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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