In order to be successful and accomplish your goals, it’s all predicated on your ability to get 20 or more recommendations consistently.
You may believe that getting 10 recommendations per appointment is a good thing. People are very excited when they get a “sponsor”. However, do you ever wonder how many people you get a hold of out of the 10 numbers you call?
In my experience of coaching representatives and tracking their results to the number of calls they’ve made daily, the average number is 3. So when you get a sponsor, that really means you’ll get a hold of 3 people from that list! With an average booking percentage of 30-35% (Recs only. Not initial list), you will only book 1-2 people from a list of 10!
THAT IS NOT HELPING YOU BUILD A LONG TERM BUSINESS THAT HAS THE OPPORTUNITY TO SUSTAIN YOU THROUGH COLLEGE AND BEYOND. You will be creating a week to week job that can be stressful and defeating. Plain and simple, not fun.
I believe through this opportunity you have in front of you,
You can create a thriving business where you get HUNDREDS of leads on a weekly or monthly basis
depending on the number of appointments you do. I also believe that you shouldn’t ONLY get a hold of 3 people on a list of 10. I believe that you can and should get a hold of 7-8 out of 10.
But how?
Today we will discuss how to position yourself to not only get a lot of recommendations, but how to allow yourself to get a hold of a lot more.
[DISCLAIMER]
- You MUST know your recommendation approach in order for this to work.
- You MUST know your close so you won’t be flustered at anytime.
- Can you develop your close to a point where it’s second nature to you? Where you can have a flow that may be interrupted but won’t affect you.
We will start from when you are about to show price. After, let me show you what you get…
“If you were to get a set, which would you get? The small, medium, or large? Okay cool, you know the beautiful part is it’s not $5,000 or $4,000. Although it would be if it was sold in stores. It’s not even as much as these that are sold in stores. The (set the client likes), by the way let me just write the price down for you that way you can see the numbers on paper. While I do that, there’s one more very important part, did you enjoy your time so far? Great, here’s where you could really help me out….”
Go through your recommendation approach…
“So while I figure out the numbers real quick, if you can start working on that. Thank you so much, I really appreciate your help.”
Hand your client the sheet of paper. Next, you’re going to have your text message queued up ready to send to them IMMEDIATELY. Send it to them, then you’ll say….
“Oh by the way Mrs. Jones, I just sent you a text message. I’m not sure if you saw it, but it’s a text message you can send to your friends as you are writing them down for me that way they know a little about who I am, and if it’s okay if I give them a call. That way you keep your friends, and I see nice people that want to help me towards my goal! So if you could just send that as you’re writing down the names and numbers. It’s really easy, when you go to the contacts, you have the message button right there, so just hit the message button, hit paste, send and then go to the next name! If you can get that done, it would really help me out.”
Then you’ll show your clients the price 3-5 minutes later. At this point, they’ve probably have written down 3-5 names and they’ve sent out the text message. Keep in mind, the first 3-5 people are most likely people who they’ve been in text conversations with that day!!
Then you show your client the price on the small, medium and large. They say yes or no to that, you show them the next option. You have to write down the prices of the next options. Thought jog while you do that so they can get 3-7 more, then you write down the price. You show your clients the price, they say yes or no to that, then you thought jog some more. They keep working, you work on another option. Then when you close the sale, keep thought jogging with them. Help them get to 20-30 or more!
Also, give them an incentive to write down more names. While you’re closing the sale, you can give your clients an incentive to get to a higher number of names. Here’s a way you can do that…
“Okay, here’s the thing Mrs. Jones, I know you really like that ice cream scoop. I know we took it off the list because it was a little bit too much with all the things you wanted today, but if you did want that ice cream scoop, I’ll pay for it for you if you can get to 30-50 for me.” [UP TO YOU HOW MANY YOU WANT TO ASK FOR]
“If you can get the 30 for me, you’re at 20 right now. If you can get to 30, I’ll just put it on the order for you. I’ll definitely do the deal that you want to do, but if you can get me 30, I’ll throw the ice cream scoop on top of that. I’ll pay for it, I’m going to lose money potentially on this order but that’s okay because I’d really love to meet 10 more of your nicest friends.”
“Done? Deal? Okay, the deal is done. The ice cream scoop is on your order! Look, I’m already writing it on there. Get to 30 for me, you promised!”
Don’t tell them to do anything if you’re not willing to show them how they can get there. If not, they will NOT do it just because. Here’s how to get it done…
“I’ll help you get there, did you jot down these people from? (category you talked about earlier) Did you jot down ___ you were telling me about earlier? No? Jot them down! They’d love to meet me and I’d love to meet them. Wouldn’t you agree? Wouldn’t I have fun with them?”
“Yeah? Jot them down! Mrs. Jones, you could have the record for most recommendations given to me. Think about it, wouldn’t you love to say ‘Man, I’m glad I helped him and wrote down my nicest friends. He had an opportunity to win a scholarship.’ Mrs. Jones, when I get that scholarship brochure with my face on it, I’m definitely coming by your house and taking a picture with you 100%. What you’re doing right now is definitely going to put me in a position to have an opportunity to win it. You have no idea. I appreciate you getting CUTCO, but what you’re doing right now, is more important than that. You’re going to have Cutco for the next 20-30 years and based on my efforts and determination, I’ll be able to accomplish amazing things and have this on my resume. That may land me that job that I really want in the future. You just don’t know who someone you introduce me to might introduce me to. So if you could jot down 10 more it mean the world to me.”
I believe your clients will not say, “No sorry, can’t do that.” If they are saying that to you, one of three things are happening.
One, you’re not building true authentic connections with your customers. Two, they are not sold on you and your ability to make it happen. Three, you’re seeing the wrong people and you need to start seeing better people.
In conclusion, you must change your mindset on what a lot of recommendations is to you. A lot is 40 or more. Because even if you are inefficient, you will get a hold of 12 vs 3. The way you become efficient and get a hold of 20-25 out of a list of 40 is by asking for recommendations early and having your clients text their friends as they write them down. The reason being, if you ask for recs early and they’re texting as they go, a decent amount will respond between the time you start showing prices all the way through you dropping down, writing the order, cleaning up and qualifying. It’s a beautiful thing.
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