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I love Ray Higdon for his no-nonsense approach to marketing and for the gifts he regularly gives us. I’m not talking about traditional gifts, with bows or dollar signs on them. I’m talking about his generous sharing of what works for him with anyone who will listen.
These are notes I took while watching the “Offline and Online MLM Recruiting Tactics” training video of Ray and his wife, Jessica, recorded at their primary company’s event. I thought you’d like to read it, but you can watch the whole thing here: http://www.stevereiter.com/ray-higdon-video
My notes are peppered with my own reflections and questions for you to consider.
What are you afraid of?
Some people are afraid of the short term pain of making calls and prospecting, rather than the longer term pain of failure.
Are you one of those people? Do you have a way of reminding yourself what you’re doing this for?
When you’re talking to someone, remember that you don’t need them, they need you.
Ray says: You’re calling them to see if they are qualified to work with you. Just laugh about the ridiculous resistance you’ll get. Ask them “Why?” It gives you an opening into their reality.
For example, if you’re facing someone who says he doesn’t need this, then ask him, “Why are we having this conversation, then?” You’re looking for the reasons they reveal about what they’re not satisfied with in their life.
Ray and Jessica state that, for most people, if they want to get the money, they can. Most people go on trips and easily spend that kind of money just on plane fare, don’t they? Ray offered this: “Sell your guitar, sell your jewelry. It’s not making you any money, right?”
Remember, this is about your own posture. How are you standing in your certainty that what you’re offering is of value. Your posture, relative to the value of what you’re offering, is transmitted through subtle and not-so-subtle shifts in the little things you might say and how you say them.
For example, when someone boasted that he worked 70 hours a week, Jessica replied, “Awww. How long do you have do that?”, not in a demeaning way, but from her posture of knowing that working 70 hours a week takes its toll on one’s ability to have a life worth living, and is nothing to brag about.
Calling Friends and Family
Again, check your posture? Are you trying to make money, or are you trying to give them an opportunity to be helped?
Remember that with the opportunity your MLM company makes possible, you’re given the “stage” to help people.
Calling the Big Guys… and others
There are always people who are looking for a new MLM home. “The big guys move [to other companies], too,” Ray says. But your call is “just to see if they’re open, not to beat them over the head.”
This is one way Ray opens the doors in a conversation:
“Hey, I just started a home-based business. I’m just wondering if you’re open to a side project right now, if it didn’t interfere with what you’re doing. If not, no big deal.” He says he always throws that last “no big deal” in at the end. Again: Posture.
Weakness, Ray says, “is when the other side can see your addiction to the outcome. When the can see that you really want to get them on board. It’s seductive for them to shoot you down, if they see it.” Like you, they want to be in control. Like you, they don’t want to be pushed into things.
It is no big deal when someone doesn’t show interest. But Ray always wants to tweak their curiosity. One way he does it is by leaving them with this: “If anyone mentions [your primary company] promise you’ll get back to me. OK? I’ve gotta go. Speak to you later.”
If you have people telling you they will do something (get back to you, or watch a presentation) and they don’t do it, it’s because they saw you as a sales person and not a problem solver.
You can lead a horse to water, but you can’t make it drink… unless you salt its food. Help them understand. Ask them about pain. “Why are we having this conversation?”
Ray urges you to remember that “What is it?” is a positive response. Take it as such, he says, and say, “Well, I’ll tell you in a sec, but I’m curious. Why would you be open to considering a side project right now?” “What’s going on? Why would you be open to it?”
Ray loves the salting his conversations with “Just curious.” For example, he might say, “Do you think things will be better 6 months from now? Would you be happy doing what you’re doing 20 years from now? Just curious.”
Posture correctly. If they’re serious, they’ll watch it. Everyone has an hour if they’re serious.
On leaving voicemails
The purpose of voicemail is to get them to call you back, not to sign them up.
If you want to reduce your callbacks by 50%, say “opportunity” or “deal” in your voicemail. You’re not trying to get them excited, you just want them to call you back.
Ray and Jessica’s 3-Step Voicemail System
1. “Hi, this is ____. We had a scheduled appointment. As I promised, I would call you. Give me a call back.”
2.” Hey, I just want to make you’re OK. And, by the way, if you’re not open to it, just let me know. No biggie.”
Alternatively, they might say, “Hey, I just want to make sure you did receive the video link I sent you, that I have the right email address and that you got it”… even if they know they have the right address.
3. This is where 90% of callbacks will happen. “Clearly it’s not a fit for you. No worries. I wish you the best in whatever you’re trying. Hey, I won’t be calling you about this ever again. Thanks. Best.”
People hate to be excluded from things. Also, note the use of the word “trying.” “Trying” raises an element of doubt. Never use it when describing yourself, of course.
If someone who promised to watch a video didn’t, Ray suggested saying, “No problem. No big deal. But hey, I’ve got to prioritize my time, because I just had eleven people who did, and so I got to follow up. No big deal. I’ll call you in a couple of weeks.”
People want to be with someone who is going somewhere. It’s extremely attractive.
Responding to questions or concerns, don’t feel compelled to address them right away. He suggested first replying: “OK, that’s cool. But first, I’m just curious, … What did you like best about what you saw?” To emphasize the importance of this, Ray said that he has a guy in his downline who Ray still doesn’t know what his concerns were.
Ask for the business
For people who like what they saw. “Sounds to me like you’re ready to join.”
Don’t send them to the website to sign up. There is always something that will derail them (maybe a crying child, or a phone call). If you don’t need the 3-way call, take their information.
“They’re ‘on the cash register’ when they’re talking with you. If you let them leave the cash register, you don’t know what will get in the way.”
Remember: You can’t help them if they don’t get on board.
On the Pressure of Closing
“You’re putting too much pressure on yourself for closing individuals. Put more pressure on yourself for your routine.”
No one person should slow you down.
I hope you have people who come into your business who bring in loads of people and then they quit. You’ve got to be inoculated from that. “I’m going to build a million dollar business, no matter what.” And if you make that decision, you’re unstoppable. You can’t hinge your success on what other people do. You can’t give yourself a way out.
As an example of this, Ray told the story about when Arnold Schwartzenegger was just starting out in bodybuilding. He had a fantastic build. Except he had wimpy calves. Early photos had him standing knee-deep in water to hide them. But he gave himself no way out by cutting off every pair of his jeans so everyone could see his calves. No way out!
The struggles you’re going through, other people have gone through, too. You need to be up here on stage, so people need to see what’s possible. It’s selfish to not succeed. Your poverty is serving no one. You can magnify what you impact on this planet. Full self-expression is when you have the resources to impact others.
Ray and Jessica are leaders in their company. You can be a leader in yours, as well. It takes commitment, routine, continuous learning, and posture. Get what you need.
I hope this was helpful.
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