We’ve covered the first two steps, now it’s time to go to step three.
Conversational Recruiter: “Okay, Bob, here’s the question. I work with people who have an interest in making extra money from home, but don’t have the time, or the money, to get started in a business.”
Conversational Recruiter: “When I talk to people, like yourself, there is usually one of two reasons people don’t want to talk to me. First, they are rich, and don’t need any extra money. Or, second, they already are involved in something, and it’s spinning off money so fast they are thinking about starting their own bank.”
Conversational Recruiter: “Which is it for you, so I can cross you off my list?”
Surprise. We asked the prospect two questions designed to disqualify them. What’s a prospect supposed to say to this? This is a modified Menu Move. We call it that because we don’t give the prospect a valid answer to choose from…they have to come up with that on their own.
The prospect could tell the truth, or the prospect could lie and pick one of the two options we gave them. But remember, this is a lead. They filled out a form to find out more information on business opportunities.
If they do decide to lie, and believe it or not, some of them will (that’s not true… most of them will lie) then we should be prepared for that. We have a lot of options to choose from, so let me give you just one way we could handle this:
Prospect: “I do have something I’m involved with, and I’m happy with how it’s working.”
Conversational Recruiter: “I’m surprised. I thought, for sure, it you were going to pick the other one.”
Prospect: “No. I’m far from rich.” [he’s starting to slip]
Conversational Recruiter: “But you are doing extremely well with your home business.”
Prospect: “It’s going very well.”
Conversational Recruiter: “It’s perfect?”
Prospect: “Well, nothing’s perfect.” [uh–oh, ol’ boy may be in trouble here]
Conversational Recruiter: “I don’t understand.” [let’s let the prospect dig themselves into a deeper hole]
Prospect: “Well, my income has been flat the last few months, and I’m getting a little concerned.” [check – we are only a couple of moves from checkmate…if we use what we call Fade Moves, he will start beating up his opportunity and will be more than willing to look at something else]
What if the prospect tells the truth and says, ‘neither’? It could happen. What we don’t do is go in for the kill. We use what we call a Fade Move, and get the prospect to invite us to have a discussion about our opportunity. Here’s how that would sound:
Prospect: “Is there a third option?”
Conversational Recruiter: “I’m not sure I understand?” [again, let the prospect talk himself into inviting us over]
Prospect: “I’m not rich, and I don’t have a successful home business.”
Conversational Recruiter: “But you’re not looking for a vehicle to make extra money, are you?”
Prospect: “Well, yes, I am. Do you have something that will work for me?” [that sounds like an invitation to me, but we better make sure]
Conversational Recruiter: “I’m not sure if this is something that you would be interested in. Could you tell me what you are looking for, and I can tell you if this might be a fit?”
Prospect: “Sure. I’m looking for…” [that’s an invitation]
Now the prospect will start giving us his buying criteria. If we honestly have a match, then we have a qualified prospect.
No matter how you are working your business, at some point you are going to have to have a conversation with your prospects before they will make a decision to get involved with you. Conversational Recruiting™ is an innovative, highly effective, and revolutionary technology to help you achieve the success you deserve.
When you finally have a prospect on the phone, are you giving yourself the best chance of recruiting that person? Are you losing prospects that would join you, if you were saying the right things? Why not develop the skills of a master recruiter? The skills are within your grasp. Conversational Recruiting™ is the fastest way to gain them.
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Ed Forteau & Kevin Paschke are the Creators of www.ConversationalRecruiting.net considered by many top MLM income earners to be the Best MLM Training Course ever developed. Sign-up for their Free 15 Advanced Mini-Course and see for yourself.
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