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How To Decrease Your
"No-Shows" By Increasing
Your Posture
The year was 1994. I was
sitting in the Golden
Griddle Pancake House at
Dixie and the 401 in
early December. I was on
my fourth cup of
gut-rot...I mean coffee.
I drummed my fingers on
the table and mumbled
under my breath. "Where
the heck is Eric? He
promised he'd show. I'm
going to kick his ass
when I see him...."
Another MLM No-Show
victim. More negative
energy. More time
wasted.
Can you relate? If you
can't, then you're not
working hard enough.
They are part of the
game. But any way you
slice it, no-shows suck.
But here are a few ideas
on how to dramatically
decrease your no-show
percentage.
When I think back to my
telephone conversation
with Eric, I realize
that it was extremely
weak. Let me paraphrase
what we said to each
other.
"Eric, let's meet at the
Golden Griddle at 3 pm."
"Okay, I'll try."
"Great! See you there!"
My assumptive enthusiasm
didn't work on a friend.
It definitely won't work
on a cold market
contact. Today I slow
the process, way, way
down. I spell it out and
do what I call an
"INTEGRITY CHECK" on the
prospect.
Let's imagine a scenario
where you have a cold
market lead from your
internet lead capture
page. You can't get any
weaker than that. You
have talked for a few
minutes and you'd like
to book a time tomorrow
to do a 15-minute
telephone presentation.
Here's what I would do.
(I have BOLDED key words
and PHRASES).
"Guido, I am impressed
with you so far. I'd
like to book 18 minutes
to give you a 1on1
INTERVIEW tomorrow. I
have two slots
available, 3:30 in the
afternoon and in the
early evening at 7 pm.
Which INTERVIEW SLOT can
I assign for you?".
"I THINK I can make
3:30".
"Guido, I only have the
two times. Can we
confirm the 3:30?"
"Sure." (warning buzzers
are going off....THINK
means NO.)
"Guido, can I ask you a
CRITICAL QUESTION?"
"Sure."
"Integrity is everything
in business. If this
business is exactly what
you are LOOKING for and
you can SEE yourself
doing well at it, then
we'll be working
extremely closely
TOGETHER, almost like
PARTNERS. I'd like to
ask you about your
integrity. If something
came up and you'd have
to reschedule, are you
the kind of person who
would just no-show me
and WASTE my valuable
time, or are you the
considerate type of
individual I'm looking
to PARTNER up with and
you'd call me to let me
know?".
"Oh no Mr. David, I'd
call you."
"Great. Here's my last
question. How do you
track your schedule? Do
you use a Palm Pilot or
a paper calendar?"
(ZING! This is a HUGE
question....think about
it for a minute. What
does their answer tell
you about them?)
"Uh...paper?"
"Great. Write this down.
I will be phoning you on
this number at 3:30
tomorrow for an
18-minute interview. If
anything comes up you'll
call me on 555-1212,
right? Do you want me to
email you a
confirmation?".
"Sure."
"Okay, speak with you
tomorrow. I APPRECIATE
meeting you Guido!"
Here are some questions
to think about?
Who is in control of the
interview, them or me?
Who values their time
more in this
conversation?
Why is finding out their
scheduling system (or
lack thereof) so
valuable?
If you call back and
Guido is NOT there, what
do you do? (hint: NEXT!)
Here's my last piece of
advice. Always remember
that YOU are in control
of the presentation. It
is YOUR opportunity.
They NEED what YOU have.
You don't need them,
they need you. Stop
wasting time on LOSERS!
The most important
attribute to success in
network marketing is a
BURNING AMBITION!
I appreciate you.
David Ledoux
Author: The Ultimate MLM
Blueprint For Massive
Success.
http://www.ilovemlm.com/
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