How to Start a Conversation &
'break the ice' about the opportunity
Without breaking the ice you can't recruit!
Want to know how to start a conversation and say the right things to break the ice about the opportunity, which makes it possible to recruit a prospect.
On Friday, I showed you formula one on how to open a conversation and get prospects begging you to help them. This article will show other ways on how to start a conversation to get prospects asking you for a presentation.
Starting a conversation transitioning from friendly social talk to introducing your business into the conversation should be effortlessly and without being pushy like a salesman. We need to introduce our business into the conversation in a socially acceptable way.
The only difference between people with unlimited prospects in network marketing and those without is what they say.
The Six-Formula Statements to Start Conversations
Bob and Judy are in the same network marketing company. They have equal access to the same compensation plan, the same territory, the same products and the same pricing. Judy is more productive recruiting and prospecting than Bob. What is the difference between Judy who has unlimited prospects and Bob who does not? It is “what Judy says and does.”
The best ways to start a conversation is know what to say and do.
Focus on how to start a conversation by focusing on your surroundings. Prospects are everywhere. You find them at your local grocery store, pharmacy and baker. Doctors and the staff that works for them are prospects to focus on. No matter where you go prospects are found. The surroundings will dictate what you say.
The six best formula statements to break the ice and strike a conversation:
- “Are you married to your job, or are you open minded?”
- “I just found out…”
- “Would it be okay if…”
- “What is the biggest gnawing pain…”
- “Would you like to do something about it?”
- “I show people how to…”
I am at the doctor’s office. I’m greeted by an eager and friendly receptionist. Her name is Becky. I give her my name and Becky looks up my appointment. I decide I want her on my team.
I say, “Becky, are you married to your job, or are you open minded?”
Becky stops what she is doing and says, “What?”
I repeat, “Are you married to your job, or are you open minded?”
She says, “I’m open minded. I am only doing this job to make ends meet.”
Becky has revealed finances are a problem. With the lack of finances comes debt, and the lack of many things to make life easier.
I say, “I just found out how staff support for doctors can get an extra four paychecks a month without the doctor knowing about it. If you would like to know how, I would be happy to tell you. Meanwhile, what time do I see the doctor?” (see “Formula One for Getting Prospects Begging You for a Presentation”).
Becky begs me, “Tell me now.”
Me: “Let me see the doctor and I’ll wait for you to get off work.”
“No, tell me now,” she replies.
“Let me see the doctor and wait until we can talk more in private,” I reply.
Finely, Becky is frustrated at this point and says, “I need to know now.”
“Would it be okay if I showed you how to earn more money part-time than you do full-time?” – I ask.
“Absolutely,” her reply.
I ask Becky a quick question, “What is the biggest gnawing pain in the butt about your finances that you have now?”
She says, “Christmas is going to be slim with my husband laid off and with me the only bread winner in the home.”
I say, “Would you like to do something about it before Christmas?”
She says “yes”.
I say to Becky, “I show people how to get extra money not only for Christmas but enough to pay all bills with money to spare and get paid full-time working on a part-time basis. Give me first and last name and phone number and when are you off work and I’ll call you.”
Guess what? I get Becky’s first and last name and phone number and a time to call her later, because I know how to use the six-statement formula to start and end a conversation. The presentation with her to follow is made easier and she is more receptive.
Notice what was done. I know what to say to break the ice and initiate a conversation. The six-formula statements are my guide. It controls the conservation by six statements which guide me in the order of words to speak. It controls the conversation of what Becky the receptionist says …human nature responds naturally to questions and affirmations.
The six-formula statements get the desired results. I get Becky’s name and phone number and an opportunity at a later time to give a presentation about the business to her.
The six-statement formula lays the foundation for Becky’s reception of the later presentation. She knows what to expect and the presentation is not a surprise. The presentation is given and Becky is open to what I offer without rejection or being pushy.
The Take-Away of the Six-Formula Statements
It’s easy to start and lead with a conversation and get prospects begging you for a presentation. “Are you married to…” “I just found out…” “Would it be okay if…” “What is the biggest gnawing pain…” “Would you like to do something about it?” “I show people how to…”
“Are you married to your job, or you open minded” is a good question to start a conversation. You want to know if they are happy with their job and open minded. If they are happy with their job and not open minded, the conversation ends. If they are not happy with their job and are open minded, proceed with the conversation.
“I just found out…” freezes the prospect’s mind and strikes up curiosity. The prospect needs to know. It is a matter of survival to know. Delaying the need to know makes the prospect beg for more. Adding a benefit (4 extra paychecks a month) makes the prospect beg to know.
“Would it be okay….” asks permission. The prospect grants the permission and you can continue with the presentation. Add another benefit to the conversation (how to earn more money part-time than you do full-time) gives the prospect a reason for wanting to know more.
“What is the biggest gnawing pain…” This uncovers the pain to match with your products and services to solve it. Without knowing the pain and how to resolve it, the prospect will be unmoved. Prospects always look at “what’s in it for me?” “What can you do for me to solve my pain and fulfill my needs?” If you don’t find out what it is and offer an alternative, the rest of the presentation falls on deaf ears.
“Would you like to do something about it?” – this “yes” and “no” question is thrown in there to find out how bad the prospect wants to solve their pain. A “yes” or “no” gives the indication of whether to finish the speech or end it. “Yes” gives you permission to finish the conversation. “No” tells you that the prospect is not receptive to what you have to offer and to end the conversation.
“I show people how to…” (get extra money not only for Christmas but enough to pay all bills with money to spare – paid full-time working on a part-time basis) caps off how to start a conversation. It offers the solution to the pain and adds a third benefit to sweeten the pot and satisfies “what’s in it for me?”
The six-formula statements – You start the conversation. You lead the conversation. You control the conversation by knowing what to say and what to do.
How to start a conversation? Know what to say. Know what to do. Prospects are unlimited and found all around you using the six-formula statements.