infopk

Scripts, One to Ones, Information Pack

What to say when the phone rings?

We have already seen how to speak to people on our warm list, but the prospect of talking to strangers can be daunting. Having a script to work from is essential to to achieve the end result of an appointment or information pack being sent out. Here is a copy of the well proven script used by Chris Mason-Paull .... put a copy by the phone so that you are prepared at all times.

When they call, I simply ask their name and then say: "Thank you for calling XXXX we are with a company called Kleeneze and are looking for 3 categories of people . . ." it is vital that you now continue without hesitation - don't give them a chance to comment on Kleeneze etc. Follow these 3 bullet points:
* "The 1st category is for people who need a replacement income. This involves about 40 to 50 hours per week and will earn you approximately £200 to £300 per week, placing our catalogues in the market place "
* "The 2nd category is for people who are just looking for an additional income. This involves 10 to 15 hours per week and will earn you approximately £50 to £100 per week"
* "The 3rd category is for more ambitious people who we can help to head up a team and show them how to run their own Kleeneze business This can be either full or part time and can earn you a very substantial income. "

"Tell me XXXX, which would be of most interest to you?" Whichever one they choose, say:

"That's great XXXX. At this point could I hand back to you and perhaps you could tell me very briefly what you feel you would be offering us as a company." Some people may feel at a bit of a loss for what to say, so help them out with some lines such as:

"Would you consider yourself to be ambitious?'
"I presume you're not afraid of hard work?'
"Do you tend to stick with things once started?'
Keep to a maximum of three points. Whatever their answers are always respond constructively with positive comments such as
"Great ... Good ... That's an advantage…. Etc."

Follow on with: "Well XXX you sound like you may be just the sort of person we are looking for. Obviously neither of us can make any promises at this stage so why don't we get together - I will show you what we have to offer, you can show me what you have to offer and we can go from there."
"Tell me XXXX, when would be the best time for you, daytime or evening, Tues. or Thurs.?". Always give a choice. Book your appointment (if further afield, send info in the post).
Locally, you can either get them to come to see you or you can go out to see them. If you invite them to you, try to book more than one at a time in case one doesn't show up and if they both show up you can do a double presentation arid kill two birds with one stone. If you go to see them, take 100 leaflets with you in case they are not home so you can do a leaflet drop in their area. Time effectiveness is the key!

HANDLING OBJECTIONS ON THE PHONE:
"I don't want to give my name until you tell me what it is' -

Reply: "I fully understand why you don't wish to give your names however this is a serious business opportunity and if you change your mind please do not hesitate to call back. Thanks for calling,"

Hang up.
"Oh it's Kleeneze, I'm not interested in that etc."

Reply: "I fully understand why you might say that XXXX , because I felt the same way myself initially, however when I met people who are making over £50,000 per year from Kleeneze, I changed my mind! Would you like the opportunity to meet some of them yourself?"

"You are using a script aren't you?" -
Reply: "You must have been in telesales XXXX, and you probably appreciate the importance of using a script, so would it be OK if we get back onto It?"

"Isn't this pyramid selling etc.?" -
Reply: "I don't know anything about pyramid selling al/ I know is that the Prime Minister, Tony Blair, recently endorsed our industry on camera. In particular he was saying how it is helping the economy as a serious alternative business opportunity for people who wish to either supplement or replace a full time income."

THE BASIC PRINCIPLES
FOR A ONE-to-ONE
PRESENTATION

A. RELAX THE PROSPECT
Start by saying that you are not going to commit them to anything today. All you are going to do is give them 'the basics' of the business and then leave them with some information to mull over.

B. BE A GOOD LISTENER
Find out a bit about your prospect - job - interests etc. Most people like to talk about themselves and this will establish a mutual rapport.

1. YOUR STORY
Give a brief explanation of why you got involved and what you have accomplished - even if it is only a 'retailing story' so far. Take advantage of your upline or their uplines success story.

2. THE INDUSTRY (Network Marketing /M.L.M.)
Give a brief explanation of Network marketing. How it is establishing itself as the fastest growing method of moving product in the world, and the difference between the 'conventional' manufacturer to consumer chain compared to the much shorter 'Network Marketing' way of manufacturer / distributor / consumer.

3. THE COMPANY
The background / longevity / solidity / D.S.A. member / growth since introducing true Network Marketing pay plan in 1991 / paid out over £20 million in bonus's to the network last year.

4. THE PRODUCTS
Let the prospect ( with speedy prompting ) find a few products that they would purchase themselves. Make them aware that the catalogues do the 'selling' which means anybody can operate the business - making sponsoring easier. Plus the reason we have the type of products we do is - PEOPLE BUY THEM ! (Unlike a lot of Network Marketing companies)

5. THE MARKETING PLAN
Practice working out some examples of simple income plans for Retail Profit / Volume Profit and Bonus's (ask upline advice). Try and refrain from blowing your prospects mind with 'income potential'.

6. TRAINING AND SUPPORT
Believe it or not, this is the most important part of the presentation to your prospect, NOT the marketing plan as most people think. Your prospect is undoubtedly thinking - "It all very good - but can I do it ?" Explain the benefits of being part of the "Inspiration in Action Group" and that as well as regular Business Presentations and Trainings around the U.K., they will have as much advice and support as they need, not only from yourself, but from your sponsor and uplines etc.

7. 'THE £64,000 CLOSE'
This is the part that worries some 'presenters' - but it is so easy to do! The question to now ask is very simple.......
" Well, what do you think?"
If your prospect wants to think about it, that's fine. Just leave some information and arrange to get back in 48 hours for a decision.

CHECK LIST

WHAT TO TAKE WITH YOU ON THE APPOINTMENT

A PRESENTER This is a folder of reference material to back up what you are saying to your prospect. Include information pack material; upline stories and cheques (remember small cheques can be more important than big ones); newspaper articles; newsletters; photos from conferences here and abroad; example invoices and statements; etc.

A REGISTRATION KIT

EXTRA RETAIL PACKS

A CATALOGUE PACK - made up with order form etc. as you would use it letterboxing.

YOUR RETAIL RECEIPTS - Absolutely vital as proof that this business really does work!

ENTERPRIZE MAGAZINE - as proof of stories.

THE RECRUITMENT VIDEO

NOTEPAD & PEN - to explain marketing plan etc

INFORMATION PACK - to leave with them if they have not already received one.

INSPIRATION in ACTION SUPPORT MANUAL - to get a fast start.

INFORMATION PACK

Good attractive information packs should always be ready to send or give to your prospects. The contents should include:

* Standard introductory letter ( see below)
* Your personal story.
* Printed Opportunity Brochure - own group / Chris Mason-Paull / Company
* Kleeneze Catalogue (just as we put it out - use up your old catalogues for this) - optional if they are familiar with it
* Kleeneze Opportunity Video (for good prospects) or Audio or 0845 2007366 sticker. (Don't need to post the video plastic boxes)

Click to download Introductory letter in Adobe .pdf - letter.pdf

( Just overprint it with your name, address and phone number across the bottom )

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