March 28, 2011
WHERE TO MEET PEOPLE AND ICEBREAKERS (What to say):
One thing you probably know about me is that I like things to be simple and fundamental.
If they are not, people just won’t do them. So pardon me if these ideas sound really simplistic. In my view, they are and that’s why they work!
I’ll start by telling you exactly where and how I meet people to show the business to. I have never been a “mass recruiter”, but I have always consistently brought in 3-4 new distributors per month since I started back in early 2005 (I signed up in late 2004, but really didn’t get going until 2005). In the beginning, I came into SendOutCards with a large list of contacts (people I had met for years and years prior to being in SOC) so I started there and began to contact them.
My conversation with each person started with a the story of how I heard about SendOutCards and why I’m excited about it. You each have a story (it’s how and why you got started).
This is exactly what I said:
“I want to tell you a quick story . . . about a month ago I started getting cards in the mail from a guy I didn’t know. His name was Demarr. He sent me 5 or 6 cards and in a few of them there was a DVD. After getting 4 DVD’s I finally watched one. What I saw got me really excited because when I was a child my mom used to make me write thank-you cards. I had stopped doing it because I got too busy. The DVD gave me a way to start doing it again. I called him and he had me send a card on the system. As soon as I sent the card, I decided I had to sign up. It cost $745 back then and honestly I would have paid $5000 for the system. The next day started using it and the response I got from people was off the charts. I then realized the millions of people are going to want this system and so I decided to build it as a business.
That leads me to why I wanted to talk to you. You may or may not be interested, but I thought I would
let you decide that (not me). I want to show it to you. I think you’ll like it. You tell me if it’s not one of the coolest things you’ve ever seen. Do you have a few minutes now in front of your computer?”
So you see, I started with a simple story of how and why I got started and then I asked each person
to take a look at it. I started calling 4-10 people per day from the list of people that I knew personally.
Over the next 2-3 years, I continued to show it to people and meet new people.
Here are the people that I am showing the business to today:
1. People from my past that I have stayed in touch with over the years that are just now beginning to express interest (about 50% of the people I’m sponsoring).
2. People that I have reconnected with from my past through Facebook.
3. People that I recently met through some type of business interaction like a seminar, event or sales call.
My 7 most recent sign ups:
Karla Oleson Tritle – We went to High School together. Reconnected on FB.
Sabra Rita – My first roommates wife and close friend. Been sending cards to them for months.
Kathy McAlpine – Met at a BNI Seminar in Reno
Executrans Sedan and Limos – My driver that takes me to the airport in AZ. He has been talking about using SOC for over a year. Had him send a card about 6 months ago. Just signed up.
Nicole Schell – Met at a seminar in Fiji with her husband Paul. Has a pain clinic in Santa Monica. Been sending them cards for a year. She contacted me and said she was interested.
Connie Cagley – Met at Paradise bakery. I was opening Holiday cards. They came over to inquire
as to what I was doing . . . They had been approached 2 years ago and then lost touch with the person that showed them. We became friends and I called them and walked them through the system. Invited them to the AZ Treat ‘Em Right. They signed up afterwards in the parking lot.
Jane Geary – Reconnected on FB. We exchanged ‘Inbox’ messages and then she expressed interest. Did a GAW and then invited her to a Super Saturday event in Chicago. She signed up the next day.
So you see, some of these people are people that I recently met and some are people that I have known for years. Some are people that I have showed the business to long ago that are just now coming around and others signed up fairly quickly after seeing it.
About 3 weeks ago I was shopping like a mad man to furnish my new place in Vegas and I met about 30 people from different sales environments. Most all of them had business cards. Some of them I purchased from and some I didn’t. I made sure I had a good mailing address for each one. I’m in the process of sending cards to all of them thanking them. I actually took photos in some of the stores. I bought some artwork and memorabilia for my walls and I took a photo with the guys that sold it to me. Some of them have already received brownies and called me to thank me. I’m building rapport with each of them.
The guy that showed me the condo in Vegas has also received a thank you card, brownies and a follow up card with photos after the living room had been furnished. We are becoming friends but I have not shown him the business yet.
The people that work here in the building are all becoming good friends. I smile. I’m friendly. I ask them questions about their lives. I want to know where they are from. How long they have been in Vegas. Why they moved here. How they like it. What they do on their free time, etc. I’m sending cards to them thanking them for always treating me so well when I come home. There are about 12 employees that I know by first name now and I could call any one of them and schedule a time in front of a computer. We have rapport.
Rapport is by far the most important factor in determining whether someone will agree to meet with you.
IF I WERE TO MEET SOMEONE AND IMMEDIATELY TRY AND GET THEM TO LOOK AT THE PRODUCT OR BUSINESS, I WOULD PROBABLY GET TURNED DOWN. I MUST FIRST ESTABLISH A LEVEL OF MUTUAL TRUST AND RESPECT BEFORE I HAVE EARNED THE RIGHT TO APPROACH THEM ABOUT BUSINESS.
So where do you meet people? Here’s my answer: DO YOUR LIFE! Get out and live life to the fullest. ENGAGE with people and do your best to get into their world by asking questions and listening. Be likable by liking others.
Do you plan to buy some things in the next 3-5 years? What do you plan on buying? Go shopping for it now. Meet the salespeople and get business cards. Be respectful and appreciative of their time with you. Thank them and promise to stay in touch. Then stay in touch! Be generous. Send a $5 starbucks card or a box of brownies if you really connect with them.
WHAT TO SAY TO SOMEONE WHEN YOU CONTACT THEM:
Most importantly, it’s not so much what you say as much as it is your level of communication. Here’s an example of what I say (but almost nothing will work if you have not built some level of rapport).
RECOMMENDING READING FOR BUILDING RAPPORT:
a. The Magic of Thinking Big by David Schwartz
b. How to Win Friends and Influence People by Dale Carnegie
“Hey Ernie . . . it’s Jordan (he knows me because I have talked to him a few times and have some rapport with him). I’ve been wanting to call you because I want to show you something when you have a few minutes in front of your computer. I know you have an idea what I do from the cards I’ve been sending you, but rather than me deciding for you, I want to give you a chance to see it for yourself. When do you think I could catch you in a quiet place in front of your computer?”
Again, once you have laid the groundwork you can say pretty much anything and they will be open to it because you have built a relationship of trust.
If they don’t respond positively, no problem! Simply send them a nice respectful card and then continue to stay in touch.
Another thing you might say:
“Hey Dawn, I was thinking about you the other day and I was wondering if I can ask you a crazy question. Do you keep your options open for other business ideas? In other words, if I were to show you something that would take little of your time that could possibly leverage into something that could eventually replace what you are already doing, would you be willing to TAKE A LOOK?”
Your goal is simply to get them to “TAKE A LOOK”.
THEY DECIDE (not you) which direction to go after looking at the product, the company and the business. I give people permission to say “no” and then I show it to them. Where ever they are after looking at it is just fine. I never try and force them into a decision.
My only advice is to be sure to ask them if they want to get started when they express some interest. If someone says, “This is cool, how do I get started?” Or if they say, “How much does this all cost?” After answering their questions, always say something like, “Are you ready to go?” Or MAKE A SUGGESTION like: “It will take us 5 minutes to set up your account and you can start using it tonight”. If you ask someone to start before they have some interest, it will be perceived as pressure. If they are showing signs that they want to get going, asking them is a welcome process.