The qualifying and inviting stage of growing your business are the MOST important steps in recruiting! This is where you will allow people to join you and our team. That's right we don't want just anyone, we are looking for people who are motivated NOW to make a change in their life. Here are two methods to qualify and invite:
Warm Market: - view the "Warm Market Script" in the Fast Start Launch Packet
The first step in qualifying someone is to make contact - BY PHONE! When you call someone be yourself. Don't follow the script verbatim. We created the script in MS Word so you can edit it to sound more like you. The script is nothing more than an outline.
Important Note: It's okay that not everyone joins our team. This business isn't for everyone, remember: some will, some won't, so what, next! Don't convince and sell - sort! By approaching people looking to help them reach their goals and not to help you reach yours, you'll qualify people much more effectively!
To invite, you want to create interest by initiating a short conversation. What you say when you invite may vary slightly depending on the person and where you're starting from, but the basic idea is that you call in order to "pique and pass" -- pique their interest in taking a look, and then pass them along toward the presentation. In short, during this initial conversation you keep it short, positive, and interesting, and you do NOT engage in a long conversation or try to explain or convince them about anything. Your "job" is simply to create interest -- sufficient interest for them to take the first step.
**Recommended** Send a Follow-Up Email With
Website & Call Information:
Send a follow-up email, if possible, so it is easy for
your prospective Business Partner to find your website.
Cold Market: - view the "Cold Market" Script in the Lightyear Lead Training Manual
Listen to LIVE lead calling: www.workingyourleads.com or www.liveleadcalls.com
When contacting cold market prospects the focus is still the same as warm market - to qualify and invite them to take a look. Again, it is vital that you are NOT attempting to create hype or to sell someone on joining.
The main difference with the cold market prospecting is the need to develop rapport. These people don't know you and they certainly don't trust you. You must let them know that you're a real person that has a genuine interest in helping them. You accomplish this by having a dialogue with them - a discussion back and forth and THEM!!!
You are going to ask questions about them and you're going to LISTEN! Then you're going to ask probing questions about their answers. For example, if I asked someone "What they did for a living?" And they answered, "I'm a teacher." I then would ask them, "how long have you been a teacher?" I would also ask questions such as: "what do you like about teaching," "why do you like that about your profession," etc. The purpose of these questions is to find out who they really are and what they're looking for.
What's very important is to make sure that you're listening to their answers and not just reading off a list of questions so you can just get them in front of the business plan. Be a real human being and have a normal conversation with them, just as you would anyone else. If you focus more on them and less on you you'll be amazed at your results!