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.
The first move causes the prospect to become slightly confused. As they attempt to regroup, we use our second move.
Conversational Recruiter: “Bob, this is a sales call. I’m going to ask you one question, and it’s going to take 30 seconds of your time. If the answer is ‘no,’ the call is over. Is it okay if I go ahead and ask you the question?"
So, what did we accomplish with this second move?
First, we told the prospect that this is a network marketing call. Now the prospect probably guessed this already, but we were bold enough to tell the prospect why we are calling. This has never happened before.
Network Marketers are never this up front and honest. We just gained some points with the prospect.
Second, we told the prospect that we are going to only ask him one question, and it will only take 30 seconds of his time. The prospect is thinking that this isn’t going to take long, and I’ll soon be rid of this person. In fact, the prospect might be thinking that in another 30 seconds, I can go back to watching my Three’s Company marathon.
And, if I give this person any resistance, this call might take a while. I don’t want to make a mistake like I did a few seconds ago.
Third, we tell the prospect if his answer is ‘no,’ the call is over.
The prospect is thinking that this is going to be easy. I say ‘no,’ and Three’s Company, here I come. But did you notice what we didn’t say? That’s right. We didn’t say what would happen if he says anything other than ‘no.’ There are no other options to the prospect.
This allows the prospect to relax.
The prospect is thinking, what kind of network marketer is this? Newtork Marketers never want to hear ‘no,’ right? Haven’t we all been taught that we should get the prospect saying ‘yes’? Build up an army of yes’s, and when you ask the closing question, the prospect will say ‘yes.’
Well, that never worked for me. Not once. And I tried it hundreds of time before I decided that it was just bad advice.
Prospects aren’t stupid; they can smell obvious manipulation a mile away. That’s why that tactic doesn’t work. Maybe prospects fell for it back in the 30s, when it was conceived, but it sure doesn’t work now.
Fourth, we ask the prospect if it is okay to ask the one question. Again, the prospect is thinking, ask the question; I say ‘no’; the call is over; I go back to Chrissy, Jack, Janet, and Mr. Roper. I think I can handle this. Go ahead and ask your question, pal, I’ve got ‘no’ written all over it. Just ask the questions, I’ve got a show to watch.
The prospect has just gotten out of his daze of confusion. He thinks he is back in control. All is right with the world. It truly is a false sense of security because by allowing us to go ahead and ask our one question, the prospect is 2/3 of the way into our recruiting process…and he doesn’t even know it.
We are a couple of moves away from checkmate. I hope he is recording his show.
I know, I know, I said opening the call involved three steps. Well, the next step involves a series of small moves. The best part is, it doesn’t matter what the prospect says. If the prospect says, ‘no’ to our question, the call is far from over. You’ll see why in the next, and last, article in this series.
Ed Forteau has sinced written about articles on various topics from Multi Level Marketing, Network Marketing and Multi Level Marketing. Ed Forteau & Kevin Paschke are the Creators of www.ConversationalRecruiting.net considered by many top MLM income earners to be the Best Course. Ed Forteau's top article generates over 3600 views. to your Favourites.