He asked me:

“Do people really want a business of their own? Businesses have headaches. Don’t they really just want an income?”

So I got to thinking on my trip back from Canada.

Job holders think business is easy. Just sit back and collect the money. I probably shouldn’t change what I say to them.

But if I’m talking to a business owner … well, maybe I should just say “extra income.” The business owner certainly doesn’t want one more business. :)

Someone asked me for a sales script to set an appointment with a friend.

Think about that one. What comes to mind?

1. Your new distributor doesn’t believe in the opportunity enough and needs a sales script to “sell” his friend.

2. If your new distributor memorizes a sales script, the friend will instantly detect that he isn’t being natural and sincere.

3. The new distributor hasn’t been taught that the appointment is granted by the friend because of their relationship, not because of a slick, manipulative sales script.

And the longer we think about this, the more we just shake our heads.

So instead of giving a “sales script,” let’s invest our time in giving our new distributors passion, belief and a desire to share the good news.

“What can I say for an opening sentence when dealing with telephone inquiries?”

It’s not so much what you say, but how you say it.

For example, let’s say that we have a magic phrase that works wonderfully. We say:

“I’d like to show you how you can build a nice part-time income.”

This statement may work for some people, but not for others. Why?

Because of who you are … and what you believe.

If a sleazy used car salesman said: “I’d like to show you how you can build a nice part-time income,” — well, it wouldn’t be very effective, would it?

Or if a three-year-old child said, “I’d like to show you how you can build a nice part-time income,” — the prospect wouldn’t respond favorably, even though the right words were said.

If you truly believe that you can help the person calling, it comes through in your voice.

Now, for a few ideas on what you could say:

* “Thanks for calling. Which part of the ad interested you?”

* “Thanks for calling. What would you like me to tell you first?”

* “Thanks for calling. What type of opportunity are you looking for?”

Remember, there is no magic in the above sentences. The magic is not in what you say, but how you say it.

Why do some ads pull more responses than others?

It’s simple. Sometimes the ad writers simply have the wrong focus. The ad writers forget what they want their advertising to do.

The purpose of an ad is to “get your prospect to contact you.”

The purpose of an ad is not to sell your prospect on your opportunity.

The difference is monumental. It’s easier to motivate prospects to call when you don’t have to worry about selling your opportunity. So go back and look at some ads. Check and see if the ad writer focused on getting a response from the prospect, or tried to sell the opportunity.

Type 1: Prospects who do things for themselves. You can motivate these prospects by showing them what your products or opportunity will do for them.

Type 2: Prospects who do things for other people. You can motivate these prospects by showing them how your products or opportunity will help others. (For example, a doctor may have plenty of money, but would like his relatives and friends to enjoy his higher-income lifestyle.)

It happens a lot. A caller pleads:

“I’m broke. I can’t afford a distributor kit. I can’t afford your opportunity. I want to become a millionaire. So how do I get started?”

The answer is simple:

First, become a “hundred-aire.”

Second, become a “thousand-aire.”

Third, then become a “million-aire.”

You see, if the caller can’t learn how to accumulate $100 after years of working, how will the caller ever have the discipline to accumulate even one thousand dollars?

It’s easier for most people to eat out at restaurants, play video games, smoke cigarettes, drink beer, buy non-necessities that are on sale, buy a new car on payments, etc. — than it is to save $100.

Until that pattern is broken, even the best network marketing opportunity won’t solve their problems.

Just a simple question or sentence can totally change your prospect’s outlook toward you and your business. Try asking one of these questions:

===> Do you think a part-time job would be better for you than a part-time business?

(Most prospects will immediately attach themselves to wanting a part-time business. Hey, working a part-time job until age 65 doesn’t sound like much fun.)

===> Starting our own business would cost a lot of money … and is pretty risky, isn’t it?

(Most prospects will agree and say that’s why they haven’t tried. Now they are open-minded toward a business if it doesn’t require a lot of money and is not risky.)

===> Would a $500-a-month raise make a big difference?

(Gee, that’s $6,000 a year. That would pay for a really nice vacation, a better car, an occasional weekend getaway, or the minimum payment on the VISA card … This question is rejection-free. Even if the prospect says, “No” – that means the prospect might be looking for bigger money. And you know your prospect can’t get this kind of raise from his or her boss.)

You’re sitting at the beach with all your boring relatives. To keep the conversation going, you say:

“I decided that I’m going to set some new goals for this year. I’m not happy just staying in the same place year after year. I’m not waiting for January 1. I’m setting new goals now.”

Now, what is your brother-in-law going to say? He can’t appear to be a boring, unmotivated jerk. I’m sure he won’t say:

“Well, I hope next year will be just the same as this year. I enjoyed working 50 weeks and really appreciated the two weeks I got for vacation. And my family loved the peace and quiet around the house when I worked all that overtime. Yep, I sure hope I get to do it again.”

Instead, maybe your brother-in-law will say:

“You know what? I’m not that happy with only two weeks of vacation. I can’t see spending the entire year working, and doing the same thing year after year. Maybe I should think about a change?”

And now the conversation begins. :)