Ok, so how do we get our prospects in the first place ?. Well, first of all we need to know who we are targeting. If you say you are targeting everyone and anyone, you’ll probably end up selling to no one.
Target a specific market that are looking for the products you sell.
The first thing you need to know is the profile of the person you are selling to. Are they young or middle aged? Maybe you are targeting baby boomers. Are they male, female (or both)?.
Maybe your ideal prospect could be someone just like you. This will give you an advantage straight away, as people tend to like people who are like them.
What are their interests, their wants and their needs?. Where will you find these people online?.
Once you know who your ideal target market is, and where to find them, you now know who to target your advertising to. Our next step is to capture their email address using a capture page…. OK, so now what?
The next thing we need to do is turn them into customers. Money cannot flow into your pockets unless a financial transaction takes place. How do we do that ?.
1) The first thing we do, once we have their email address is to email them good quality content on a regula basis in the form of follow up messages, preferably personal videos from you, These should be sent every couple of days, explaining all kinds of useful information, tips etc in the target market you are operating in.
If you keep emailing them offer after offer, they wil lsoon get fed up with you using them as your personal ATM machine.
2) We invite people to discuss another business option (yours), either on Skype or by phone. Don’t be scared to speak to people. The main reasons (in my opinion) people won’t join a business opportunity is because they either think it’s a scam or they have been spammed the link to join many many times… personal contact will overcome this objection nine times out of ten.
A pre arranged call from you is a breath of fresh air for many prospects.
3) Once you are talking to the prospect, you use the following formula. Obviously adapt this depending on your manner, style etc.
It’s quite simple and it involves NO selling whatsoever, so anyone can do this. You just have to open your mouth and let it flow.
Ok, so I want you to imagine, you have shown interest in my home business opportunity and we are now speaking on Skype. After a couple of minutes of formalities, ” how are you etc”… I say to you:..
“Exactly what are you looking to get out of owning an online business. What is your ultimate goal ?
The prospect replies, “Well, I’m looking to make an extra $5000 a month”…
Now often or not, even though the person gives you a financial answer, there is a deeper purpose. Most people don’t want money or things, they actually want what those things bring…usually “change”, “happiness” etc. in other words, NON tangible things…
So you would say. “OK, so let’s say I can show you a way to make an extra $5000 a month, what would that mean to you” ?
Prospect: “Well, an extra $5000 a month would mean that I can spend more time with my family. I have a new born baby girl and my son is stil la toddler. I miss them a lot because I’m always at work, Sometimes when I get home at night they are both asleep. An extra $5000 a month would be life changing for me.
Can you see the difference here?. I’ve just helped this prospect to realise the real reason for wanting $5000 extra a month and that is far more valuable than the $5000 itself. Freedom with family.
So, once we have established the actual reason. We establish “where they are now”. Most people who want an online business just feel “stuck in a job” just like our prospect above..
Then we need to know..
4) What’s stopping you?. Ask your prospect this question and just keep quiet. Wait to hear their reason before answering.
A) Maybe they just don’t know what to do
B) Maybe they have tried tons of business opportunities, but not made money with any of them, for whatever reason.
C) Maybe they just haven’t found the right group of people to work with..
D) Maybe they don’t have the money. (although this is rarely true). Most people (if the need or want is GREAT enough can find the money to go ahead).
So, here’s how we close the gap between the prospect remaining a prospect or actually becoming a customer of yours. I ask a simple question.
“If I could show you a way where you get to see your children as much as you want. If I could show you how to do that,right here, right now….
Is there any reason why you can’t go ahead now and do this”?..
And that really is all you need to say.
Most people just want to get out of their pain, and into pleasure. If you can show them that by joining you and your opportunity, this will give them the answers to their pain, they will join you.
Most rejection is not real rejection. People tend to use excuses of one kind or another when they are not sure about you. If they like you and can see themselves doing the very business you are a part of…. you’re almost there..
All you now need to establish is at what level you are going to bring them in at. In my company, I am all in (a full member) so I always start at the top (never start at the bottom).
I simply show them a quick plan on how they can earn the $5000 a month. If they come in at a higher level, they can achieve their goals ($5000 a month), a lot more easily if they go all in ($2997) than if htey join at the lower level.
Help your prospect to imagine how they can do the business you are introducing htem into… “The confused mind does not make a decision”… Be a gap closer, show people how they can achieve their goals joining your business throught you.
Remember, keep it simple. The more complicated you make it, the more your prospect will resist.
I hope you have found this useful. If you have and you would like to work with me personally, complete the following application form to see if we are a good fit. I can show you how to achieve your ultimate goal.
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