“How to Impress People in the Business Profession into Network Marketing”
How to Impress People in the Business Profession
Want to know how to impress people in the business profession into Network Marketing? If we want to impress a business person, we must speak their language.
Do you sometimes wish you had the right message that could convince a business leader to join your team? Imagine what four or five business professionals in your organization could do for your Network Marketing business?
So let’s learn how to impress people in the business profession into our club.
We must learn how to influence someone with the right words. In fact, we can learn how to impress people in the business profession with 18 magic words. And we can amaze them in 30 seconds upon meeting them with these 18 magic words.
The use of 18 magic words will separate you from your competition. You will gain immediate rapport, credibility and the attention of everyone in the business profession.
When you have a problem in communicating with a business professional, you will find it difficult to work with him, especially if you do not understand what is going on inside his mind.
Top professionals know themselves and know how to deal with the different languages that people present through their behavior. They learn how to impress people in the business profession
You can understand how to impress. people in the business profession when you are fully aware of human behavior and what motivates them.
What Will these 18 Magic Words Do for Me?
Here are eight benefits you will receive:
- Look more professional.
- Keep your meeting on track.
- Bring the sales to a smooth conclusion.
- Understand who has the buying power.
- Increase your conversion rates.
- Be organized and respectful of your prospect’s time.
- You learn how to impress someone in first meet.
- It opens the business professional’s mind to you.
Human behavior is not motivated by how to impress others by your personality. Human behavior is motivated by what we say in the first 30 seconds of contact with someone. It is how to impress people in the business profession.
Learning how to impress people in the business profession with 18 magic words will be our priority.
The Setup with the Secretary or Receptionist
What if we presold our business professionals before we spoke to them by phone? You would have a ready-made audience eager to hear your presentation.
To accomplish this, we must have two tools. We must have a written agenda, and we must speak the right words if we wish to know how to impress people in the business profession.
Next is the right words to speak to the gatekeeper… usually the secretary or receptionist. how to impress people in the business profession is learning how speak to the gatekeeper.
So you call up the business professional. You will most likely be speaking to the receptionist or secretary. And you say to the receptionist or secretary,
“Hello, this is (FIRST AND LAST NAME) from (YOUR CITY AND STATE). Would it be okay if I asked for the owner’s name?”
Wait for the answer, and then say,
“Well, you know how (TWO PROBLEMS THAT ARE FACTS YOU AND THE SECRETARY OR RECEPTIONIST CAN AGREE WITH)? I am a marketing specialist who can help Mr./Ms. (CLIENT LAST NAME) with a solution to three problems. To help him/her (FIRST BENEFIT), (SECOND BENEFIT), and (THIRD BENEFIT). I can send him/her the agenda for today to solving these three problems and you can give it to him/her. What is Mr./Ms. (CLENT’S LAST NAME) email address, if that is okay with you?”
“Hello, this is Dale Moreau from Kerrville, Texas. Would it be okay if I asked for the owner’s name?”
The receptionist replies, “Walter Jones is the owner’s name.”
Then you reply,
“Well, you know how most business owners hate to spend money over-and-over again finding new clients and customers, and want to pay fewer taxes? I am a marketing specialist who can help Mr. Jones with a solution to three problems. To help him get more clients with bigger accounts, promote brand awareness, and offer additional tax breaks to his business. I can send him the agenda for today to solving these three problems, and you can give it to him. What is Mr. Jones’ email address, if that is okay with you?”
What do you think the receptionist or secretary will do? They will agree because they are looking out for the best interest of their boss. By offering three benefits, you are showing that you have the best interest of their boss at heart. They will give you their boss’s email address (how to impress people in the business profession).
Let’s break down the conversation.
(1). The Introduction.
“Hello, this is Dale Moreau from Kerrville, Texas. Would it be okay if I asked for the owner’s name?” This is a simple introduction.
(2). Building Rapport.
“Well, you know how + two problems that are facts you and the secretary agree with. The way for building rapport is to state two facts which you both agree with. It helps create trust and breaks down barriers of skepticism. These two facts will contain two problems “Well, you know how most business owners hate to spend money over-and-over again finding new clients and customers [first problem], and want to pay fewer taxes [second problem]? – these are two facts that state problems the owner faces, and the secretary and you agree with.
(3). The Reason for Calling.
“I am a marketing specialist who can help Mr./Ms. (CLIENT LAST NAME) with a solution to three problems.” This sentence gives the reason for calling.
4). Three Benefits.
“To help him/her (FIRST BENEFIT), (SECOND BENEFIT), and (THIRD BENEFIT).” We give three benefits for doing business with us. The benefits must relate to the vendor or business at hand. Benefits for doctor, for example, would not work for a baker.
Here is a breakdown of benefits for different businesses:
Sales: Quotas, territories, and servicing requirements.
Insurance: Underwriting ratings, filing and investigating claims.
Real Estate: Making their own sales, associated overhead, liability and massive amounts of paperwork.
Retail: Inventor, breakage, rent, employee hassles, insurance costs, not turning a profit quickly.
Doctors; 2/3 of their cost is tied up with insurance claims, working long hours, massive amounts of paperwork, liability insurance.
Lawyers: Getting better quality clients, being paid once for their efforts, working long hours.
Financial Planner and Bankers: They have little time, they like making lots of money, and like minimized risk.
Other professionals: Taxes, new clients and customers, higher profits to pay their brick-and-mortar business.
(5). The Written Agenda.
“I can send him/her the agenda for today to solving these three problems and you can give it to him/her.” This lets them know you have an agenda in writing to send them.
(6). The Email Address.
“What is Mr./Ms. (CLENT’S LAST NAME) email address, if that is okay with you?” Adding “if that is okay,” at the end of the sentence, you are asking permission in a “yes” or “no” commitment. By asking politely, you will get a yest commitment.
The 18 Magic Words
After we send the agenda, we will be getting a call from the professional. And here are our 18 magic words that we say,
So Mr. Jones… Here is our agenda. Is there anything you wish to add or is this okay?
When you say those 18 magic words, the professional who hears them will be thinking, “Wow, this person is organized and considerate.” They will appreciate this opening.
This separates you from the competition.
The 18 Magic Words Written Agenda
The next step is to learn how to impress others with our behavior… We learn how to impress people in the business profession by sending out a written agenda. Our competition cannot compete with this type of behavior. Here is the written agenda:
So now let me break it down by looking at the points on the agenda:
(1). The Description.
Description: To help Mr. Jones get more clients with bigger accounts, promote brand awareness, and offer additional tax breaks to his business.
We fill in the description with the three brief benefits that we told the secretary about in the beginning of our phone call.
2). Client’s Background.
Client’s Background; Owner of Jones Clothing Store and Boutique.
This is strong and powerful. It sets the scene for the person using the agenda, not so much for the client. To an onlooker, the word background is not completely clear, but it is to you.
It is the cornerstone to the whole process. Let me explain why? We are talking about the client’s background, so this is how we introduce it after they have read and agreed to the agenda.
When we start our conversation, we can ask, “So, Mr. Jones, what made you get involved with the clothing business?”
After you have covered the background and listened to them speak, it is important you tick off box number 1. And have them tick off box number 1 on the phone.
(3). Current Position.
Current Position: What do you like best about your clothing store? What do you like least about your clothing store?
This will need to be personalized to the business. At box two, you are gathering information about two key indicators:
- The client’s pain.
- The client’s potential gain.
Here are the questions to ask,
“What do you like most about selling clothes? What do you like least about selling clothes?”
In simple terms, what is causing the client’s pain, what pain are they trying to avoid, and what benefits are they looking for in their business? People are motivated more to avoid pain than to gain benefits.
Again we listen and check off this item and have our client check off the item on his end.
(4). Possible Challenges.
Possible Challenges: Employee theft, breakage, taxes, insurance cost, employee benefits, inventory, rent, employee hassles, not able to turn a profit quickly.
Again, personalize this to your particular business.
Again, this is personalized to the business and circumstances. It is during this stage that we listen carefully to their problems and pain and their need for our benefits to relieve the pain.
(5). Possible Solutions.
Possible Solutions: Network Marketing to add a new line of revenue income and tax breaks to the present business, to offer employees another avenue to supplement their income to create employee loyalty, save on insurance, cut down theft.
Again, we personalize this to our client’s business and situation.
(6). Cost Implications.
Cost Implications: $1200 for the professional Package – $750 for the Business Builder Package – $350 for the Personal Package.
This where you talk about costs for the solution with Network Marketing.
This is where you talk about the cost of the Network Marketing business. If you have four levels, three levels, two levels or one level, you show the cost for each level. Then when speaking to them over the phone, you divide the cost for each level by 12 to give them a monthly breakdown of what they are spending. In our example above, $1200 for the Professional Package divided by 12 months = $100 a month.
Again, after discussing the cost, you check off the box and have your client do the same.
(7). The Next Steps.
The Next Steps.
The next steps are where we bring the conversation to a close. The way we bring the conversation to a close is with a one-minute presentation about our business.
If you don’t know how to do a one-minute presentation, you can see my article on it in this blog.
So let me show you how to impress people in the business profession with this involved formula above.
Ring. Ring. Ring.
Secretary: “Good morning. Jones Clothing Store and Boutique. How can I help you?”
You: “Hello, this is FIRST AND LAST NAME from CITY-STATE. Would it be okay if I asked for the owner’s name?”
Secretary: “Sure, his name is Walter Jones.”
You: “Well, you know how most business owners hate to spend money over-and-over again finding new clients and customers, and want to pay fewer taxes? I am a marketing specialist who can help Mr. Jones with a solution to three problems. To help him get more clients with bigger accounts, promote brand awareness, and offer additional tax breaks to his business. I can send him the agenda for today to solving these three problems, and you can give it to him. What is Mr. Jones’ email address, if that is okay with you?”
Secretary: “I’m sure Mr. Jones will appreciate that. His email address is email@example.com.”
You: “Thank you. This written agenda will be going out in a few minutes and be sure to give it to him.”
Secretary: “I’ll give it to him right away.”
You: “Thank you.”
Now, you wait for the call from Mr. Jones, the store owner.
Ring. Ring. Ring.
You: Hello. Dale speaking. Is this Mr. Jones?”
Mr. Jones: “Yes, it is. What is this all about?”
You: So Mr. Jones… Here is our agenda. Is there anything you wish to add or is this okay?
Mr. Jones: “No. It is quite impressive.”
You: “Thank you. This is what a professional like you expects from me. Would it be okay if we go over each point one-by-one?”
Mr. Jones: “Sure, that would be great.”
You: “In the description, I have listed what I anticipated could be three benefits we can offer you.”
Mr. Jones: “That is exactly right.”
You: Awesome. Let’ move to the next part of the agenda…agenda number 1… your background. “So, Mr. Jones, what made you get involved with the clothing business?”
Mr. Jones: “I inherited the business from my father. I wanted to be a chemist and went to school for it. But my father died and left me the business to run. So, I quit school and been in this business 15 years.”
You: “Thank you for that information. I am checking this off as we go along. I’d appreciate if you do the same. The second part of the written agenda is your current position. What do you like most about owning a clothing store and selling clothing?”
Mr. Jones: “I like the money. It pays the bills and I make a good living.”
You: “What do you like least about owning a clothing store and selling clothing?”
Mr. Jones: “I work 60 hours a week. I can’t keep employees around. They work 2 or 3 weeks and quit because I can’t pay them what they think they are worth. My rent and insurance costs are high.”
You: “Thanks, and I am checking that off, and I’d appreciate it if you do the same. With agenda item #3, I’ve listed some problems. Do these sound about right?”
Mr. Jones: “Yes, you hit the nail on the head. You seem to have a grasp of my situation well.”
You: “Yes, I work to help you. I am checking off agenda item number 3, and have you done the same?”
Mr. Jones: “Yes, it is done.”
You: Moving on to item number 4…possible solutions. This is where my business comes in to offer a solution. I’m in the network marketing business. With network marketing, we can add additional revenue to your income, help your employees get extra income to stop them leaving by creating employee loyalty to you, offer you tax breaks you can’t get elsewhere, With employee loyalty, we can help you save on insurance cost. With added tax benefits, we can cut back on your rent cost. There will be less breakage from disgruntled employees. Do these benefits sound good to you?”
Mr. Jones: “Absolutely, these benefits sound great to me.”
You: “Great, I’m checking off agenda item Number 4. Now, onto agenda number 5. We have three levels for our business as you can see. I will get into those levels in a few minutes, if that is okay with you. Just know those are the costs. Each level brings in more income…with the professional level bringing in the big income at a faster rate than the other two levels.”
Mr. Jones: “Got it and I am checking off that item.”
You: The 6th item on the agenda is what I call The Next Steps and concludes our discussion.
VERY IMPORTANT: “I can give you a complete presentation, but it would take an entire minute. When could you set aside a whole minute?”
IMPORTANT: “Just curious, if you were to have an extra income with our business, how much extra income would you be looking to earn?”
One Minute Presentation…
“If you want to earn an extra of $________ a month over the next 90 days working just a few hours a week, you need to know these four things …”
“Number one: Don’t change. Be yourself. Just continue to recommend and promote the things you like, such as your favorite movies and music. After all, you are an expert at it already .. you’ve been doing this your whole life!”
“Number two: We are in the health & wellness business, WHICH MEANS people take our healthy teas, coffees, sodas, energy drinks, and shakes every day to live longer and look younger and have more energy. Everybody says they want to live longer and have more energy and look leaner for maintaining a healthy youthful lifestyle!”
“Number three: All you have to do is let people your age know that they can either give up and feel old or drink our products every day and continue to look and feel young repeatedly, just with better judgment. Talking to people you know or meet in public or through social media, over the next 3 months, you will accumulate enough customers drinking our products every day and people following us into the business that you will be earning about $______ more a month, that will pay some bills or buy a dream vacation!”
“Number four: If you keep going, after a year or so your income will be more than you earn right now at work, then you will have to decide if you want to keep your job or spend half the time just sharing our teas, coffees, sodas, energy drinks, shakes with people instead!”
“That’s it, that’s the whole explanation. What do you think?”
Now you know how to impress people in the business profession into Network Marketing. Speak the right 18 magic words. Then send them a written agenda and follow-up with a phone call.