Location via proxy:   [ UP ]  
[Report a bug]   [Manage cookies]                
SlideShare a Scribd company logo

The art of inviting

•Download as PPTX, PDF•
•
D
dpaknayak

The document provides tips for effectively inviting people to learn about business opportunities. It recommends (1) appearing busy and not needy, giving compliments to build rapport, and using an "if I...would you?" question to get a commitment. Next, it advises confirming the commitment by getting a specific time commitment and reconfirming the details. Finally, the document instructs schedulers to schedule the next interaction and end the call promptly. An example invitation demonstrates applying the eight step approach.

1 of 39
THE ART OF INVITING How to get more people to see your business opportunity..
CLEARING MIND BLOCKS • You don‟t need reputation and influence • You don‟t need to be a hunter, be professional • You don‟t need to pre-judge • You don‟t need to be heavy on industry / business information • Your prior relationship with the person makes no difference
PROFESSIONAL MIND-SET • Build relationship – Be friendly and not necessarily friends! • Your goal is to educate and inspire • Build trust and transfer belief • Professionals don‟t pitch, they get face to face • Learn from your invitation – What can I do better?
4 RULES FOR EMOTIONS • Emotionally detach yourself from the outcome • Be yourself – Your best self • Bring your passion – Enthusiasm and energy • Posture is important – Imagine the most powerful people or people you are influenced by
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
BE IN A HURRY • People are attracted to the non-needy • Shorter invitations • Less questions • Less resistance • People respect you and your time
BE IN A HURRY - SOME EXAMPLES • Hot / Warm market • “I have a million things going on, but I‟m glad I caught you” • “I don‟t have a lot of time to talk, but it was really important I reached you. Do you have a minute?” • “I was running into a meeting, but needed to talk to you real quick” • Cold market • “Now isn‟t the time to get into this and I have to go, but…” • “I have to run, but..”
THE CONCEPT - REMEMBER • You are busy • You have a lot going on • You are excited • Your time is short
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
COMPLIMENT THE PROSPECT • This is critical – Something that a lot of people miss out on • Opens the door to communication • Builds instant rapport • Will double your results
COMPLIMENT THE PROSPECT SOME EXAMPLES • Hot / warm market • “You‟ve always been so supportive of me and I really appreciate that so much” • “You have an amazing mind for business and can see things other people don‟t see” • Cold market • “You‟ve given me some of the best services I‟ve ever received” • “You‟re super sharp, what do you do for a living?”
THE CONCEPT - REMEMBER • It must be sincere • Find something good about the person – If you couldn‟t find, you probably are not talking to the right person! • Professionals do this constantly – Try complimenting strangers, it‟ll also help you with confidence (Psst: Nobody hates compliments)
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
MAKE THE INVITATION • The direct approach • The indirect approach • The super indirect approach
MAKE THE INVITATION – DIRECT APPROACH • “Hey I have an opportunity and I know this is going to work for you” • “I need your help / guidance / support…” (Can be used with elderly and more experienced people or even as an indirect approach) • “When you told me <their issue>, were you serious or were you just kidding around? I think I have found a way for you to get it / solve the problem / make that happen” • “I think I have found a way for us to really boost our cash flow” (Focus on we & us)
MAKE THE INVITATION – DIRECT APPROACH • “When I thought of the people who could make an absolute fortune with a business I found, I thought of you” • “Let me ask you a question, off the record. If there was a business that you could start working part time from your home, that could replace your current income, would that interest you?” • “Have you ever thought of diversifying your income?” • “Do you keep your career options open?” • “Do you plan on doing what you‟re doing now for the rest of your career?”
MAKE THE INVITATION – INDIRECT APPRAOACH • “I‟ve just started a new business and I‟m really nervous. Before I get going, I need to practise on someone friendly. Would you mind if I practised on you?” (Best approach for new people with their friends and family) • “I have a new business that is expanding in your area. Would you do me a favour and take a look at it, so you can give me your opinion on if it will be successful in your area”
MAKE THE INVITATION – SUPER INDIRECT APPROACH • “The business I‟m in, clearly isn‟t for you, but I wanted to ask, who do you know that is ambitious, money motivated and would be excited about the idea of adding more cash flow to their lives?” (You’re way too successful & way too busy) • “Who do you know that has hit a wall with their business and might be looking for a way to diversify their income?” (Tired / frustrated of job / business) • I work with a company that‟s expanding in this area, and I‟m looking for some sharp people that might be interested in some additional cash flow. Do you know anyone that might fit that description?”
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
IF I… WOULD YOU? • This is a secret weapon • Very reciprocal • Puts you in a place of power and control • You have something of value • You value yourself • Works virtually every time
IF I… WOULD YOU? – SOME EXAMPLES • “If I gave you a DVD, would you watch it?” • “If I gave you a CD, would you listen to it?” • “If I gave you a few links, would you go through it?” • “If I gave you a magazine / printed material, would you read it?” • “If I invited you to a special invitation only event / seminar, would you attend it?”
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
GET THE COMMITMENT • “When do you think you‟ll watch the DVD for sure?” • Don‟t suggest a time • Ask the question and wait • Make it real • Now they have said yes twice
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
CONFIRM COMMITMENT • If they said yes, they‟ll watch the DVD by Tuesday night, your response should be… • “So if I called you on Wednesday morning, you‟ll have seen it for sure right?” • They will either say yes or adjust • They have now confirmed 3 times • You just asked the questions, their answers made the appointment (Helps you keep it real)
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
SCHEDULE NEXT EXPOSURE • This is simple • Just ask “What is the best number and time for me to call?” • Now they have said „yes‟ 4 times already • Your numbers should go from 5% to 80% - Because they set the appointment, you just asked questions!
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
GET OFF THE PHONE • Remember, you are in a hurry! • Don‟t talk yourself out of the appointment • “Great! We will talk then.. Got to run..” • Hang up!
INVITING – EXAMPLE • • • • • • • • “Hi, I was running into a meeting, but needed to talk to you real quick.” “You‟ve always been so supportive of me and I really appreciate that so much.” “I think I found a way for us to really boost our cash flow.” “If I invited you to a special invitation only seminar about this business this Sunday, would you attend?...(Yes) “By when do you think you can confirm your presence?”... (Thursday) “So if I call you on Thursday evening, you‟ll be able to give me a confirmation right?”... (Yes) “What is the best number and time for me to call?”… (Same number, call me around 6:00 PM) “Great! We‟ll talk on Thursday evening at 6:00 PM then.. I‟ll call you.. Got to run now! See you!”
THANK YOU

More Related Content

The art of inviting

  • 1. THE ART OF INVITING How to get more people to see your business opportunity..
  • 2. CLEARING MIND BLOCKS • You don‟t need reputation and influence • You don‟t need to be a hunter, be professional • You don‟t need to pre-judge • You don‟t need to be heavy on industry / business information • Your prior relationship with the person makes no difference
  • 3. PROFESSIONAL MIND-SET • Build relationship – Be friendly and not necessarily friends! • Your goal is to educate and inspire • Build trust and transfer belief • Professionals don‟t pitch, they get face to face • Learn from your invitation – What can I do better?
  • 4. 4 RULES FOR EMOTIONS • Emotionally detach yourself from the outcome • Be yourself – Your best self • Bring your passion – Enthusiasm and energy • Posture is important – Imagine the most powerful people or people you are influenced by
  • 5. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 6. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 7. BE IN A HURRY • People are attracted to the non-needy • Shorter invitations • Less questions • Less resistance • People respect you and your time
  • 8. BE IN A HURRY - SOME EXAMPLES • Hot / Warm market • “I have a million things going on, but I‟m glad I caught you” • “I don‟t have a lot of time to talk, but it was really important I reached you. Do you have a minute?” • “I was running into a meeting, but needed to talk to you real quick” • Cold market • “Now isn‟t the time to get into this and I have to go, but…” • “I have to run, but..”
  • 9. THE CONCEPT - REMEMBER • You are busy • You have a lot going on • You are excited • Your time is short
  • 10. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 11. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 12. COMPLIMENT THE PROSPECT • This is critical – Something that a lot of people miss out on • Opens the door to communication • Builds instant rapport • Will double your results
  • 13. COMPLIMENT THE PROSPECT SOME EXAMPLES • Hot / warm market • “You‟ve always been so supportive of me and I really appreciate that so much” • “You have an amazing mind for business and can see things other people don‟t see” • Cold market • “You‟ve given me some of the best services I‟ve ever received” • “You‟re super sharp, what do you do for a living?”
  • 14. THE CONCEPT - REMEMBER • It must be sincere • Find something good about the person – If you couldn‟t find, you probably are not talking to the right person! • Professionals do this constantly – Try complimenting strangers, it‟ll also help you with confidence (Psst: Nobody hates compliments)
  • 15. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 16. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 17. MAKE THE INVITATION • The direct approach • The indirect approach • The super indirect approach
  • 18. MAKE THE INVITATION – DIRECT APPROACH • “Hey I have an opportunity and I know this is going to work for you” • “I need your help / guidance / support…” (Can be used with elderly and more experienced people or even as an indirect approach) • “When you told me <their issue>, were you serious or were you just kidding around? I think I have found a way for you to get it / solve the problem / make that happen” • “I think I have found a way for us to really boost our cash flow” (Focus on we & us)
  • 19. MAKE THE INVITATION – DIRECT APPROACH • “When I thought of the people who could make an absolute fortune with a business I found, I thought of you” • “Let me ask you a question, off the record. If there was a business that you could start working part time from your home, that could replace your current income, would that interest you?” • “Have you ever thought of diversifying your income?” • “Do you keep your career options open?” • “Do you plan on doing what you‟re doing now for the rest of your career?”
  • 20. MAKE THE INVITATION – INDIRECT APPRAOACH • “I‟ve just started a new business and I‟m really nervous. Before I get going, I need to practise on someone friendly. Would you mind if I practised on you?” (Best approach for new people with their friends and family) • “I have a new business that is expanding in your area. Would you do me a favour and take a look at it, so you can give me your opinion on if it will be successful in your area”
  • 21. MAKE THE INVITATION – SUPER INDIRECT APPROACH • “The business I‟m in, clearly isn‟t for you, but I wanted to ask, who do you know that is ambitious, money motivated and would be excited about the idea of adding more cash flow to their lives?” (You’re way too successful & way too busy) • “Who do you know that has hit a wall with their business and might be looking for a way to diversify their income?” (Tired / frustrated of job / business) • I work with a company that‟s expanding in this area, and I‟m looking for some sharp people that might be interested in some additional cash flow. Do you know anyone that might fit that description?”
  • 22. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 23. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 24. IF I… WOULD YOU? • This is a secret weapon • Very reciprocal • Puts you in a place of power and control • You have something of value • You value yourself • Works virtually every time
  • 25. IF I… WOULD YOU? – SOME EXAMPLES • “If I gave you a DVD, would you watch it?” • “If I gave you a CD, would you listen to it?” • “If I gave you a few links, would you go through it?” • “If I gave you a magazine / printed material, would you read it?” • “If I invited you to a special invitation only event / seminar, would you attend it?”
  • 26. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 27. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 28. GET THE COMMITMENT • “When do you think you‟ll watch the DVD for sure?” • Don‟t suggest a time • Ask the question and wait • Make it real • Now they have said yes twice
  • 29. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 30. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 31. CONFIRM COMMITMENT • If they said yes, they‟ll watch the DVD by Tuesday night, your response should be… • “So if I called you on Wednesday morning, you‟ll have seen it for sure right?” • They will either say yes or adjust • They have now confirmed 3 times • You just asked the questions, their answers made the appointment (Helps you keep it real)
  • 32. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 33. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 34. SCHEDULE NEXT EXPOSURE • This is simple • Just ask “What is the best number and time for me to call?” • Now they have said „yes‟ 4 times already • Your numbers should go from 5% to 80% - Because they set the appointment, you just asked questions!
  • 35. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 36. 8 STEPS TO A PROFESSIONAL INVITATION • Be in a hurry • Compliment the prospect • Make the invitation • If I… Would you? • Confirmation # 1 – Get the commitment • Confirmation # 2 – Confirm commitment • Confirmation # 3 – Schedule next exposure • Get off the phone
  • 37. GET OFF THE PHONE • Remember, you are in a hurry! • Don‟t talk yourself out of the appointment • “Great! We will talk then.. Got to run..” • Hang up!
  • 38. INVITING – EXAMPLE • • • • • • • • “Hi, I was running into a meeting, but needed to talk to you real quick.” “You‟ve always been so supportive of me and I really appreciate that so much.” “I think I found a way for us to really boost our cash flow.” “If I invited you to a special invitation only seminar about this business this Sunday, would you attend?...(Yes) “By when do you think you can confirm your presence?”... (Thursday) “So if I call you on Thursday evening, you‟ll be able to give me a confirmation right?”... (Yes) “What is the best number and time for me to call?”… (Same number, call me around 6:00 PM) “Great! We‟ll talk on Thursday evening at 6:00 PM then.. I‟ll call you.. Got to run now! See you!”