What do you do?
(There are so many cool ways to answer this question. Try them out and pick some that work for you!)
Remember These Things and Enjoy the Dance!
The Four Agreements
1. Let go of the 9 in 10 who won’t buy
- not on their radar
- still on their vent list
2. No more seller talk
- no generalities, techno-babble, hype
3. Call them by name
- find their truth, be honest, have integrity
- have a 1st date using the 1st date script – be specific, believe in the power of words
4. Do it over and over and over and over and over
- set up accountability for yourself to do it over and over and over…
What do you do? (You fill in your own story)
I market a product for people whose
Stress is overwhelming them
Like it was for me
I had a mouthful of canker sores
My jaw was so tight it ached all the time
And I would wake up in the morning, panicked about the stress of the day ahead
Quite frankly, the idea of medicines scared me
I wanted a more natural approach, so I tried some supplements from the store
But nothing seemed to help
So then my dentist, Dr. Burt suggested I try this product
And after a few days
I noticed that my mouth cleared up,
I could unclench my teeth and I was smiling more
And I wasn’t so freaked out about the stresses of the day
And now, after 11 years of stressful living, it still works.
If I know I’m facing a more stressful situation than normal, I use extra supplements
And can save my body from the harmful affects of that stress.
Do you know anyone who might like to know about a product like that?
Will it work for me?
I don’t know if it will work for you or not,
But what if it does?
What if it works for you the way it did for me?
Would you like to try it then?
(pause! Breathe!)
The prospect will:
- stall out
- be thoughtful and interested
I’m interested!
Let me tell you what happened to me
Before I heard about this product, I used to be someone whose
Stressful life was overwhelming me
I had a mouthful of canker sores
My jaw was so tight it ached all the time
And I would wake up in the morning, panicked about the stress of the day ahead
The thought of medicines scared me
I wanted a more natural remedy, so I tried some supplements from the store
But nothing seemed to make a difference
So then my dentist, Dr. Burt, told me about this product
I tried it and after a few days
I noticed that my mouth cleared up
I could unclench my jaw and smile more
And I wasn’t so freaked out about the stress of the day
And now, after 11 yrs of stressful living, it still works.
If I know I’m facing a more stressful situation than normal, I use extra supplements
And can save my body from the harmful affects of that stress
In fact, I liked the product so much
I decided to go into business for myself
And make it available to other people like me
And that’s what I’m doing
So, what do you think?
Would you like to try this out
And see if it works for you, the way it did for me?
The Prospect will:
- stall out
- ask for more info
- ask how much it costs?
Can I have more info?
OK. I can send you some info
And I’ll call you in a few days to see if there is a match.
Otherwise, if you’re not really interested, it’s ok.
We can save a tree and I won’t burst into tears.
So what would you like to do
Shall I send you some info and I’ll call you in a couple of days
Or do you want to save a tree?
How much is it?
Let me tell you how it comes.
They have a couple of packages depending on what you want.
They have a deluxe package and a starter.
In the deluxe package, you get
Shaklee Essential Foundation (Basics and Soy)
And Stress Relief Complex
And they give it to you for $109.65
In the starter package, you get
Shaklee Essential Foundation (Basics and Soy)
And they give it to you for $77.90
Let me tell you what I did when I first started.
I wasn’t sure of the products
So I started with the smallest package.
Then when I saw how well they worked
I upgraded to the bigger one.
Perhaps the starter package is the right one for you.
Tell me how you would be using this
And we can see if that’s the best option.
Prospect chooses a package
Ok great. The price I gave you was retail.
That’s what they give it to you for when you’re not a member.
They also have a wholesale member option. Here’s how that works.
You know how Sam’s Club and Costco have an annual membership for about $45/yr
And then you get things at a special member price.
This works like that.
They give you an annual membership for $19.95
And then you get the Starter package for $66.20 instead of $77.90.
And during the next year
You get all the products at 15% off because you’re a member,
That’s what I do to get the better price.
Would you like to do that too for the special price
Or would you like to do retail
(if yes to membership – complete membership application)
Prospect chooses membership
Ok great. They have some good stuff for members.
Everyone loves a deal, right.
So we have a special deal
If we commit to getting our products delivered to our door
Every month for 6 months.
That way, you won’t run out of your product and
Have to pay large shipping charges to get your products shipped overnight!
Of course they let you cancel the program if it doesn’t work for you.
Would you like to do that too and get special discounts and free products, Or would you like to place a one-time order?
Invitation Script in Summary:
- Do the invitation script in some fashion
“I’m introducing a product for people who…”
“...like what happened to me.”
“but nothing seemed to make a difference”
“So then I tried this product and …”
“Do you know anyone who might like to know about a product like that?” or
“In fact, I liked the product so much I decided to go into business for myself and make it available to other people like me. And that’s what I’m doing. So, what do you think? Would you like to try this out and see if it works for you the way it did for me?”
- If they ask “Will it work for me?”
“I don’t know if it will work for you or not, but what if it does? What if it worked for you the way it did for me? Would you like to try it then?”
- If there is a thoughtful pause
“Let me tell you what happened to me. Before I heard about this product, I used to be someone who…”
- If they ask for more info
“OK I can send you some info and I’ll call you in a few days to see if there’s a match.
Otherwise, if you’re not really interested it’s ok.
We can save a tree and I won’t burst into tears, I promise.
So what would you like to do, shall I send you some information and I’ll call you in a couple of days, or do you want to save a tree?”
“I’m doing a Minerelles Event …. Would you like to come?”
“I have a presentation on my web-site. Would you like to go over it together? When?”
Invitation Script - When someone asks you what you do…
[Elevator Speech]
Do you know how
______
YES…
Well, What I do is
______
They want to know more…
[30 Second Commercial]
It will probably take me about 30 minutes to explain the whole thing, but in a nutshell…
I work with a company called Shaklee and what we do is we market products… ______
Credibility:
In fact,
______
But, what really makes us different is that we have an income-earning program where people can make a significant amount of money, without changing what they’re doing now, by simply telling other people about these products.
Do you know anybody who might be interested in this sort of thing?
May I make a suggestion? Why don’t we get together, or set up a time to talk, and I’ll explain the whole program to you. Then you can accept it or reject it as you wish. Fair enough?
Invitation Script - Discovering Prospects in Conversation
Listen:
Ask questions about people’s lives. Get to know them, and be listening for if you could make a difference for them.
Probe:
Have people elaborate on their problems to see if your solution would be a fit for them, and learn more about them. Are they really committed to a solution?
Easy Exit:
~ I don’t know if this would be a fit for you or not, but…
~ It’s possible I could help you, but I’ll let you decide that for yourself…
~Hmmm… this may or may not help you, but…
Basic Qualifying Question:
Ex: If I could show you a way to make a part time income while being in school, would you be interested in that?
If I could
______
Would you
______
Advance:
May I make a suggestion? Why don’t we get together, or set up a time to talk, and I’ll explain the whole program to you. Then you can accept it or reject it as you wish. Fair enough?
Invitation Script - 5 Minute Presentation
Company:
The company I’m working with is called Shaklee.
Have you ever heard of it before?
We have led the health and wellness industry for the past 50 years.
- In the next 5 years the health and wellness industry is predicted to grow 500%. People are concerned about their health, and are really starting to get that what they put into their bodies has to do with how they feel and how they look.
- I think of this trend like being at the forefront of the dot com boom right before that industry exploded.
- Knowing what you know now, would you have wanted to be a part of that dot com boom?
The other thing is Shaklee right now today is in 5 countries. Within the next 10 years Shaklee will be in 50 countries.
- So, what that means for us, is that we can be at the top of a company as it grows 10 fold, and each of our businesses does the same.
- It’s like, Shaklee has been in a dress rehearsal for the last 50 years for the next 10 that are about to happen right now.
- Does that sound exciting?
Products:
Is the state of our environment a concern for you?
- Shaklee has environmentally safe cleaning products that are biodegradable. We are also a very environmentally conscious company – the first company in the US to be climate neutral certified.
The nutrition products make a huge difference in people’s health.
- Something that is truly unique about Shaklee is that we spend millions of dollars to do independent testing on each of the products so that you know it really works, and it works really well.
- Shaklee is like the health watch dog company because something else they do is test each ingredient to make sure it doesn’t contain toxins, pesticides, or any chemicals. We actually consider our products to be better than organic because we do that.
- Have you heard of companies doing that? Is that important to you?
Money:
Would you like me to explain how you make money in Shaklee?
- You know how in traditional companies they sell products – get profits then spend their profits to get more customers? What happens with Shaklee is products are sold and the profit from the product sold goes to us who share the products with other people.
OR
- We market products people use everyday like personal care or health products, and teach them why they would want to change brands by redirecting their spending, and then coach other people who want to build a business how to do the same. You get paid for teaching others about the products, and training other people how to do the same thing you’re doing.
- I know it’s a generalized overview, but does that make sense how that works?
For me, I make money by sharing what I love.
Training:
One thing I love about this business is working with people to teach them how to do what I’m doing and build their own business. I work really closely with anyone who gets involved, and really set them up well for success.
I know when I got involved in this business I wanted to know exactly how it worked, and I needed to figure a lot of things out. I got a ton of help from the person who sponsored me. Would something like that be important to you?
Enrollment Options:
In every business venture there is a start up cost. Just to let you know to join our company there is a range of options between $19.95 to $299.
If you find Shaklee is a fit for you, and it meets everything that you are looking for, would you be able to invest anywhere from $19.95 to $299 in start-up costs for your business?
Are there any other questions I could answer?
Would you be interested in more information about this?
May I make a suggestion? We can get together for about a half an hour, and I can show you the opportunity presentation in more detail, answer all of your questions. Then you could really see if this would be a fit for you or not. Would you like to do that?