Time to put the pedal to the metal with real prospects.
People who might actually be those one-in-ten we're all dreaming about.
Long term, regular customers.
But where are we going to get them?
Who are we going to say our beautiful scripts to - other than the dog,
the parakeet or cold cadavers?
Surprise! The easiest place to start is turning out to be warm market
- anyone who knows your name. Family, friends, old high school classmates.
old customers, dead downline.
I know that these people have been the most painful source of pukie-ness,
but let me tell you what's been happening to Three Scripts graduates.
They've called a friend or relative thinking for sure that the person
would say "Don't call me with this anymore." Just like they've
said in the past. Instead, however, my graduates are reporting that
when they say the last line of the script - "Do you know anyone
who might like to know about a product like that?" they can hear
the sigh of relief over the phone. More often than ever before, they'll
get at least a referral, if not an order. Best of all, they're having
pleasant conversations. And they still have a place to go for Christmas
dinner.
Here are comments from a couple of graduates who used their new scripts
on their warm market. (More in the 'Warm Market' chapter
coming up.)
Ruth Ann of Mannatech spoke to 50 in her warm market and got 9 orders,
for a total of about $900 in volume. She said:
" I could tell there was some reserve during the script. But when
I said the last line ['Do you know anyone who might like to know about
a product like that?'], I could feel them relaxing over the phone"
Sandra of Isagenix talked with 13 people and got 2 long-term autoship
customers and 3 referrals, one of whom is a health club owner. She said:
"Nothing like this has ever happened to me before. It's fun to
work now."
The cold market is a fine source of regular customers too - especially
if you have had previous experience with the cold market and if you
have the stamina and budget to handle it. Personal Market Segment Scripts
break the ice quickly with local entrepreneurs, cold leads, and bump-into's;
and full First Date Scripts make effective 30-second infomercials for
leads groups. A number of graduates have won 'commercial-of
the-week' prizes in their leads groups.
Here's a cold market story from Rhonda B. of Neways, Australia, whose
husband went door to door with new downline in tow. (More stories in
the cold market chapter coming up.)
"After I told my husband about the order I got with my new first
date script from the bank teller, he decided to make up his own script
and off he went doorknocking (house to house) with one of our new 'babies.'
They knocked on 54 doors; 24 were home. Out of the 24, 8 said "No",
3 bought the starter pack on the spot and the rest are interested, to
be followed up.
My husband and his new downline went out the next day and did one street
only and sold one starter pack and signed a lady up who had watched
them walk the whole street and was waiting her turn. She said she had
been prospected before and was waiting for someone like us to come and
sign her up.
We have been with Neways six years. We've never come across anything
like what you're teaching and have always struggled between whether
we should just do business or product. Now we feel hope where there
was lots of frustration before."
You can also use your scripts and the scripting concepts on the Internet.
Email bylines based on your favorite fix can turn any email message
into a viral marketing tool, and end up on business cards and brochure
labels. If you are serious about using the internet for marketing, you
can create a customer acquisition page through the Alternative Network
Marketing (ANM) web site and run customer leads through it.
Here's what a Three Scripts grad who has been using an ANM customer
site told people on a conference call with me about the customer sites.
" I've had my site with Kim for two months. I'm new at this too
and I've learned a lot. I've already put in 6 new customers with this
site. And they were national. I never would have gotten them from my
warm market. I got them just from sending them to my customer site.
And I just started sending them 3 weeks ago I think Kim's site is the
best thing that's ever happened in the business."
- Deb B., Ideal Health
You can hear this story in Deb's own voice online at
http://www.alternativenetworkmarketing.com/
Parts of your scripts may also find their way into messages you leave
on prospects' voice mail and into the ones you record on your answering
machine. Graduates report an unprecedented number of callbacks, and
even some sales, from the new messages they've been leaving for people
they've called. Here's what happened for Kay E. of Shaklee:
" I reviewed the script and started making the calls. I started
with this guy I talked to before on a cold call, who had said he wasn't
interested in our basic package No answer, so I left a message the way
you taught us to do it.
"Then I did another cold call Then, right after that, the phone
rings, and it's the first guy -- he called me back! And that has NEVER
happened before with these cold calls. That's what got me just so fired
up. So I did the script and ended with the "do you know anyone"
question. He said "Me!"
"Well, he ordered the basic package - and I did the thing about
"cheaper by the dozen" and he became a member! So he's a regular
monthly customer I actually put what you taught me into practice, and
the results validated for me that it works..."
Finally, the chapter on 'Referrals' gives you the words to say to referrals,
which grads have reported they're receiving in unprecedented numbers.
Sandra M. reports:
"I've been doing the Shaklee business for 10 years. And I've been
stuck at the minimum for so long - I'm just sick and tired of it. I've
been to seminars, I've been to meetings, I've read books, I've learned
scripts before - but they weren't me and they just didn't work for me.
So then I decided to take Kim Klaver's 3 Scripts class and I just finished
it last week.
I've noticed a huge difference in my business already.
I knew my old way of talking to people was ALL wrong, and I had this
appointment the day after I graduated from the class. So I'm practicing
my script in the car on the way to see this lady, and even though I
started with my old seller talk, I saw the old glazed look coming into
her eyes, and I QUICK fixed it and did the 3 script instead
She LIT UP, and said that sounded like her husband. She gave me three
referrals - one was herself, plus two others.
In 10 years of doing the business, I have never gotten a referral from
a stranger It already feels like I'm getting unstuck in the business
and it's only been 7 days. You have to say something to the people,
and I've learned now that you might as well say the right thing. Now
I do!"
Part Two is the big marketing pot from which you can choose what you
want to do to get those 100, 300 or 1000 customers, who will give you
your MCII - Monthly Customer Insurance Income. The next chapters lay
out how to use the three scripts in a variety of situations --
Buy
Now
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