:
"Queen Mary Drinks Canadian Club." If you can remember them, you will
remember the starting letters of "QMDCC" and they will trigger the
language for you to gently and smoothly wrap up your recruiting efforts
without using a hard close. But wait, I'm getting ahead of myself.
In the last issue we discussed how "Marketing By Attraction™" will
attract ideal prospects to you without prospecting.
In this issue, I'm going to teach you what to do with your prospect
after he or she has been exposed to your program. I'm going to give you
a formula for "closing" without a pushy close.
Here's how it works:
Let's say that you've been doing a good job of "Marketing By Attraction"
and you now have generated a prospect that has an interest in your
business.
The next step is to make sure that he or she is exposed to a complete
explanation/presentation. It doesn't matter if the presentation is via a
website, face-to-face, conference call, meeting or whatever. The
important thing is that you want your prospect to at least be interested
enough to have the next conversation with you.
Following a complete presentation, you then want your prospect to call
you at a predetermined time to discuss your requirements for joining
your program. Let your prospect know that you MUST have a private
conversation with her before the two of you can go to the next step.
(It's important that you adopt this posture if you want this formula to
give you the leverage you'll need for closing most of your prospects.)
Here are the steps to follow when the call comes in:
Question
Motivation
Deep Probing
Clearing
Commitment
(I'll bet you've noticed that the first letters in this sequence are the
same first letters as in the memory jogger I gave you in the beginning
of this newsletter. In case you missed it, "Queen Mary Drinks Canadian
Club (QMDCC) equates to: Question, Motivation, Deep Probing, Clearing
and Commitment.) Got it?
Now that you can easily recall this formula, here's how you might sound
when your prospect calls for the scheduled appointment:
Question (Q): "Thank you for calling sir. Before we get started, do you
have any QUESTIONS you'd like to ask me about the program?" (If yes,
answer all of his questions before continuing.)
Motivation (M): "May I ask what it is about this program that has
MOTIVATED you to ive it consideration?" (He will now tell you about the
benefits he sees for himself.)
DEEP Probing (D): (Go deeper with more questions.) "How else will this
program help you? How do you feel about the products? How will NWM be of
value to your family long-range?" (Ask Probing Questions that cause your
prospects to elaborate on the benefits of the program. Remember, the
more they tell you what appeals to them, the more they will sell
themselves on you, your company and your program. That's why you don't
have to close because they will do that themselves in this process.)
Clearing (C): ("Clearing" is asking minor commitment questions that
clear up anything that will stand in the way of you asking the final
commitment question.) Examples: "We have our business meetings on
Wednesdays at 7 PM. Does that work for you?" ('Yes.') "You will need to
get three-way calling. Will you do that?" ('Yes.') "Would you like for
me to help you make up your warm list?" ('Yes.') (Every time you ask a
question and your prospect says yes, he (she) is telling you he is ready
to go forward with your program. What could be easier?)
Commitment (C): "Fine. Are you ready to get started in the business?"
(Your prospect will say yes.)
It's just that simple to wrap this whole thing up. Go for it.
If you like this formula/strategy for recruiting prospects and you want
to learn even more, you can join me for a FREE one-hour TeleClass where
I will demonstrate (live) more of the "Selling By Attraction" concepts
for attracting the best people to your business without being pushy or
aggressive. To participate as my guest, just follow the instructions
below.
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FREE Training TeleClass:
You can learn (for free) some simple language formulas that are so
powerful, they will actually cause your prospects to sell themselves on
your products and your network marketing business.
This is a 55-minute teleconference program (TeleClass) that will
introduce you to my 8-week "Selling By Attraction" Program.
In this sample TeleClass, you will learn:
How to attract only the very best leaders to your business.
How to make prospecting and presenting natural, fun and downright
irresistible to your prospects.
Powerful questions that cause your prospects to talk themselves into
buying your products and/or enrolling into your business. (Warning: You
may become upset because you didn't know these questions existed before
this class.)
For date/time and to register for a sample training session, CLICK HERE.
You will receive (by email) a confirmation message with the
teleconference bridge number to call and a description of the program.
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"Great Network Marketing Questions"
Here are a few more questions from my "Flash Cards" system:
"You say you want to fire your boss and have your own business. Could
you say more about that?"
"What is your greatest frustration concerning the kind of work you're
doing now?"
"What will the long-range consequences be if you continue to live your
life the way you're living now?"
Are you ready to take action if the right situation presents itself?"
Like these questions? There are 272 more in my "Flash Card" Program. For
more information, CLICK HERE.
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Until the next issue...
Hilton Johnson,
The MLM Coach™
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