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In the next few pages, you
will be presented with information that will help
you to process the leads you purchased from PM
Marketing. The information put together here is
priceless. It is free to you in appreciation for
both past and future business. For more information,
Call Peter Mingils (386) 445-3585.
Please listen to our Voice Mail for additional
training call (918) 222- 7512. You can usually
call me between: 10:00am- midnight Eastern Time.
To begin with let’s talk about
where the names that we call and send through this
profiling system come from.
We believe in going after people
who are Pro-Active. Now the industry defines that as
someone who has responded to a direct mail piece, card
deck, magazine or newspaper ad for free information.
We disagree and call that person a responder. We define
it as someone who has gotten up off his or her backside
and taken some action. One of the keys to my business
is knowing where to get the names from to start this
process.
Now that you have a background on
the type of database called it is ABSOLUTELY IMPERATIVE
that you know the mindset of these individuals you
will be talking to, how we take their profile and what
they are expecting to hear from you when you call them
back. I’m sure everyone is familiar with the "dating
services" that are available…you know the
kind where you fill out a form with what you are looking
for in a mate, what you like to do, how you want them
to look and so forth. They send it through their computer
system and out pops your soul mate. Well the premise
and the idea is the same with these profiles. We are
letting these people know that, based on the responses
they give us to the following questions, the company
that matches what THEY feel is important and what THEY
are looking for in an opportunity is going to be the
one that calls them back. So when you do call them
back, and do not bother to use this information, the
response will be "I thought this was going to
be about ME…offer ME what I was looking for" ….
This entire program is based on the
belief that we cannot sell anyone anything no matter
how good a salesman we are unless and until we satisfy
their needs and their desires.
Here is how we "TEE-UP" these
profiles for you…
We tell them in the absolute beginning
of the conversation that we are putting together profiles
on a select group of people, in their area, for an
income generating business opportunity. EXAMPLE: Based
on your responses the company that best matches and
offers what YOU are looking and what YOU feel is important
will be getting back with you in the next 7 days to
give you some additional information. We need for you
to be as open and honest as possible with your answers.
Do you have a few minutes? Obviously, if they say NO
or they are not interested we end the call. Keeping
in mind the idea that this is about what THEY are looking
for the first question is just that. What is most important
to you in an opportunity and we are going to find out
what is their particular hot button…the second
and one of the most important questions is whether
or not they are currently interested in a HOME based
business? I mean let’s face it, if they are not,
I do not want to have my profiling agents wasting any
time with them and I don’t think you want to either….
The profiles, when you
receive them, come 2 on a page and have all of the
questions we ask and their exact response to each.
We DO NOT just come out and ask question 1 then 2 then
3…There is a preface before each one, like "so
we can match you with the correct company" or "taking
all aspects of operating a profitable business into
consideration", so we do not just blow through
a bunch of questions. Now because you will see all
of the questions we ask, I am not going to spend your
time talking about them. Let’s instead talk about
how you need to use the information provided by these
profiles to your best advantage and get the most success
from them.
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OK, first and foremost, always remember
the philosophy that we cannot sell anyone anything
until we satisfy his or her desires, needs and wishes.
They are now waiting to find out what matches their
profile. They are intrigued, not sitting by the phone
salivating with an open checkbook waiting to just give
you money…we have, however, peaked their interest,
gathered their information and told them someone will
be calling them back, to tell them about the program
that offers what THEY are looking for and why they
have matched it !!! Are you getting the idea here ???
So it is extremely imperative that we follow through
with our end of the bargain and offer them what THEY
want !!!
Before you pick up the phone to call
the first one, you need to get your own mindset where
it needs to be. You need to assume that this person
is waiting for your call…again they are not waiting
with open checkbooks but they are waiting to find out
what they match and what this is all about.
There are a couple of questions on
the profile that we are going to use as an example
of HOW & WHY they match your opportunity. The first
one is "What is important to you in an opportunity?" Put
a check mark or an X or a star next to that one. The
other one is "the number of hours they have to
devote to a new business?" Mark that one too.
This is how you are going to use
those 2 questions to your advantage BOOST THEIR EGO!!!!
MAKE THEM FEEL GOOD ABOUT THEMSELVES!!!
NO MATTER WHAT ANSWER THEY GAVE IT IS EXACTLY WHY THEY
MATCHED YOUR PROGRAM !!! What you need to do is alter
your presentation with each profile so that it matches
your opportunity. Here is what I mean: we will use
Jim as the profiles name... if a man answers I go right
into the following…if it is a woman, I ask for
him by his FIRST NAME ONLY. It is more personal and
casual and this is not a hard-hitting beat em up kind
of an approach)
YOU — Jim, this is Bill, I gotta
tell you I am extremely impressed…you took a couple
of minutes a few nights ago with one our profiling
agents and from what I am looking at here you are a
pretty unique person…
JIM — What are you talking about
/ what do you mean / who are you (or some other response
or maybe silence it does not really matter continue
on.)
YOU — The group that took your
profile puts together thousands of these every night
and only about 50 ever match the criteria for our organization.
It is pretty impressive when someone matches the profile
of the 3 most successful people in my company. We sat
down with them a few months ago; asked them a series
of questions about themselves and what is was they
were looking for when they first got started doing
this business plan. We put together a master profile
of the type of person who would have the most success.
Now based on the responses from your profile Tuesday
night you are incredibly close to that.
(Now how would this person not start
to feel pretty good about themselves and maybe just
maybe they would become less defensive and a little
more open to you.
JIM — How so? / What do I match?
/ What type of business plan?
(I am going to do everything within
my power NOT to have a discussion about my company
or business at this stage…try and talk with them
for at least a few minutes about them, about their
Profile, who the are what they are currently doing
in essence MAKE THEM FELL GOOD. Start to ESTABLISH
RAPPORT. We have NOT satisfied anything yet so DON’T
even try.)
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YOU — I see that Income Potential
is the most important thing to you in an opportunity…you
know most people, when they are looking into a new
business, are more concerned about the products they
will be working with. The fact that you are more concerned
and interested with the amount of
money you could make, is a big reason
you were matched with my program. The potential is
pretty spectacular…
(Here is an example of how you would
ALTER or change your presentation to match each different
profile)
YOU — I see that "Being
Your Own Boss" is most important to you in an
opportunity…you know most people, when they are
looking into a new business opportunity, are more concerned
about how much money they can make. The fact that you
are more concerned and interested with how much help
you will receive is exactly why you were matched with
my organization. Our training program is extremely
detailed. The support systems and staff available are
the best. It takes a special type of person to have
these interests
JIM — I see...what else? / Is
that it? / Well why are you calling me?
YOU — The other thing is that
you only have 5-10 hours to devote to doing something…you
know most people when they are looking into a new opportunity
want to dive in, head first into the deep end, with
out looking and working 40 hours or more. The fact
that you only have 5-10 hours is exactly why you match
our profile of our most successful leaders. It is called "QUALITY" time,
with only a few hours to spend on this your going to
do so wisely and diligently.
(Here is another example of how you
would ALTER or change your presentation to match each
profile)
YOU — Well having 30 or more
hours to work on a new business is another…you
know most people when they are looking into a new business
only want to stick their little baby toe in the water
and test it out with 5-10 hours. The fact you are willing
to devote 30 hours plus is exactly why you match our
profile of our most successful leaders. We need go-getters
who are willing to take the bull by the horns.
(I think you get the idea of how
to match and alter your presentation to fit whatever
answers they gave.) No matter what it is that is the
reason they match! BECAUSE NO MATTER WHAT IT IS… YOUR
GROUP DOES OFFER THAT OPPORTUNITY DOESN’T IT)
You have spent the first few minutes
of this call doing one thing and one thing only…making
them feel good about themselves and hopefully making
them fell a little more at ease that you are not here
just to pound some wild and wacky scheme down there
throats.
Now we move on to BUILDING RAPPORT.
Keeping in mind this is a soft sale; you want it to
be a calm, friendly, informative conversation. You
will be using a couple of other questions, from off
the profile, at this time. Be sure and mark these as
you did before. They are "Current Occupation" and "Like
Least About Job".
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No matter what their current job
happens to be, I am willing to bet that you have: either
done the same or something similar yourself; have a
friend that has done the same or something similar;
or a family member that has done the same or something
similar. In other words you can relate.
YOU — My cousin was my dentist
when I was growing up and my sister & I would always
cry our eyes out when we went to visit him. Do you
work on many children? Do most of them cry? Do you
work on any friends or family? Do you have your own
practice or are you part of a group? OR...
YOU — I used to work retail
as a Regional Manager until about 4 years ago. What
company are you with? Are they expensive? I remember
the 12-14 hour days? OR...
YOU — What type of engineer
are you, mechanical or industrial? My father has worked
for the government for 30 years doing that? Where did
you graduate?
The idea here is to just get to know
this person and allow the conversation to become a
little personal and continue to get their defenses
down. You do not want them to feel threatened by you,
or your presentation.
They are human beings like you and
me, so treat them as such. Remember how you felt the
first time someone attempted to speak with you about
an opportunity and take that into consideration. So
far you have made them feel good about themselves,
boosted their ego, established a rapport and built
on that rapport. Now is the time to take a look at
what it is they LIKE THE LEAST ABOUT THEIR JOB. Use
this opportunity as the segway between casual conversation
and the ultimate reason you are calling. Once you discuss
all of the negative aspects of their job, it is very
easy to bring up how they could alleviate all of those
hassles, drawbacks, complaints and concerns as well
as offer them the chance to do so. It goes something
like this…
(This person has a long commute)
YOU — WOW it seems like being
a dentist is trying at times. How far do you have to
go to get to the office?
40 miles, how long does that take?
How do you spend the time? Is it from heavy traffic?
Jim I have really enjoyed meeting and talking with
you for the last 10 minutes you are one of the real
people in this world. Of course there was a reason
for my calling tonight…from what I have gathered
from our conversation there is every reason to believe
that your profile is correct. How would you like to
take a look at how you could make some extra money
AND NOT HAVE TO DEAL WITH THE TRAFFIC????? OR...
(This person does not make enough
money & works too many hours)
YOU — It seemed a times that
some of my store managers lived in the store during
holidays...How many hours do you put in? Are you on
salary or hourly? Jim I have really enjoyed meeting
and talking with you for the last 10 minutes you are
one of the real people in this world. Of course there
was a reason for my calling tonight… from what
I have gathered from our conversation there is every
reason to believe that your profile is correct. How
would you like to take a look at how you could make
some extra money AND NOT HAVE TO WORK THOSE INCREDIBLY
LONG HOURS????? OR…
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If they do not like their boss — How
would you like to work for someone who will probably
be a whole nicer to work with...YOURSELF
No chance for promotion — How
would you like to be in a situation where YOU are the
only person who could keep you from getting everything
you ever wanted…
Some people will say they like their
job or love it!!! And they would change nothing about
it
GREAT...what I am going to do is
find out what about the job do they like or love and
then offer the same thing in my opportunity. I.E..
My office is around the corner and my boss is great — How
would you like to make a some extra income, still work
with someone great AND be even CLOSER to home? Or I
am making really good money and enjoy selling — How
would you like to add even more to that income AND
continue to enjoy selling some great products?
Whatever it is they happen to not
like or do like about what they are currently doing,
you are going to use that information and in essence
fill in the blank. How would you like to_______________
and
NOT HAVE TO ___________
BE CAREFUL AT THIS POINT…do
not come on too strong now their defenses are down
let’s keep them that way!!
YOU — Jim, what I would like
to do is take just a couple of minutes and give you
a quick overview of the business plan that I thoroughly
enjoy doing right now and that you were matched to.
At that point please be honest with me and let me know
if you are even remotely interested. If you are not
that’s OK...don’t worry about it, I still
enjoyed this. It’s definitely better to know now
than later. If you are then we can go a littler deeper
into it and I can answer some of your questions all
right?
Notice that up to this point and
we have been talking now for 5, 10 or even 15 minutes,
I have not brought up money or steps they need to take.
Here is why - WE HAVE NOT SATISFIED THEIR NEEDS, DESIRES
OR WISHES. No one will have even a penny until they
see some benefit from giving it to you. No one will
spend even 1 minute working on something until they
see why they should and WHAT'S IN IT FOR ME.
Until we offer something that is
of interest and they can see the value of it we do
not have a chance.
Once I have given Jim my 2-5 minute
overview of what I am doing outlining the benefits
if he were to do so as well proceed to get him to take
some action…
YOU — So what do you think Jim,
have I peaked your interest? Is this something you
would like to discover more about?
IF YES — There are many ways
to go and don’t be afraid to ask your upline what
has worked best for them and for the company as a whole.
Get them onto an 800 number call either 3-way with
them or get them to do so on their own…have them
get information from a fax on demand…3-way them
onto a call with your upline…mail them information…whatever
seems to work best for you and your company. NOW you
have satisfied at least some of their needs, desires
and wishes CONGRATULATIONS !!!!
IF NO — I can appreciate that
Jim. Just so I can try and update our profile let me
just ask you what it is about what I told you that
you did not like? Is it the time needed to get started?
Is it the product? Is it the perception of MLMer’s?
Find out his objection maybe just maybe you can overcome
it. I know what you are feeling because I felt the
exact same way when I was approached with this, and
then I found that...tell them your story...how you
felt...what you found to be the reality…
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Keep your tone of voice calm and
sincere there is no reason to blow the relationship
you have worked so hard to establish. Thank them for
their honest feedback and at all costs leave this call
on a positive upbeat note.
YOU — Well Jim I really did
enjoy meeting you and wish you all the best and if
it is OK with you I will check back in a while and
see how things are going with__________________(fill
in the blank with what they DID NOT like about their
job). BY THE WAY…DO YOU KNOW OF ANYONE WHO MAY
BE INTERESTED IN WHAT YOU AND I DISCUSSED. What a GREAT
way to get a referral…
Maybe you give them a call back in
a couple of weeks, or maybe you wait a month. Maybe
you mail them some information on your company just
to keep your name in front of them.
Who knows a month from now they may
be sitting in that rush hour traffic and just get fed
up and tired of that commute or that rude boss or that
small paycheck and want to take you up on your offer
or refer you to someone they know. But if you end that
first call on a sour "I wasted my time" type
of a feeling you may never find out. Just because they
are not taking the next step with you now does not
mean they would not in the future.
Of course some of the calls you make
and profiles you will speak to will not even let you
go down the road and path that we just took Jim. They
will cut you off or be rude. What do you want? Who
are You? Why are you calling me? Begin the exact same
way we discussed earlier in this training.
YOU - A few nights ago you took some
time with one of our profiling agents to answer a few
questions and based on your responses I am impressed,
it is an incredible match with the plan I am working
right now.
JIM — Well I don’t have
any time for this? Or I’m not interested?
Most people at this point just freeze……well
I uh..uh…oh…I guess I’m sorry good-bye
Why don’t you try something
else…even if it works only some of the time
YOU — well what is it you are
not interested in was it making some extra money or
having your own business?
At this time they may very well tell
you their real objection….well no my wife just
put dinner on the table...
or No I am watching the football game…or No the
kids are screaming in the bathtub…
Apologize for your poor timing and
find out when would be a better time…
They may tell you they don’t
want their own business… ask them if they have
ever done it before?
Do you have friends who have done
it? What has soured your opinion on it?
Because I felt the same way only
8 months ago when I looked into this..."Who, me
have my own business your nuts!!!" Was my response.
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THIS IS A UNIQUE APPROACH
TO PRESENTING PEOPLE WITH AN OPPORTUNITY
The MATCHING
The SATISFYING HIS OR HER
NEEDS
The BOOSTING THEIR EGO
The MAKING THEM FEEL GOOD
The ESTABLISHING RAPPORT
The BUILDING RAPPORT
The SEGWAY
What is recommended is that no matter
how many Profiles you purchase read them all and pull
out the 1 or 2 that you feel for whatever reason are
the WORST of the bunch. It may because of how they
spell their name or where they live or what they do
for a living. Believe us you will find some that you
think are a waste and call them FIRST. Yes FIRST. Two
reasons:
- If you perceive them to be bad
and have a negative feeling the call will probably
be negative. You will not put forth your best effort
and they will be able to feel that even through the
phone.
- You need the PRACTICE. Get the
marbles out of your mouth. Take those "bad ones" and
practice your approach, practice how to match their
profile to your offer, practice how to boost their
ego & build rapport.
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This may be a new way
of doing this and we want you to have the best chance
of succeeding. You may want to listen to my prerecorded
messages.
Call
918 222-7512.
Option
# 2 is "How to
work leads over the phone",
Option
# 3 is on "Icebreakers".
As a closing note: Only
pass this information along to the people in your
business you want to succeed.
If
you need additional information,
Please
call Peter Mingils
@
(386) 445-3585.
I am usually
available from 10:00am — Midnight Eastern Time,
Monday through Friday. Also feel free to try on the
weekends.
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