Nov 10th, 2014
SIGN UP 50% OF THE PEOPLE YOU SHOW IT TO!!??
Most people are somewhat resigned and cynical when we first approach them
They’ve been battered by the media and have heard all the “pitches”. They have
a hard time believing that there is something out there that is legitimate and can
give them a real sense of hope.
But when talk to them the first time, on a scale of 1-10, they are typically a 1-2 . . .
if they are an opportunity seeker, they may be at a 4 or 5 but those type of people
are the exception. Our job is to get them up higher on the scale by:
1. Showing them something of real value
2. Helping them to see that it’s real
3. Helping them to see that they can do it
So we need to bring them up the scale . . . knowing that when we initially talk to them,
they may be pretty low on the scale. And it’s okay to acknowledge that with them.
“I know you have heard about every opportunity in the book and that you may have even heard me
talk about a few. I need to prove to you that what I’m going to show you is real and help you to see
that it represents something legit with huge potential. Let me do my work and you can evaluate it
and tear it apart if you want to . . . “
So after we show the business to 10 people, 5-7 are interested and once in awhile someone signs
up on the spot. 3-5 are not interested at all. But the question is, how do we move the 5-7 that are interested
to actually taking action and getting going with us?
I PROMISED YOU A TIP AND A TOOL THAT CAN GIVE YOU A SHOT AT SIGNING UP 50% OF THE PEOPLE YOU SHOW THE BUSINESS TO!
Okay so let’s start by talking about what constitutes “showing the business”. This means you have:
1). Told them HOW AND WHY you got started in the business
2). Set up an account for them and walked them through sending a card where THEY sent the card
3). Had them watch at least 1 of the videos that explains the opportunity.
So how can you possibly sign up 50% of the people that you show the business to? Well we are in a unique situation in
that at least 50% of the people that we show it to have some level of interest in signing up with us. As far as I know,
this condition doesn’t exist in any other company. I hear this phrase all the time from people that I show SOC to –
“I would never consider a business like this but SendOutCards is different and just makes a lot of sense!”
Every single person I show the business to that DOESN’T sign up goes into my GREEN BOOK and
my SOC Contact Manager. So I can keep them in the loop using cards and other things until the time is right for them
to pull the trigger. As people sign up, you can highlight them in your GREEN BOOK. Over time if you follow this TIP
and TOOL, you should begin to notice that 50% of the people in your GREEN BOOK sign up as Marketing Distributors.
So just a quick recap:
1. Most people start off being somewhat cynical because they have been bombarded by
the media and are sick and tired of being lied to.
2. Most people that are shown SOC love it and have a fairly high level of interest – They even rate themselves
as a 7-9 on a scale of 1-10.
3. We are responsible for moving people up the scale from “interested” to “in the business”
SO WHAT IS THE TIP AND WHAT IS THE TOOL?
1. THE TIP IS . . . FOLLOW UP IS YOUR KEY TO SIGNING UP 50% OF THE PEOPLE YOU HAVE SHOWN THE BUSINESS TO
I don’t know what the actual # is, but according to the stats I’ve read, most people sign up for something between the 7th-9th exposure to it.
If this is true, then much business is lost if you stop communicating after the 1st-8th communication. So if you’ll commit to following up with someone that
has seen the business at least 9 times after showing it to them, you’ll stand a much higher chance of getting them involved with us. FOLLOW UP IS YOUR KEY
TO SIGNING UP 50% OF THE PEOPLE YOU HAVE SHOWN THE BUSINESS TO!!
I follow up with CARDS, GOOD NEWS AND INVITATIONS!
2. THE TOOL IS . . . www.thecoolbuzz.com. Why? Because when someone has interest they will continue to pursue and even devour information until a). The timing is right OR
b). They begin to believe they can do it. I highly recommend staying in touch with them, answering questions, sending them cards and gifts, etc. But I have found that when someone is interested, they will read and listen to things about the business until they are ready to sign up.
When you go to www.thecoolbuzz.com you’ll see a link for
CONFERENCE CALL REPLAYS and CONFERENCE CALL SUMMARIES. Now keep in mind, most people that say they are interested are really interested . . . but what keeps them from actually signing up??
1). They don’t perceive they have the $$ right now . . . or they don’t perceive the value exceeds the benefit of being involved.
2). They question whether they can do it
So what can we do to raise them up on the scale knowing these two things?? The most powerful thing you can do it feed them info that will help them see the value of the business
and increase their belief that THEY can do it. Every call that I do on Monday Nights is designed to answer those 2 questions. Every single call . . . Is it real and valuable? Can you do it?
Here’s what I do . . . when someone is interested but not ready to sign up,
1. I put them in my contact manager and send them a card
2. I put them in my GREEN BOOK
3. I send them an email or FB Private Message with a copy of the link of one of the conference calls. I tell them . . .
“I really think you’ll like this 25 minute recording . . . it may answer some of your questions” Then I copy the link
from www.thecoolbuzz.com and paste it in under the message. I then ask them to drop me a message after they have
listened to it.
I continue to stay in touch with cards, emails and an occasional tool from www.thecoolbuzz.com. The Cool Buzz also has RANDOM ACTS OF KINDNESS
and TESTIMONIALS. These can be cut and pasted into a card and sent to your potential distributor. The site is FILLED with ideas
and information that can help raise someone’s belief in the company, the opportunity or themselves. Be creative here. What can you text or send over that can
anchor or advance someone’s belief in the business?
Let’s talk about different ways to USE www.thecoolbuzz.com
RANDOM ACTS OF KINDNESS
This is filled with valuable follow up content for cards, emails and FB Private Inbox Messaging. Give info in bite-sized pieces.
A 25 minute conference call they can listen to on their phone is a good start. A short cut and paste of a testimonial can be powerful.
Put a section of one of the conference call summaries in a card and send it to them with a 2 pak of brownies. There are so many creative
opportunities for following up here.
THE TIP is FOLLOW UP – IT’S THE KEY TO SIGNING UP 50% OR MORE OF THE PEOPLE YOU SHOW IT TO
THE TOOL is WWW.THECOOLBUZZ.COM . . . This is one of the most valuable resources you have for follow up.
It really doesn’t matter if you use www.thecoolbuzz.com OR the SOCTV archive OR the SendOutCards Resource Center. The most important thing
is that you stay in touch and offer ongoing and relevant info that will anchor the prospective MD’s belief in the company, the business and themselves.
Most important to remember . . . most people won’t sign up until the 7th – 9th exposure! So if someone else happens to be exposure #7, 8 and 9, you lose!
Your job is to feed them relevant info. www.thecoolbuzz.com is a source for relevant info. Become a resource and not a sales pitch. When I’m following up,
I’m not trying to “SELL” them into the business. I am trying to educate and provide valuable information that will be of benefit to them.
SO KEEP THIS IN MIND WHEN FOLLOWING UP:
1. Be a resource of valuable information
2. Educate – don’t sell
3. Be patient. Most people sign up between the 7th-9th exposure.