Prospecting Invitation Kit

WATCH THIS VIDEO FIRST

How to go about inviting new prospects.
Tap on Topic to access information

Remember. prospects will sense the value of what you are offering them. That’s why, is crucial to hold the opportunity in high regard. Only if you do so, will your prospect respect what they are presented with.

When approaching a new prospect, it’s important not to pre judge them. This is why we recommend that you Pre Qualify everyone you meet, to ensure that they are a fit for your business and someone you are willing to dedicate some time to.  At this stage of your invitation, be advised not to discuss what the business is about, you’re only finding out whether you should invite them to an official presentation, or send a presentation Video.

Often what you gain from the Interview, is an idea of which approach you will target, when you get them to see the business concept. Or, if you send a Video, it may help you to choose a Presentation Video, with a presenter that they could relate to.

We will refer to the process as a Qualifying Interview, or a Q I.

The Q I, is made up of 4 basic points, represented by the acronym. Form.

  1. F is for Family.
  2. O for Occupation.
  3. R for Recreation.
  4. M for Money or Motivation.

You do not need to discuss all the elements with everyone. It will often depend on whether you are talking to a Cold, a Social or a Warm Prospect.  

Always keep the idea of building relationships at the foremost of this process.

You are there to hear about their needs, avoid injecting your experiences into the discussion.

Remember the goal of the Interview is to find the big need that you can focus on, the one that the Business Concept  will be able to solve.  Once you get it, do a strong close on the prospect, and set up the meeting date for the presentation.

When going through the 4 question categories, Try to do it as naturally as possible.

You do not need to do all 4. If after the first two you get an overwhelming need expressed, that the opportunity solves. Then you can proceed with a strong Close!

Here are some guidelines as to how to conduct a Q I.

Let’s start with the F which stands for Family

Hi Janet!

Do you have 5 minutes to chat?

Janet : Yes, definitely!

Thank you.

How’s the family doing?  

When the person responds,You have to listen out for cue’s that may assist you in leading to the next question. Like.

“Oh!, they doing well thanks. James is on a School Camp this weekend.

It’s  crazy what these extramural things cost nowadays. It definitely wasn’t like this in our day.

Here is where a point is mentioned about “The cost of things”.

Mentioning Cost of things, is an indication that Money and Job,may not be sufficient.

This would be a good opportunity to pivot the discussion to Occupation or Money.

For example.  By saying something like,

“You telling me! It’s no wonder why some people have to run two jobs now days. 

Do you work for yourself?  ( Then listen to what their response is )

Janet. No I work for a Corporate Company.

You.  Have you ever thought of working for yourself?

Janet.  Yes, but i have bills to pay, and you know, one is so dependent on your salary, it’s hard to just leave and start up something.

You. I relate to that.  It’s really good that we are chatting, since I may have a solution for you.

Janet.  What solution?

You.  A fantastic Home Based Business, that you could start part time and eventually have it surpass your current income. Then I’m sure you will have time and money to achieve some of those dreams you have.

Janet.  Dreams?  Well I have nightmares and sure hope you have a solution to turn them into dreams.

You.  Well Janet. I cannot promise you anything. It will all depend on you. I however will arrange a time to show you how it all works.

Janet.  Can’t you show me now, I do have some time available.

You.  I value your future and what this opportunity could mean for you. It’s for this reason I do not want to rush through explaining it.  I definitely will get back to you with a time and date, for you to see how we can help you fire your boss!

Thank you Janet. I appreciate your time. Expect a call from me, within the next day or two, and we’ll take it from there.

Bye.

This is just a role play example. But I hope it gives you an idea of how the flow of a discussion could go.

This process does not just happen naturally. It does take practice.  So we recommend that you practice with your team one on one. Call each other and role play.  This will truly assist you in becoming good at this process. 

Also remember to apply this with real people as well as virtually.  Please avoid texting this process.  The only time to use text, could be to set up a “Real” Call or a physical meeting. 

A Cold contact can be defined as meeting a stranger, who you know little to nothing about.
The key here is to build relationship. Now, we understand you don’t need to become every strangers best friend, but people will often see through your intentions if they are not sincere.  In discussion, listen to hear if they express any Need that you know the Opportunity will be able to address.  When you hear the need mentioned, whether health, the environment, money or other, that’s where you can engage.

Keep it simple with something like: Oh, I may have something that may help you with.  “Here you mention the Need that they mentioned in their conversation”.  Then say. “Do you mind us sharing contacts, so that I can get back to you with what I have in mind”.  Some people may be sensitive about giving their number, so you could say, here’s my number, give me a miss call, and then I will have your number. Be sure to get their name also and save it alongside their number.  After this, you can set up the Q I.

Do not discuss the business and how great it is, or how it can solve their problems. All you need to do at this stage, is build up the expectation.

In some cases after some chatting, you could pose the question. Are you open to looking at a way of earning additional income, on a part time basis?  Then keep quiet! and wait for their response.
If they say Yes! you say, fantastic. I will send you a 4 min video clip, and if you like what you see, we can take it further. Don’t forget to get their Name and Number.

Once again, they may ask, what’s it all about. Never explain it, rather say, that’s why I want to contact you, I will send you information to explain what I am talking about.

Social prospecting, refers to when you interact with a prospect at a social event, like a party, coffee shop etc.  You have a lot of time, but it’s not dedicated to talking about the business.

You would use the Q I process, to ascertain what the overarching need is, that the business opportunity will be able to address.

Some key points to note are:

Avoid turning the social event into a business presentation, by only  talking about the business.

Dedicate a limited time to ascertaining the prospects needs. Once you get it, then do the close. For example, ‘I have an exciting idea to share, that will definitely help you to pay for that trip to disney world you mentioned”.  I’ll call you in the  week to chat further.

Once you done the close, then spend the rest of your social focussing on the social, and do not bring the business topic up again, even if prospect does, just defer it to the fact that you will call in the week, to discuss it further.

You can however still keep listening for cues, to help with your future engagement.

Finally, when the event is over and you about to leave, remind them to expect your call. For example. Goodbye, great catching up once again. Then say, “Expect a call from me in the week, with regards to our discussion about your travel plans. Take care”

Make sure you diarise when you will call. When you make the call, it will be to ask when you could either invite them to a presentation, or if you sending a Video presentation, to ask when they have 30min to watch a presentation.

Warm Contact, is considered to be someone who has an idea of what you doing.  It is important to understand that your success in the business is the greatest asset you have to motivate a warm prospect, to have a look at the opportunity. Using your products around them, will add the belief in the product and the opportunity.

If they don’t see your belief in the opportunity and products, it will be more difficult to invite them.
You could approach them with a direct invitation to attend a presentation, or watch a video presentation.
Even though they are a warm contact, you should invite them based on what you know their Need is.

Let’s say, they need extra income. You could show them a lifestyle magazine story that can relate to them, and show how those people now are financially free.

Make sure you make an appointment for them to attend the presentation or watch the  video.  Once again reference the Pre and post video sending Guidelines.

These are guidelines for when you are planning to send a Video to a prospect.

Important to note is that, the Video sent without preparing the prospect, has a greater chance of not succeeding than one where preparation and follow up is built into the process.

We know that your personal touch is important, however these guidelines will assist in keeping the focus on methods that have been proven to be effective, and successful for all the top leaders.

We will use role play in these guidelines, to give you an idea of how to approach the process.

When setting up a time to send the Video, always set the follow up arrangement at the same time.

For Example : 

You make a call to a prospect you are planning to send the health video to.

Hi Sharon. Are you free to talk?

Sharon. Yes, For sure.

You. Great, I promised I would be in contact about that health matter, If I recall it was you constantly feeling drained and tired. Am I correct.

Sharon. Yes! I’m glad that you remembered and got back to me. I’m not sure if it’s just my kids that are over stressing me, or life. I’m having to run two jobs, you probably know that’s how life is.

You. I can relate to that. The Video that I planned to send you is about your health.

Once you have a look at it, we could possibly chat about how you could address doing something about not needing to have to work two jobs.

Sharon. That sounds like a plan.

You.  Fantastic. When would you have 10 minutes to watch this video I am sending you?

Sharon.  I do have time right now to watch it, you can send it.

You.  May I call you after you have watched it, to answer any questions you may have while it’s still fresh in your mind.

Sharon.  Yes thank you. That would be very helpful.

You.  I am sending it to your phone. Can you confirm which is the best way for me to send you the link.

Once you send the Video Link. Wait for a period. Which usually is the length of the video. Plus about 15 to 20 minutes added to that. 

Then do the follow up call.

At this follow up call. You set up the next action, whether for products or to see the business concept.  If it is to see the concept. Make the same arrangement to call another time, and follow the same procedure as before.

Note, that if the prospect say’s they cannot watch the video immediately, you may have to delay sending the video. You could find out when they will be available. Then schedule a call for that time.

If you are planning to do the Video showing using a Conference Call Solution. Then you can connect with the prospect using your preferred conference tool. Share your screen. And view the Video with your prospect.

Very important to establish the guidelines to the prospect.

Let them know the length of the clip.

Let them know that they should mute their mics and video for the duration on the video.

Let them know, you will only chat after the entire video has shown.

At the end. Go back to face to face Video and do the close.

This takes a bit more knowledge of technology, but once you do it. it is a great way of prospecting, as it makes the process, as if you are with them at a live presentation.

PROSPECTING MEDIA

  1. Please ensure you have gone through the Prospecting material before sending any of these clips.
  2. Qualifying prospects is the foundation to prospecting success
  3. To access the videos, tap on the relevant title.
  4. To share the videos, Long Press on the video and select ” COPY VIDEO URL” then paste it into your application of choice to send to prospect.

These are guidelines for when you are planning to send a Video to a prospect.

Important to note is that, the Video sent without preparing the prospect, has a greater chance of not succeeding than one where preparation and follow up is built into the process.

We know that your personal touch is important, however these guidelines will assist in keeping the focus on methods that have been proven to be effective, and successful for all the top leaders.

We will use role play in these guidelines, to give you an idea of how to approach the process.

When setting up a time to send the Video, always set the follow up arrangement at the same time.

For Example : 

You make a call to a prospect you are planning to send the health video to.

Hi Sharon. Are you free to talk?

Sharon. Yes, For sure.

You. Great, I promised I would be in contact about that health matter, If I recall it was you constantly feeling drained and tired. Am I correct.

Sharon. Yes! I’m glad that you remembered and got back to me. I’m not sure if it’s just my kids that are over stressing me, or life. I’m having to run two jobs, you probably know that’s how life is.

You. I can relate to that. The Video that I planned to send you is about your health.

Once you have a look at it, we could possibly chat about how you could address doing something about not needing to have to work two jobs.

Sharon. That sounds like a plan.

You.  Fantastic. When would you have 10 minutes to watch this video I am sending you?

Sharon.  I do have time right now to watch it, you can send it.

You.  May I call you after you have watched it, to answer any questions you may have while it’s still fresh in your mind.

Sharon.  Yes thank you. That would be very helpful.

You.  I am sending it to your phone. Can you confirm which is the best way for me to send you the link.

Once you send the Video Link. Wait for a period. Which usually is the length of the video. Plus about 15 to 20 minutes added to that. 

Then do the follow up call.

At this follow up call. You set up the next action, whether for products or to see the business concept.  If it is to see the concept. Make the same arrangement to call another time, and follow the same procedure as before.

Note, that if the prospect say’s they cannot watch the video immediately, you may have to delay sending the video. You could find out when they will be available. Then schedule a call for that time.

If you are planning to do the Video showing using a Conference Call Solution. Then you can connect with the prospect using your preferred conference tool. Share your screen. And view the Video with your prospect.

Very important to establish the guidelines to the prospect.

Let them know the length of the clip.

Let them know that they should mute their mics and video for the duration on the video.

Let them know, you will only chat after the entire video has shown.

At the end. Go back to face to face Video and do the close.

This takes a bit more knowledge of technology, but once you do it. it is a great way of prospecting, as it makes the process, as if you are with them at a live presentation.

Prospecting Invitation Kit

WATCH THIS VIDEO FIRST

How to go about inviting new prospects.
Tap on Topic to access information

Remember. prospects will sense the value of what you are offering them. That’s why, is crucial to hold the opportunity in high regard. Only if you do so, will your prospect respect what they are presented with.

When approaching a new prospect, it’s important not to pre judge them. This is why we recommend that you Pre Qualify everyone you meet, to ensure that they are a fit for your business and someone you are willing to dedicate some time to.  At this stage of your invitation, be advised not to discuss what the business is about, you’re only finding out whether you should invite them to an official presentation, or send a presentation Video.

Often what you gain from the Interview, is an idea of which approach you will target, when you get them to see the business concept. Or, if you send a Video, it may help you to choose a Presentation Video, with a presenter that they could relate to.

We will refer to the process as a Qualifying Interview, or a Q I.

The Q I, is made up of 4 basic points, represented by the acronym. Form.

  1. F is for Family.
  2. O for Occupation.
  3. R for Recreation.
  4. M for Money or Motivation.

You do not need to discuss all the elements with everyone. It will often depend on whether you are talking to a Cold, a Social or a Warm Prospect.  

Always keep the idea of building relationships at the foremost of this process.

You are there to hear about their needs, avoid injecting your experiences into the discussion.

Remember the goal of the Interview is to find the big need that you can focus on, the one that the Business Concept  will be able to solve.  Once you get it, do a strong close on the prospect, and set up the meeting date for the presentation.

When going through the 4 question categories, Try to do it as naturally as possible.

You do not need to do all 4. If after the first two you get an overwhelming need expressed, that the opportunity solves. Then you can proceed with a strong Close!

Here are some guidelines as to how to conduct a Q I.

Let’s start with the F which stands for Family

Hi Janet!

Do you have 5 minutes to chat?

Janet : Yes, definitely!

Thank you.

How’s the family doing?  

When the person responds,You have to listen out for cue’s that may assist you in leading to the next question. Like.

“Oh!, they doing well thanks. James is on a School Camp this weekend.

It’s  crazy what these extramural things cost nowadays. It definitely wasn’t like this in our day.

Here is where a point is mentioned about “The cost of things”.

Mentioning Cost of things, is an indication that Money and Job,may not be sufficient.

This would be a good opportunity to pivot the discussion to Occupation or Money.

For example.  By saying something like,

“You telling me! It’s no wonder why some people have to run two jobs now days. 

Do you work for yourself?  ( Then listen to what their response is )

Janet. No I work for a Corporate Company.

You.  Have you ever thought of working for yourself?

Janet.  Yes, but i have bills to pay, and you know, one is so dependent on your salary, it’s hard to just leave and start up something.

You. I relate to that.  It’s really good that we are chatting, since I may have a solution for you.

Janet.  What solution?

You.  A fantastic Home Based Business, that you could start part time and eventually have it surpass your current income. Then I’m sure you will have time and money to achieve some of those dreams you have.

Janet.  Dreams?  Well I have nightmares and sure hope you have a solution to turn them into dreams.

You.  Well Janet. I cannot promise you anything. It will all depend on you. I however will arrange a time to show you how it all works.

Janet.  Can’t you show me now, I do have some time available.

You.  I value your future and what this opportunity could mean for you. It’s for this reason I do not want to rush through explaining it.  I definitely will get back to you with a time and date, for you to see how we can help you fire your boss!

Thank you Janet. I appreciate your time. Expect a call from me, within the next day or two, and we’ll take it from there.

Bye.

This is just a role play example. But I hope it gives you an idea of how the flow of a discussion could go.

This process does not just happen naturally. It does take practice.  So we recommend that you practice with your team one on one. Call each other and role play.  This will truly assist you in becoming good at this process. 

Also remember to apply this with real people as well as virtually.  Please avoid texting this process.  The only time to use text, could be to set up a “Real” Call or a physical meeting. 

A Cold contact can be defined as meeting a stranger, who you know little to nothing about.
The key here is to build relationship. Now, we understand you don’t need to become every strangers best friend, but people will often see through your intentions if they are not sincere.  In discussion, listen to hear if they express any Need that you know the Opportunity will be able to address.  When you hear the need mentioned, whether health, the environment, money or other, that’s where you can engage.

Keep it simple with something like: Oh, I may have something that may help you with.  “Here you mention the Need that they mentioned in their conversation”.  Then say. “Do you mind us sharing contacts, so that I can get back to you with what I have in mind”.  Some people may be sensitive about giving their number, so you could say, here’s my number, give me a miss call, and then I will have your number. Be sure to get their name also and save it alongside their number.  After this, you can set up the Q I.

Do not discuss the business and how great it is, or how it can solve their problems. All you need to do at this stage, is build up the expectation.

In some cases after some chatting, you could pose the question. Are you open to looking at a way of earning additional income, on a part time basis?  Then keep quiet! and wait for their response.
If they say Yes! you say, fantastic. I will send you a 4 min video clip, and if you like what you see, we can take it further. Don’t forget to get their Name and Number.

Once again, they may ask, what’s it all about. Never explain it, rather say, that’s why I want to contact you, I will send you information to explain what I am talking about.

Social prospecting, refers to when you interact with a prospect at a social event, like a party, coffee shop etc.  You have a lot of time, but it’s not dedicated to talking about the business.

You would use the Q I process, to ascertain what the overarching need is, that the business opportunity will be able to address.

Some key points to note are:

Avoid turning the social event into a business presentation, by only  talking about the business.

Dedicate a limited time to ascertaining the prospects needs. Once you get it, then do the close. For example, ‘I have an exciting idea to share, that will definitely help you to pay for that trip to disney world you mentioned”.  I’ll call you in the  week to chat further.

Once you done the close, then spend the rest of your social focussing on the social, and do not bring the business topic up again, even if prospect does, just defer it to the fact that you will call in the week, to discuss it further.

You can however still keep listening for cues, to help with your future engagement.

Finally, when the event is over and you about to leave, remind them to expect your call. For example. Goodbye, great catching up once again. Then say, “Expect a call from me in the week, with regards to our discussion about your travel plans. Take care”

Make sure you diarise when you will call. When you make the call, it will be to ask when you could either invite them to a presentation, or if you sending a Video presentation, to ask when they have 30min to watch a presentation.

Warm Contact, is considered to be someone who has an idea of what you doing.  It is important to understand that your success in the business is the greatest asset you have to motivate a warm prospect, to have a look at the opportunity. Using your products around them, will add the belief in the product and the opportunity.

If they don’t see your belief in the opportunity and products, it will be more difficult to invite them.
You could approach them with a direct invitation to attend a presentation, or watch a video presentation.
Even though they are a warm contact, you should invite them based on what you know their Need is.

Let’s say, they need extra income. You could show them a lifestyle magazine story that can relate to them, and show how those people now are financially free.

Make sure you make an appointment for them to attend the presentation or watch the  video.  Once again reference the Pre and post video sending Guidelines.

These are guidelines for when you are planning to send a Video to a prospect.

Important to note is that, the Video sent without preparing the prospect, has a greater chance of not succeeding than one where preparation and follow up is built into the process.

We know that your personal touch is important, however these guidelines will assist in keeping the focus on methods that have been proven to be effective, and successful for all the top leaders.

We will use role play in these guidelines, to give you an idea of how to approach the process.

When setting up a time to send the Video, always set the follow up arrangement at the same time.

For Example : 

You make a call to a prospect you are planning to send the health video to.

Hi Sharon. Are you free to talk?

Sharon. Yes, For sure.

You. Great, I promised I would be in contact about that health matter, If I recall it was you constantly feeling drained and tired. Am I correct.

Sharon. Yes! I’m glad that you remembered and got back to me. I’m not sure if it’s just my kids that are over stressing me, or life. I’m having to run two jobs, you probably know that’s how life is.

You. I can relate to that. The Video that I planned to send you is about your health.

Once you have a look at it, we could possibly chat about how you could address doing something about not needing to have to work two jobs.

Sharon. That sounds like a plan.

You.  Fantastic. When would you have 10 minutes to watch this video I am sending you?

Sharon.  I do have time right now to watch it, you can send it.

You.  May I call you after you have watched it, to answer any questions you may have while it’s still fresh in your mind.

Sharon.  Yes thank you. That would be very helpful.

You.  I am sending it to your phone. Can you confirm which is the best way for me to send you the link.

Once you send the Video Link. Wait for a period. Which usually is the length of the video. Plus about 15 to 20 minutes added to that. 

Then do the follow up call.

At this follow up call. You set up the next action, whether for products or to see the business concept.  If it is to see the concept. Make the same arrangement to call another time, and follow the same procedure as before.

Note, that if the prospect say’s they cannot watch the video immediately, you may have to delay sending the video. You could find out when they will be available. Then schedule a call for that time.

If you are planning to do the Video showing using a Conference Call Solution. Then you can connect with the prospect using your preferred conference tool. Share your screen. And view the Video with your prospect.

Very important to establish the guidelines to the prospect.

Let them know the length of the clip.

Let them know that they should mute their mics and video for the duration on the video.

Let them know, you will only chat after the entire video has shown.

At the end. Go back to face to face Video and do the close.

This takes a bit more knowledge of technology, but once you do it. it is a great way of prospecting, as it makes the process, as if you are with them at a live presentation.

PROSPECTING MEDIA

  1. Please ensure you have gone through the Prospecting material before sending any of these clips.
  2. Qualifying prospects is the foundation to prospecting success
  3. To access the videos, tap on the relevant title.
  4. To share the videos, Long Press on the video and select ” COPY VIDEO URL” then paste it into your application of choice to send to prospect.

These are guidelines for when you are planning to send a Video to a prospect.

Important to note is that, the Video sent without preparing the prospect, has a greater chance of not succeeding than one where preparation and follow up is built into the process.

We know that your personal touch is important, however these guidelines will assist in keeping the focus on methods that have been proven to be effective, and successful for all the top leaders.

We will use role play in these guidelines, to give you an idea of how to approach the process.

When setting up a time to send the Video, always set the follow up arrangement at the same time.

For Example : 

You make a call to a prospect you are planning to send the health video to.

Hi Sharon. Are you free to talk?

Sharon. Yes, For sure.

You. Great, I promised I would be in contact about that health matter, If I recall it was you constantly feeling drained and tired. Am I correct.

Sharon. Yes! I’m glad that you remembered and got back to me. I’m not sure if it’s just my kids that are over stressing me, or life. I’m having to run two jobs, you probably know that’s how life is.

You. I can relate to that. The Video that I planned to send you is about your health.

Once you have a look at it, we could possibly chat about how you could address doing something about not needing to have to work two jobs.

Sharon. That sounds like a plan.

You.  Fantastic. When would you have 10 minutes to watch this video I am sending you?

Sharon.  I do have time right now to watch it, you can send it.

You.  May I call you after you have watched it, to answer any questions you may have while it’s still fresh in your mind.

Sharon.  Yes thank you. That would be very helpful.

You.  I am sending it to your phone. Can you confirm which is the best way for me to send you the link.

Once you send the Video Link. Wait for a period. Which usually is the length of the video. Plus about 15 to 20 minutes added to that. 

Then do the follow up call.

At this follow up call. You set up the next action, whether for products or to see the business concept.  If it is to see the concept. Make the same arrangement to call another time, and follow the same procedure as before.

Note, that if the prospect say’s they cannot watch the video immediately, you may have to delay sending the video. You could find out when they will be available. Then schedule a call for that time.

If you are planning to do the Video showing using a Conference Call Solution. Then you can connect with the prospect using your preferred conference tool. Share your screen. And view the Video with your prospect.

Very important to establish the guidelines to the prospect.

Let them know the length of the clip.

Let them know that they should mute their mics and video for the duration on the video.

Let them know, you will only chat after the entire video has shown.

At the end. Go back to face to face Video and do the close.

This takes a bit more knowledge of technology, but once you do it. it is a great way of prospecting, as it makes the process, as if you are with them at a live presentation.