INVITATION
Learning how to invite is one of the Power
Basics you need to learn in order to build a successful ROYALE business. The
principles taught in this section will help you learn how to invite by first
listening to your potential prospects and then inviting them to do something
that would address their needs. Remember, every time you invite your prospect
to do something, be sure to always follow through. But before you learn about
how to invite, you first need to create your story. Your story will be a
powerful door opener, and will take the “work” feeling out of the activity. Now
this becomes a “sharing” activity, which is a lot more fun, and effective.
Create Your Story
Before you approach the top people on your
contact list, meet with you Sponsor and develop a strategy to talk with them. A
great approach is to develop your story in a brief, compelling “introductory
statement” that grabs their attention and leaves your listener wanting
more. Aim for 30-60 seconds and avoid the urge to tell more than
necessary.
Ground Rule: Your
story is not something you “make up.” It must be authentic; otherwise people
will feel that it is disingenuous. You will be surprised that, as you share you
story with your prospects, they will be happy to share it with others, even if
they choose not to immediately engage.
Once you have written your story, practice
with your Sponsor and with others until you are comfortable delivering your
message. Realize that the first few times you present the business might not be
the best you will do. You may be nervous or forget some of the things you want
to say. However, the more you do it, the better you will become. Your Sponsor
will gladly offer help if you as them, don’t be afraid to ask for assistance in
contacting the people on your list.
PROSPECTING
The people that you prioritized in your
initial list of 30 Prospects will be the first ones you approach. These are the
people you feel would have an interest in ROYALE. The interest could be small, but
you know that there’s potential for a real connection.
Avoid the urge to immediately tell prospects
everything you know about ROYALE and its products. The objective in prospecting is
to first plant the seed of interest and then invite them to learn more about ROYALE International. The process is:
·
Invite
·
Present
·
Register
·
Teach others to do the same
By skillfully asking questions of people you
meet, and listening to their answers, you will soon learn to point them to the
sales tools that are most relevant to them.
The real key to prospecting is to take a
sincere interest in all the people you meet. In fact, if you see them as a
friend first and a prospect second, you’ll do yourself a huge favor. The people
we meet and the friends we make help bring variety and new perspective to our
lives, even if they never take an interest in the business opportunity.
When approaching your prospects or meeting new
people, take note of where they are and what they’re doing. Making focused
comments and questions starts the invitation process. Based on the situation,
you might ask them some specific questions like:
If someone is concerned about their job or
paycheck:
·
How long have you been doing what you are doing?
·
What do you like best about your work?
·
Is it something you see yourself doing for a long time?
·
Have you ever considered owning a home-based business of your own?
·
Do you ever consider ways to diversify your income?
If it’s general,
day-to-day interaction:
·
Ever wish you had a little extra income?
·
Do you feel overly tired later in the day?
Compliment people who take care of you in the
stores, restaurants, or in the course of everyday business when they do a good
job. Remember, making new contacts and adding to your list is something that
you and your spouse can both do.
Eventually you should work your way through
all 30 names that you came up with. Don’t think for a second that you’ve run
out of people to talk to. You’ll meet new people all the time, all throughout
the course of your day.
EXTENDING THE
INVITATION
Once you’ve piqued their interest, introducing ROYALE can be as simple as asking them, “Guess what I just became a part of?” Keep
in mind to talk up the product and the opportunity without being overly
aggressive, you’re just feeding the seed of interest you’ve planted.
Focus on what prompted you to join ROYALE in the
first place. If you had amazing results from using the ROYALE products, tell them.
There are many different ways of inviting the
people on your list to share in the business.
For example:
·
Invite someone to listen to a certain three-way call
·
Invite someone to listen to a certain Conference Call
·
Give someone a ROYALE brochure or other sales tool
·
Give someone or two weeks’ worth of products
·
Ask someone to visit your website
Talk with your Sponsor to discuss the most
effective ways to introduce people to both the products and the opportunity.
When your prospects show interest, invite them to be part of a conference call
or a three-way call with your Sponsor. Invite them to a local meeting. Learn
the recruiting system that your Sponsor uses. Make sure you have and use
business cards. The ROYALE website and brochures are good ways to keep in touch
with your contacts as you nurture your relationship with them.
We know that inviting may be out of some
people’s comfort zone, and can be especially challenging for new Luxury
Consultants. After all, what if your prospect says no? First, the most
important thing you can remember about inviting is that you can have confidence
in knowing that you are the messenger, not the message. Let the ROYALE products,
sales tools and websites speak for themselves. Second, it’s okay that
some people may say no. not everyone wanted to be a part of Apple in the
beginning, same with Facebook. That doesn’t mean that later on those same
people who initially said “no” didn’t want to have a business or product
interest. Furthermore, take confidence in knowing that this is about finding
the right people. Realistically, there is no product or company that everyone
will join. With that realization, you can view rejection as temporary, and move
on to the next candidate.
When People Turn You
Down
People will turn you down, but a “no” doesn’t
have to be a permanent “no.” when someone declines your invitation to join ROYALE,
you may find it effective to ask if you can check back with them four or five
months down the road.
Additionally, it can be effective to “drip”
you positive ROYALE experiences with everyone. If you earn a full expense paid
trip by ROYALE, or went on a vacation funded by your ROYALE Living Bonus, or have had
a great product experience, be sure to share. Even those people who initially
said “no” will start to take notice.
Even if someone says no to the business
opportunity, they may still have great interest in the ROYALE products. If you
haven’t given them a sample to try, do so. If they have tried it, give them the
opportunity to enroll as ROYALE Distributors.
Keep information about those who decline, they
may learn to see the benefits of network marketing, or develop a new
perspective on what you are offering.
When checking back with people, talk about
more than just ROYALE and don’t be suffocating. The best approach is to politely,
but directly, ask your contact if he or she feels ready to learn more about ROYALE. Reference the last time you spoke, emphasizing how long it has been –
“When I talked to you about ROYALE last March, you didn’t feed ready to get involved.
I’d love to talk with you about it more,” or “When we spoke six
months ago, you weren’t ready to talk about ROYALE because you were going on
vacation.” In
order to share detail, you’ll have to capture it!
Use rejection as an opportunity to ask for
referrals. “Who
do you know who needs to make a little extra money?” or “Who do you know who
could really benefit from our products?” These could be
the questions that provide you with contacts that form into powerful
partnerships in your ROYALE business.
FOLLOW THROUGH
Every time you invite your prospects to try
some of ROYALE’s products, to listen, read, or view a ROYALE information piece, or to
attend a meeting, you should follow through and see what they liked about it.
Don’t use open-ended questions such as “so, what did you think?” The
answers could take several different directions. Using a direct question such
as “what did you like about the call?” keeps the conversation focused on their
interests and how ROYALE plays a role in meeting their interests.
After making contact with your prospect, use a
system to plan how and when you will make contact with your prospect again. The
most successful ROYALISTA continue to share our products and
opportunity with people on a daily basis. Think long term and set goals to keep
in constant contact with your prospects.
By giving your prospects an “assignment,” you
have a good reason to follow-through with them. If your contacts make progress
with the smaller things you ask them to do, they will be more likely to accept
your invitation to join your team.
Consider things like:
·
Please watch this short video
·
Listen to this audio
·
Attend this upcoming seminar with me
After your prospect has had time to complete
the “assignment” you gave them and otherwise consider the information you
shared, it’s time to ask for a commitment to join ROYALE as a Distributor. It is highly recommended to have your Sponsor
or other Upline members assist you in this effort for your first few times.
When you ask the prospect what he or she liked
best – about the video, seminar, product experience, etc., listen carefully and
take notes. Focus on what excited the prospect; you can then effectively use
those points in the conversation.
Answer questions, and don’t be afraid to say,
“That’s a great question. Do you mind if I get ______________________ on the
phone to help answer that?” This gives you a golden opportunity to bring your
Sponsor onto the call. Ask for a decision. Use direct questions, such as, “Is
this something you think you can benefit from?”, “Do you want to get started
now?”, and “I’d like to have you on my team. Are you ready to join?” If
prospects ask for more time, be sure to give them another assignment so they
can have more exposure to ROYALE and provide you an opportunity to follow through.
Once your prospect says “yes” to your
invitation to enroll, reinforce the decision they have made. You’ll be very
happy to have them on your team, so tell them! Explain to them the many
benefits of product packs available to new Distributor, as well as the
additional benefits you have enjoyed as a ROYALISTA (Distributor).
Follow-through takes place following every
activity. You should never stop following-through with someone. You
follow-through with them until they understand who ROYALE is and What ROYALE
represent. Follow-through in a respectful and fun attitude until, they attend a
seminar or have a conversation with your Upline Sponsor.
By setting the
example of following-through, you create a strong bond of trust with your
contacts and ROYALE team members. This trust will transcend your singular efforts
and will become a part of the culture of your entire team. People will be happy
to refer others to you because they know you follow-through and are a person of solid character.
No comments:
Post a Comment