Chapter Six - Napkin Presentation # 6 - Third Party Invitation
Prospecting is the subject of this napkin presentation. We call prospecting the third party invitation. It's important that you know what a third party invitation is and how to do it.
Explanation: If I know Carol, I don't directly ask her if she is interested in earning some extra income. The reason I don't do that is if Carol needed to earn some extra money, she would want me to think she is doing okay financially. She would say, "No, I'm not interested."
What I can do is approach Carol and say, "I have started in a new business. You might be able to help me. Would you happen to know anyone who would be interested in earning some extra income?"
Notice the third party. "Would you happen to know anyone..."
The more ships you launch, the better chance you'll have of some of them coming back carrying gold. You should work with the gold ships.
Most people have never launched a ship.
Notice the launching ramp. When you ask someone if they know anyone who would like to earn some extra income, you have launched a ship.
Summary: When it comes to prospecting, there is no need to nag family or chase friends.
Explanation: If I know Carol, I don't directly ask her if she is interested in earning some extra income. The reason I don't do that is if Carol needed to earn some extra money, she would want me to think she is doing okay financially. She would say, "No, I'm not interested."
What I can do is approach Carol and say, "I have started in a new business. You might be able to help me. Would you happen to know anyone who would be interested in earning some extra income?"
Notice the third party. "Would you happen to know anyone..."
If they ask, "What is it?" your reply should be, "Do you know anything about network marketing?"
They will either say "Yes" or "No."
If they say, "Yes," then ask them what they know about it.
If they want to learn more, show them this book.
From there, invite them to sit down with you (if they're still interested) to take a look at your program.
Don't try to give them a short version of your program on a street comer or while they're supposed to be working. Without the entire story, you'll confuse them.
They will have enough confusing information for them to say no and not enough of the right information for them to say yes.
Another Third Party Invitation
Another Third Party Invitation
Another third person approach is this one.
"Do you know anyone who likes to travel or go on vacation?"
You're looking for either a "Yes" or a "No." Most people will respond, "Yes, I like to go on vacations."
If they say "No" you are finished with them. Why would you want to sponsor someone who doesn't know anyone that would like to have fun?
Notice that you did not ask them if they like to travel or go on a vacation. You used the third person approach and asked them if they know anyone.
Most people will respond favorably to the question. You can then continue by saying, "It takes three things to travel and go on vacation. It takes time. It takes money. And it takes good health. If I can show you how you can have all three, would you be interested?"
If they say, "No," then you are finished with them.
Isn't it exciting to know this after a minute, rather than spending two or three hours doing a presentation?
"Do you know anyone who likes to travel or go on vacation?"
You're looking for either a "Yes" or a "No." Most people will respond, "Yes, I like to go on vacations."
If they say "No" you are finished with them. Why would you want to sponsor someone who doesn't know anyone that would like to have fun?
Notice that you did not ask them if they like to travel or go on a vacation. You used the third person approach and asked them if they know anyone.
Most people will respond favorably to the question. You can then continue by saying, "It takes three things to travel and go on vacation. It takes time. It takes money. And it takes good health. If I can show you how you can have all three, would you be interested?"
If they say, "No," then you are finished with them.
Isn't it exciting to know this after a minute, rather than spending two or three hours doing a presentation?
Who I'm Looking For Approach
Here is another way to reach out to people and talk to them.
Here is another way to reach out to people and talk to them.
"I'm looking for someone. If I describe to you who I'm looking for, would you let me know if you know anyone like that?"
"I'm looking for someone who wants a better life. I'm looking for someone who wants to own their life. They want more time, more money and better health."
"Do you know anyone who might like to know about something like that?"
"I'm looking for someone who wants a better life. I'm looking for someone who wants to own their life. They want more time, more money and better health."
"Do you know anyone who might like to know about something like that?"
Then give them your lifestyle card and let them read The 45 Second Presentation.
Send A Text Message
You can also send someone your card in a text message.
"I would like to share something with you. It's a card that takes 30 seconds to read."
"Would that be okay with you?"
Make A Friend and Meet Their Friend
If you follow our training, you won't have to prospect.
If you follow our training, you won't have to prospect.
"I'm going to make a friend and I'm going to meet their friend."
While helping a new person build their business, you'll talk to their friend. You introduce them to your network marketing program.
Most people have some fears about doing that.
Those fears come from the idea that the person will say "No" to them. It's called the fear of rejection.
A good example would be at a high school dance. A guy is at his first ever dance. He walks across the room and asks a girl to dance. She says "No" to him. So he turns around, rejected, and walks back, never again to ask a girl to dance. (No one likes to be rejected.)
Another guy will ask a girl to dance. If she says, "No" he will ask the next girl and the next girl. That fellow will be dancing all night.
To overcome the fear of rejection, trick your mind, so you'll talk to more people. Picture yourself standing on a dock. You have launched a ship and you're waiting for it to come back in to the dock.
A good example would be at a high school dance. A guy is at his first ever dance. He walks across the room and asks a girl to dance. She says "No" to him. So he turns around, rejected, and walks back, never again to ask a girl to dance. (No one likes to be rejected.)
Another guy will ask a girl to dance. If she says, "No" he will ask the next girl and the next girl. That fellow will be dancing all night.
To overcome the fear of rejection, trick your mind, so you'll talk to more people. Picture yourself standing on a dock. You have launched a ship and you're waiting for it to come back in to the dock.
The more ships you launch, the better chance you'll have of some of them coming back carrying gold. You should work with the gold ships.
Notice the launching ramp. When you ask someone if they know anyone who would like to earn some extra income, you have launched a ship.
If they say, "No, I don't know anyone," you can say, "If you happen to run into anybody, would you have them contact me?" Then give them your lifestyle card.
So you were not rejected.
There are only two possible results in launching a ship. It will either float or it will sink.
If it sinks, so what? You're standing on the dock. If it floats, great! Send it out and help it turn into a vessel that carries gold. (A gold ship.)
After they see Napkin Presentations #5 and #6, people will tell you they plan on being a gold ship.
So you were not rejected.
There are only two possible results in launching a ship. It will either float or it will sink.
If it sinks, so what? You're standing on the dock. If it floats, great! Send it out and help it turn into a vessel that carries gold. (A gold ship.)
They tell you that because you've told them you only work with gold ships and they want you to work with them.
People join your business in their own time and for their own reasons. (This may be the most important concept to learn in network marketing.)
No convincing. No persuading. No arguing. No begging. No pretending to be a friend. No impressing people. No manipulation. No hype.
It's about finding the right people. (It's like sorting through a deck of cards, looking for the aces.)
Prospecting is a sifting and sorting process. It is not a convincing and persuading process.
No emotional attachment to a result.
People sign up and join your business when the timing is right in their life. If the timing is not right for someone, then quickly move on to the next person.
Important: Everyone wants to own their life. Everybody wants more time, more money, and better health.
However, even if they strongly dislike their job or wish they had a better life, not everyone is willing to do something about it.
Most people will say no to you - even if you have the perfect script, book, or video.
Because they’re not a good fit for this type of business, 80 percent of the people you contact are not going to do anything to own their life.
Instead, focus on the 20 percent of the people who want to do something about their situation. They are open to taking a look at network marketing, in order to have a better life.
This means 50 million people in the U.S.A. are open to taking a look at the Own Your Life system.
(260,000,000 adults x 20 percent = 52 million people)
Your job is to find five serious people who want to build a network marketing business, so they can have a better life.
Do you believe you can find five serious business builders, who want to own their life, out of fifty million people?
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