Have you ever started talking to a prospect or potential customer and, before you’ve even mentioned your business, they’re completely put off? We’ve all been there. Did you know that people make up their minds within seconds? Before you’ve even had a chance to give your presentation, their opinion is set in stone.
Would you be interested in taking a look at … ?
Guess what. This has already raised a big, red flag in your prospect’s mind. People don’t like to be sold to. When you walk into a shop, and the assistant immediately comes over to ask how they can help, what is your reaction? Most of us instantly dismiss them. This is exactly how the prospecting process works.
What Should We Say?
I am a huge fan of Tom ‘Big Al’ Schreiter. He is a massively influential figure in network marketing, and specialises in the psychology of talking to people. I’m going to share with you some of his magic words that he, along with many others, uses to grow his business.
Most people would love the chance to help other people, while also building a better life for themselves. Are you one of them? Most people want to be included in ‘most people‘. (See where I’m going with this?) This is one of your magic phrases, and a great starting point for your conversation.
Most people would love to…
That can also be followed with: some people have found a way…
Now people are going to be interested. If some people have found a way to do what most people want to, they could too.
What does your prospect really want or need in their life? It is important that you can identify this, to show them what you can do for them. This leads on to our next phrase: I’m just curious, how would you feel if… ?
– How would you feel if you could spend more time at home with your family?
– How would you feel if you could get great quality [product] for half the price?
And finally, would it be okay if… ?
Remember the big no-no from the beginning of this article? Instead of asking people if they are interested in taking a look at your business, ask them if it would be okay if you showed them how they could spend more time at home / how they could go on more holidays etc. Again, refer to the individual’s wants and/or needs. The same applies to your products. Would it be okay if I showed you how I’ve become so much more energised? Would it be okay if I showed you how I’ve lost weight?
Try it For Yourself
Go on.. give it a go. I focus heavily on ‘magic words’ and similar strategies in my own business and in the training that I provide to my team. These phrases work particularly well on social media.
Go build that business.