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Prospecting

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Prospecting

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    1. Prospecting

    2. System

    3. Top 5 Ways to find prospects 1. Top 100 2. New Recruits Top 100 3. Steam / Referrals 4. Follow your dollar 5. Name Tag

    4. How to get them the information 1. Kitchen Table Appointment 2. Interview 3. Overview (10 – 4 – 1) 4. Primerica Video

    5. Contacting your warm market Key points & phrases: -Tell personal story -Trying to get my name out -Would you mind if I pop by and drop off some information -It might not be for you, but you may know of someone benefit from it. -Set time

    6. How to contact new rec’s top 100 New Recruit setting appointment with close friend: E. T. H. O. R. Field Trainer setting appointment: -Tell why your calling: Bob is working pt with us -My job is to help him get his name out -I asked bob who would be a good center of influence in the area, someone trustworthy that would be willing to help him out and he had mentioned you. -I wanted to find out if you would mind Bob and me to pop by and drop off some information to you about what he is going to be doing. -It might not be for you, but maybe you might know of someone that could use his help, sound fair? -Set appointment

    7. Setting an Interview Make the Connection: Who referred them or where you met them Reason for your call: In charge of expansion, looking for sharp people Complement Them (make them feel special) Close: Do you keep you career options open? Overcome objections and reclose

    8. Friend Opp meeting Invite “_________ would you have any interest in earning an extra $500 a week if it only took about 8 hours? “Sure, what is it” and the only answer to what is it, is to reply: “TRUST ME” Now, you can say TRUST ME in different ways and some suggestions are: 1.______ I would tell you more if I could but I am brand new and as a matter of fact I would like you to come along with me, I’d like to get your opinion. 2. Look, ________, I want you to get the whole story and all the facts, can you keep next Monday evening free? 3. _______ I want you to get all the information from the top man in the Company or from my RVP, I know him personally and he will answer all your questions

    9. Continued… 4. If they ask “Well tell me a little bit?” You can reply with “ _________ I can do better than that. I will see that you hear the entire thing. It takes an hour and ten minutes, come with me next Monday evening. I’ll stop by and pick you up.” (make arrangements) 5. If the people are close friends and really press, at the very least you can say “OK, well I’ll tell you this, it is a real ground floor opportunity that you need to see and make up your own mind. Can you keep next Monday evening free? I will pop buy and pick you up. Invite as many as you want to but ALWAYS BRING ONE.

    10. Client Opp Invite 13. BUSINESS OVERVIEW/ INVESTMENT SEMINAR INVITATION Is there anything you can’t get out of _____@ 7pm? Since there’s nothing you can’t get out of I need you to be at my office at 7pm. Here’s the deal, I’m going to have a seat saved for you and your name on a list. So you promise me you’ll be there? Great, you’re a man/woman of your word right? Great I’ll see you ______@7pm, here’s the address…

    11. Video If you can’t do a kta, interview, or have them come to an overview, then always get there e-mail address, send them the video and find a time to follow up.

    12. Now What What is your focus? Get your next promotion Make and Save money Who’s doing it?

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