“Formula One for Getting Prospects Begging You for a Presentation”
Formula one is my way of setting up words for getting a prospect to do something positive.
Formulas are rules, guides and principles for getting something done. Stories have formulas. Stories have a beginning which introduces a character or problem …a middle where the character adopts a solution to the problem …and the end where the character benefits from the solution. Mathematics have formulas expressed in algebraic symbols to find solutions to a problem requiring mathematics. Recipes have formulas where a guide tells you to take a little of this and a dash of that to create a delicious meal.
Network marketing has an official formula. The formula is prospecting.
The formula for prospecting is simple. You express words just right and in the right way to get the prospect wanting more and move him to positive action. The formula requires skill.
Formula one is a skill where we learn to say the right things to break the ice and get the prospecting begging for a presentation. The presentation hopefully leads to either a new customer or a new rep.
The Formula One Formula
Formula one has a simple rule. Use a phrase which freezes the mind to halt the prospect from what he is doing to take notice followed by a benefit and a break in communication.
The phrase? “I just found out how to…” Psychologically it is a sequence of words which draws the mind to forget everything else about it and concentrate on what is coming next. It compels the listener to listen.
It’s a race with formula one. Formula one is a race between two competing objects. The objects surrounding the listener and the phrase to make the prospect stop everything to listen to what you say.
People cannot listen to two things at the same time. The phrase “I just found how to…” brings the conscious mind to a complete standstill. It makes the mind forget everything it was thinking about and compels the listener to focus on the words I say next.
The benefit completes the action. It gives closure to the mind. It creates incentive for wanting more.
The break in communication allows you to reference to something else so that you don’t give away too much. It causes the prospect asking, “What is it?” Asking you “what is it” opens the door for you to give the presentation without being pushy or chasing.
How to Use Formula One
I am invited to dinner by Bob with whom I’ve not seen in a while. We chat about everything. The weather, sports, catching up on old and new times (“rapport”). Bob tells me he just bought a new home (“the opportunity”). We finish our meal and I say, “Bob, I just found out (“The Phrase”) how we can pay our mortgage payments without ever using our current income (“The Benefit”). Meanwhile let’s order desert (“The Break in Communication”)”
Bob says, “Whoa! Wait a minute. You just told me you found a way we can pay our mortgages without every using our salaries. What is it?”
I reply, “Sure, I’ll tell you after desert.”
Bob replies, “No, no, no! Tell me more now. I need a way of paying my mortgage without it biting into my paycheck.”
I reply, “Bob, I will tell you after desert. I have a sweet tooth which needs satisfying. Let’s have desert and I will tell you.”
Bob is annoyed at this point, “No, tell me now!”
The formula one works. This is a good problem to have with Bob. Bob is begging me for a presentation, rejection free. I built rapport (“the weather, sports, catching up on old and new times”). The rapport gave Bob a way of telling me about an opportunity (“a new home”) for introducing formula one.
If Bob was not interested, he would agree with me and order desert. No rejection on his part. I did not embarrass him in any way. I did not pressure him to decide. Bob seeks out what I offer.
The phrase “what did you find out” creates curiosity. The prospect must know. He cannot go any further until you tell him what it is for him to survive.
The benefit creates incentive. It speaks to the prospect’s desires, wants and needs. Giving something that makes the prospect want more makes the formula work.
The break in communication gives Bob of way of saying, “No, I am not interested.” When I wanted to order desert, Bob doesn’t have to think up an excuse or objection if he is not interested. He simply agrees we need to order desert and we move on.
Visualize the formula one:
I just found out how to _________________________.
If you would ever like to know how, I would be glad to tell you, meanwhile please ______________________!
Practical Use of Formula One
Let’s have some fun with formula one. The formula news is to find different scenarios which we can use to break the ice and find new customers and reps.
Add some benefits to the phrase “I just found out how to…” followed by a break in communication and we can have a lot of fun.
“Hey Susan, I just found out how to get an extra paycheck every month. If you would like to know how, I’m happy to tell you. Meanwhile let’s go to lunch.”
“Hey Jim. Hey Mary. I just found out how to stop paying cost for daycare and stay at home without losing a paycheck. If you would like to find out, I’d be glad to tell you. Meanwhile, let’s take our kids to the park.”
What do you think Susan, Jim and Mary are going to think? They are either going to say, “tell me more,” or not.
Know anyone who is disgusted with overpaying utility bills?
“Hey John, I just found out how to stop overpaying for your utilities and ridding yourself of all debt. If you want to know more, I’d be happy to tell you. Meanwhile, let’s go meet our wives.”
How about someone whom you know wants to retire before the age of 45?
“Robbie, I just found out how we don’t have to work 45 years like our parents and can make 4 X the amount we make now. If you want to know more about it, I’d be glad to tell you. Meanwhile, let’s go the meeting.”
I’m watching TV with Julie. Julie is complaining about vacations being too short. I say, “Hey Julie, I just found out how to work 24 weeks out of the year and take vacations the other 28 weeks. If you would like more information, I’m happy to share it. Meanwhile, let’s watch “NCSI: Los Angeles.”
I am talking to a secretary and say this: “Hey Donna, I just found out how secretaries can fire their bosses and make more money part-time than the bosses do full-time. If you want to know, I’d be happy to tell you. Meanwhile, go back to writing that letter for the boss.”
See how easy it is with formula one. “I just found out” A benefit. A break in communication. It’s a simple formula for prospecting.