This conversation today is one of my favourites, and
for two BIG reasons.
First, it illustrates the principle I always like to
tell people to make the most of, and that's to "use the
whole pig". By this, I mean, any aspect of your life
and circumstances is acceptable to use in your
network marketing. A lot of the stuffy types will tell
you to be "professional", without actually saying what
that means. But my take on it is anything I can do to
legally, ethically and morally get a prospect to say
"yes" when I GENUINELY believe it's in their best
interests IS professional. Remember - getting rapport
is the FIRST step to making the sale and inviting
people into your reality by sharing something of
yourself is a great way to do it.
The second thing I love about this conversation is it
thumbs a nose at all those people who make all sorts of
excuses why they "can't" make a success of their
businesses. This student of mine is BLIND and doing
very well, thank you very much.
If THAT doesn't inspire you, nothing will, Jake!
I've used "THEM" to preserve the privacy of the other
person involved, but it's a genuine conversation I had,
and, what's REALLY important is this so easily COULD be
YOU talking to as many "THEMs" as you wanted!
Probably the best way to get the MOST from this
powerful conversation is to print it out, grab a cup or
glass of your favorite beverage and go sit somewhere
quiet where you can follow along with the commentary
and reference the lines in the conversation.
I promise you, it'll really be worth that little bit of
extra trouble to go over it.
==================================================
Recruiting Tips: 6
"How to use the 'whole pig'"
==================================================
1. You: Hello
2. Them: Whodat!?
3. You: I was waiting on an online friend and your
profile caught my attention.
4. Them: ok
5. You: how did you come up with your screen name?
6. Them: Where you from
7. You: I lived in Macon Ga. I live now in a small
town called Musella
8. Them: Museella? Don't know where that is
9. You: It's about 15 miles west of Macon. where do
you scuba dive?
10. Them: Fla, Tn, SC. Depends
11. You: I tried it once on my honeymoon about 23
yrs ago
12. Them: Really, I love it. I like the Wreck dives
more than anything
13. You: Found it kind of hard being totally blind.
How long have you been diving?
14. Them: Not long, a year or so. Blind? how so
15. You: Was in an auto accident 25 yrs ago
16. Them: oh, literally blind! Sorry
17. You: I love to hunt and fish. Have you ever
tried either one?
18. Them: fish sometimes, don't hunt though
19. You: That's O K
20. Them: What do you do for a living?
21. You: It's been more of a blessing than anything.
where are you?
22. Them: NE of ACL
23. You: Sorry I am a lil slow because I have to
type and then change cursors and read.
24. Them: No problem, let me know if my
abbreviations are not helping
25. You: That's O K I'm new at this IM'ing thing
anyway.
26. Them: ok
27. You: I teach people how to work from home on
their computers. What do you do?
28. Them: Design Engineer. Hey, send me a link to
your site! I've been looking for a little extra
income
29. You: What do you design?
30. Them: You name it, Machinery ( mechanical ),
Steel Structures ( commercial ), even websites
and software. I'm still a student even at my
age! Do you have a home church down there?
31. You: I know. I am always learning. Yes I go to
tabernacle Baptist and sing in the choir
32. Them: Cool. I go to a church in Gainesville
called "Freechapel". We’re non denominational
33. You: I work with several engineers. What did
you do before?
34. Them: I've done Retirement communities,
colleges, Poultry equipment, residential, civil
projects. The commercial is the colleges, I've
also done work at Jacobi medical center in the
Bronyx, Piedmont right here. I stay pretty busy
35. You: Sounds like you've done it all. I was an
industrial electrician before I lost my sight
36. Them: No just that! My dad does that. GM. He
retired, excuse me, he did that. lol
37. You: I know what you mean. I type with four
fingers and two of them need spell check lol
38. Them: My fingers get pretty fat sometimes too!
that's what i tell people when I mess up. I say,
"sorry fat fingers"
39. You: I found out they don't hire too many blind
electricians
40. Them: Yeah, but you sound like you doing
something pretty challenging. How do you like it
compared to the electrical?
41. You: that's when I learned your need to dig the
well before you need the water. How much extra
income do you think you would need?
42. Them: Not much, just looking to earn a couple
hundred a month for security Ya never know!
43. You: I love helping people
44. Them: Have you got a web site?
45. You: It is real simple
46. Them: Ok
47. You: All you need is about one hour a day on the
computer
48. Them: That's doable
49. You: And you already have the skills to do what
I'm doing
50. Them: I've been interested a long time, in home
based work. I've done my design work from home
and still do. But if you contact most of those
sites they confuse more than help. understand?
51. You: I sure do. can we talk on the phone?
52. Them: They wont tell you anything until you put
up the cash, which I understand because its
there source income. But I can't learn enough
about it from what they do tell. Hold on, gotta
let the dog in
53. You: If you know how to play baseball that's how
simple it is to do what I do. My # is
XXX-XXX-XXXX. Call me and I will explain
54. Them: Ok I'm back, give me about ten minutes,
I'll call. Thanks
55. You: OK looking forward to hearing from you. My
name is <> what's yours
56. Them: <>. I'll talk to you in a bit
57. You: OK. I will add you to my list
Commentary:
We begin with a simple hello on Line 1. And, short
though it is, the cheerful response is already a good
sign. People online are sometimes wary about being
contacted out of the blue (which is why I teach the
fool-proof "softly softly" approach the way I do). And
in Lines 3 and 4 we confirm this in an easygoing,
nonthreatening way.
In Line 5 we take a safe approach and ask about their
screen name. I emphasize this time and time again
because it's SO important: people LOVE to talk about
themselves and immediately warm to you when you show an
interest in them.
You can see instantly how in Line 6 he reciprocates and
immediately gets "into" the conversation with you by
asking where you're from. I know it looks "simple" and
too easy to be important, but it IS. I can't say this
often enough.
In Line 9 you press home the rapport by asking about
their hobby, scuba diving. This is very smart. See,
although you can't see just from the conversation, you
have obviously figured out already the guy likes to
dive, and diving is one of those sports where the
people who do it are really "into" it. Here's a tip:
engage someone where their interests really lie, and
you'll have them eating out of your hands! And you can
see how well this works by the way he opens up in Line
12.
And in Line 13 you drop the "whole pig" into the
conversation. But notice how you do it in a
light-hearted almost humorous way. See, you do have to
be careful because if you come on too strong with
something like this, it might seem like you're after
the "sympathy vote" and that's NOT good for ANYONE.
No, the real reasons are 1. it helps get that rapport
going even stronger; and 2, it ALSO subtly lays the
groundwork by hinting at how simple your opportunity
is.
So in Lines 14 to 19 you're really strengthening the
communication bond and even playing down your
blindness, being somewhat dismissive if it, even.
And in Line 20, BINGO!
This is what you've been winding you for all along.
The glorious "what do you do?" question that allows you
to get into your business without being pushy or overt.
Hey, it was THEIR idea to start talking about it,
right?
Truth is, in almost any conversation -- ESPECIALLY
between men -- the subject of "what do you do for a
living" will come up in the first 5 minutes. And
that's PERFECT for us -- all we have to do is make sure
WE'RE not the ones who DO bring it up! You CAN be the
first to mention it, of course, if the circumstances
permit, but it's easier and more powerful if you leave
it to them to be the first ones to raise the issue.
Between Lines 21 to 26 there's a little confusion --
and it's unavoidable because of having to change
cursors for writing and reading. Yet even here you turn
it to your advantage by calling it a "blessing". This
is a tremendously powerful positioning statement and
gets to work at many different levels of your
prospect's subconscious. The two main messages he gets
from this are first you're no fool (which is important
for him to know in the context of listening to your
advice later on!), and also your opportunity is
implicitly extremely profitable if it means your
blindness is now a blessing (because the implication is
if you were NOT blind you'd be doing a "normal" job and
so would have missed out on this opportunity).
In Line 27 you begin to talk about what you do -- but
ONLY in response to the direct question, of course!
Note how you do NOT immediately jump down his throat!
Not EVEN when he says, "Hey, send me a link to your
site! I've been looking for a little extra income".
Even though you'd be hard-pressed to find a more
positive indicator of interest than this, it's vital to
remain cool -- even seemingly "uninterested". That's
why in Line 29 you IGNORE the question and instead ask
even more about THEM.
Line 30 is good AND a potential atomic bomb! First
it's great he's telling you he's "still a student".
This means he's open minded, enjoys acquiring knowledge
and is keen to learn new things.
However, the mention of the Church could be bad news,
IF you don't handle it right. See -- and please, I'm
not making a value judgement here, because faith and
spirituality are very important in people's lives -- I
can imagine (and have seen with my own eyes!) times
when a seemingly innocuous remark about matters of
faith has ended up in fistfights and with people
writing each other out of their wills!
In this case, it's best not to get too much into
discussion about it. Here's another tip (and it's NOT
just about saving your bacon in Network Marketing:
avoid discussions about politics and religion like the
plague!).
So you take the best and safest course and get the
conversation back on track (not only does this make
sense because of what I said above, but it's also the
whole point for HAVING the conversation in the first
place).
Up to Line 39 there's just some general chit-chat.
Nothing wrong in this, of course, and even though
you've got a hot prospect here, it doesn't hurt at all
to show you're actually a human being and just "chew
the fat". HOWEVER, do NOT lose sight of the whole
purpose of the exercise -- to get YOU more business. So
it's good to return to the subject in Line 40, with a
"lucky" question from them. This is a perfect chance to
get it back on track in Line 41. No messing about here,
a direct question to bring them back to the topic of
making some extra money.
In Lines 43 to 49 you qualify your opportunity. Just
one note of caution here: you CAN oversell the
benefits. In many cases, once the prospect is
interested and has asked you for info (implicitly here,
by asking for your website in Line
In Line 50, he re-conforms his interest, so you go for
the "close" of this "sale", which is to get him on the
telephone.
In Line 52, you actually get an objection -- but as
I've said before, you should welcome them not fear
them. Objections are natural and they give you an
opportunity to reveal benefits your own business has to
offer.
Line 53 is poetry. Metaphor is one of the most powerful
persuasive techniques we have at our disposal. In this
instance, we're reframing the future experience of his
participating in your opportunity in terms of something
with which he will already be familiar.
And so, we conclude with Lines 54 to 57 where we set
the appointment.
So, in closing, I'd like to reiterate the two points I
made above, because they're SO important: first, use
everything you've got. Marketing -- especially Network
Marketing -- is about relationships, and the best
relationships we have are with the people we know
something about. So use the "whole pig".
And secondly, take this as a lesson. We've ALL got
"reasons" not to grasp the nettle and do these things.
Yet when we look around us and see people beating all
the odds, people with better excuses than we'll EVER
have to sit at home and play the victim, it should spur
us into action!
Seize the day!
Max Steingart,
The Master of Internet Prospecting
P.S. If you'd love you use these tips but find you
don't have enough people to talk to, that's what I
can help you with in EFL Boot Camp:
This conversation today is one of my favourites, and
for two BIG reasons.
First, it illustrates the principle I always like to
tell people to make the most of, and that's to "use the
whole pig". By this, I mean, any aspect of your life
and circumstances is acceptable to use in your
network marketing. A lot of the stuffy types will tell
you to be "professional", without actually saying what
that means. But my take on it is anything I can do to
legally, ethically and morally get a prospect to say
"yes" when I GENUINELY believe it's in their best
interests IS professional. Remember - getting rapport
is the FIRST step to making the sale and inviting
people into your reality by sharing something of
yourself is a great way to do it.
The second thing I love about this conversation is it
thumbs a nose at all those people who make all sorts of
excuses why they "can't" make a success of their
businesses. This student of mine is BLIND and doing
very well, thank you very much.
If THAT doesn't inspire you, nothing will, Jake!
I've used "THEM" to preserve the privacy of the other
person involved, but it's a genuine conversation I had,
and, what's REALLY important is this so easily COULD be
YOU talking to as many "THEMs" as you wanted!
Probably the best way to get the MOST from this
powerful conversation is to print it out, grab a cup or
glass of your favorite beverage and go sit somewhere
quiet where you can follow along with the commentary
and reference the lines in the conversation.
I promise you, it'll really be worth that little bit of
extra trouble to go over it.
==================================================
Recruiting Tips: 6
"How to use the 'whole pig'"
==================================================
1. You: Hello
2. Them: Whodat!?
3. You: I was waiting on an online friend and your
profile caught my attention.
4. Them: ok
5. You: how did you come up with your screen name?
6. Them: Where you from
7. You: I lived in Macon Ga. I live now in a small
town called Musella
8. Them: Museella? Don't know where that is
9. You: It's about 15 miles west of Macon. where do
you scuba dive?
10. Them: Fla, Tn, SC. Depends
11. You: I tried it once on my honeymoon about 23
yrs ago
12. Them: Really, I love it. I like the Wreck dives
more than anything
13. You: Found it kind of hard being totally blind.
How long have you been diving?
14. Them: Not long, a year or so. Blind? how so
15. You: Was in an auto accident 25 yrs ago
16. Them: oh, literally blind! Sorry
17. You: I love to hunt and fish. Have you ever
tried either one?
18. Them: fish sometimes, don't hunt though
19. You: That's O K
20. Them: What do you do for a living?
21. You: It's been more of a blessing than anything.
where are you?
22. Them: NE of ACL
23. You: Sorry I am a lil slow because I have to
type and then change cursors and read.
24. Them: No problem, let me know if my
abbreviations are not helping
25. You: That's O K I'm new at this IM'ing thing
anyway.
26. Them: ok
27. You: I teach people how to work from home on
their computers. What do you do?
28. Them: Design Engineer. Hey, send me a link to
your site! I've been looking for a little extra
income
29. You: What do you design?
30. Them: You name it, Machinery ( mechanical ),
Steel Structures ( commercial ), even websites
and software. I'm still a student even at my
age! Do you have a home church down there?
31. You: I know. I am always learning. Yes I go to
tabernacle Baptist and sing in the choir
32. Them: Cool. I go to a church in Gainesville
called "Freechapel". We’re non denominational
33. You: I work with several engineers. What did
you do before?
34. Them: I've done Retirement communities,
colleges, Poultry equipment, residential, civil
projects. The commercial is the colleges, I've
also done work at Jacobi medical center in the
Bronyx, Piedmont right here. I stay pretty busy
35. You: Sounds like you've done it all. I was an
industrial electrician before I lost my sight
36. Them: No just that! My dad does that. GM. He
retired, excuse me, he did that. lol
37. You: I know what you mean. I type with four
fingers and two of them need spell check lol
38. Them: My fingers get pretty fat sometimes too!
that's what i tell people when I mess up. I say,
"sorry fat fingers"
39. You: I found out they don't hire too many blind
electricians
40. Them: Yeah, but you sound like you doing
something pretty challenging. How do you like it
compared to the electrical?
41. You: that's when I learned your need to dig the
well before you need the water. How much extra
income do you think you would need?
42. Them: Not much, just looking to earn a couple
hundred a month for security Ya never know!
43. You: I love helping people
44. Them: Have you got a web site?
45. You: It is real simple
46. Them: Ok
47. You: All you need is about one hour a day on the
computer
48. Them: That's doable
49. You: And you already have the skills to do what
I'm doing
50. Them: I've been interested a long time, in home
based work. I've done my design work from home
and still do. But if you contact most of those
sites they confuse more than help. understand?
51. You: I sure do. can we talk on the phone?
52. Them: They wont tell you anything until you put
up the cash, which I understand because its
there source income. But I can't learn enough
about it from what they do tell. Hold on, gotta
let the dog in
53. You: If you know how to play baseball that's how
simple it is to do what I do. My # is
XXX-XXX-XXXX. Call me and I will explain
54. Them: Ok I'm back, give me about ten minutes,
I'll call. Thanks
55. You: OK looking forward to hearing from you. My
name is <> what's yours
56. Them: <>. I'll talk to you in a bit
57. You: OK. I will add you to my list
Commentary:
We begin with a simple hello on Line 1. And, short
though it is, the cheerful response is already a good
sign. People online are sometimes wary about being
contacted out of the blue (which is why I teach the
fool-proof "softly softly" approach the way I do). And
in Lines 3 and 4 we confirm this in an easygoing,
nonthreatening way.
In Line 5 we take a safe approach and ask about their
screen name. I emphasize this time and time again
because it's SO important: people LOVE to talk about
themselves and immediately warm to you when you show an
interest in them.
You can see instantly how in Line 6 he reciprocates and
immediately gets "into" the conversation with you by
asking where you're from. I know it looks "simple" and
too easy to be important, but it IS. I can't say this
often enough.
In Line 9 you press home the rapport by asking about
their hobby, scuba diving. This is very smart. See,
although you can't see just from the conversation, you
have obviously figured out already the guy likes to
dive, and diving is one of those sports where the
people who do it are really "into" it. Here's a tip:
engage someone where their interests really lie, and
you'll have them eating out of your hands! And you can
see how well this works by the way he opens up in Line
12.
And in Line 13 you drop the "whole pig" into the
conversation. But notice how you do it in a
light-hearted almost humorous way. See, you do have to
be careful because if you come on too strong with
something like this, it might seem like you're after
the "sympathy vote" and that's NOT good for ANYONE.
No, the real reasons are 1. it helps get that rapport
going even stronger; and 2, it ALSO subtly lays the
groundwork by hinting at how simple your opportunity
is.
So in Lines 14 to 19 you're really strengthening the
communication bond and even playing down your
blindness, being somewhat dismissive if it, even.
And in Line 20, BINGO!
This is what you've been winding you for all along.
The glorious "what do you do?" question that allows you
to get into your business without being pushy or overt.
Hey, it was THEIR idea to start talking about it,
right?
Truth is, in almost any conversation -- ESPECIALLY
between men -- the subject of "what do you do for a
living" will come up in the first 5 minutes. And
that's PERFECT for us -- all we have to do is make sure
WE'RE not the ones who DO bring it up! You CAN be the
first to mention it, of course, if the circumstances
permit, but it's easier and more powerful if you leave
it to them to be the first ones to raise the issue.
Between Lines 21 to 26 there's a little confusion --
and it's unavoidable because of having to change
cursors for writing and reading. Yet even here you turn
it to your advantage by calling it a "blessing". This
is a tremendously powerful positioning statement and
gets to work at many different levels of your
prospect's subconscious. The two main messages he gets
from this are first you're no fool (which is important
for him to know in the context of listening to your
advice later on!), and also your opportunity is
implicitly extremely profitable if it means your
blindness is now a blessing (because the implication is
if you were NOT blind you'd be doing a "normal" job and
so would have missed out on this opportunity).
In Line 27 you begin to talk about what you do -- but
ONLY in response to the direct question, of course!
Note how you do NOT immediately jump down his throat!
Not EVEN when he says, "Hey, send me a link to your
site! I've been looking for a little extra income".
Even though you'd be hard-pressed to find a more
positive indicator of interest than this, it's vital to
remain cool -- even seemingly "uninterested". That's
why in Line 29 you IGNORE the question and instead ask
even more about THEM.
Line 30 is good AND a potential atomic bomb! First
it's great he's telling you he's "still a student".
This means he's open minded, enjoys acquiring knowledge
and is keen to learn new things.
However, the mention of the Church could be bad news,
IF you don't handle it right. See -- and please, I'm
not making a value judgement here, because faith and
spirituality are very important in people's lives -- I
can imagine (and have seen with my own eyes!) times
when a seemingly innocuous remark about matters of
faith has ended up in fistfights and with people
writing each other out of their wills!
In this case, it's best not to get too much into
discussion about it. Here's another tip (and it's NOT
just about saving your bacon in Network Marketing:
avoid discussions about politics and religion like the
plague!).
So you take the best and safest course and get the
conversation back on track (not only does this make
sense because of what I said above, but it's also the
whole point for HAVING the conversation in the first
place).
Up to Line 39 there's just some general chit-chat.
Nothing wrong in this, of course, and even though
you've got a hot prospect here, it doesn't hurt at all
to show you're actually a human being and just "chew
the fat". HOWEVER, do NOT lose sight of the whole
purpose of the exercise -- to get YOU more business. So
it's good to return to the subject in Line 40, with a
"lucky" question from them. This is a perfect chance to
get it back on track in Line 41. No messing about here,
a direct question to bring them back to the topic of
making some extra money.
In Lines 43 to 49 you qualify your opportunity. Just
one note of caution here: you CAN oversell the
benefits. In many cases, once the prospect is
interested and has asked you for info (implicitly here,
by asking for your website in Line
In Line 50, he re-conforms his interest, so you go for
the "close" of this "sale", which is to get him on the
telephone.
In Line 52, you actually get an objection -- but as
I've said before, you should welcome them not fear
them. Objections are natural and they give you an
opportunity to reveal benefits your own business has to
offer.
Line 53 is poetry. Metaphor is one of the most powerful
persuasive techniques we have at our disposal. In this
instance, we're reframing the future experience of his
participating in your opportunity in terms of something
with which he will already be familiar.
And so, we conclude with Lines 54 to 57 where we set
the appointment.
So, in closing, I'd like to reiterate the two points I
made above, because they're SO important: first, use
everything you've got. Marketing -- especially Network
Marketing -- is about relationships, and the best
relationships we have are with the people we know
something about. So use the "whole pig".
And secondly, take this as a lesson. We've ALL got
"reasons" not to grasp the nettle and do these things.
Yet when we look around us and see people beating all
the odds, people with better excuses than we'll EVER
have to sit at home and play the victim, it should spur
us into action!
Seize the day!
Max Steingart,
The Master of Internet Prospecting
P.S. If you'd love you use these tips but find you
don't have enough people to talk to, that's what I
can help you with in EFL Boot Camp:
Unleashing Our Potential
To Our Success,
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Who Are Interested In What You Have To Offer
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