I was asked at a workshop recently, "What do I say when I call my warm market?"

Here are some points to consider, and then some pointers on what to say.

People don't buy things, services or ideas. Nor do they buy because you think you have the greatest solution in the world. What they buy is what those 'things, service or ideas' will do for them, and how it will make them feel.

For example, Joe doesn't really want extra money because he wants to play more golf. He wants it to be able to get rid of the depressed feeling or lack of self esteem he has from not being able to keep up with his friends who can play golf at any time because they made a bunch of money on the market, and he didn't.
 

Nietzsche once said: "When you brand me, you negate me." Learn from this. Treat each person as an individual with potential specific needs. Don't bunch and Brand them into one category and pound away at them with a non-descript script (pun intended!). Scripts tend to focus only on you and your reasons why they should buy or get involved. For most Distributors, using conventional selling scripts will lose you more opportunities (and friends) than you'll gain.

Take a big blank notepad and at the top of each page write the name of each person on your list. Each person has a separate page. Now write down everything you think you know about them. Who they are, type of personality, what they like, what they don’t' like, satisfactions, dissatisfactions, feelings they have expressed in the past, etc.

Write-out what he/she has said or indicated in the past that has revealed a problem or need that one or more of your solutions will satisfy.

Be thorough in this. If you can't think of something they have said, then find out, and call some other time.

The reason you do this is that you'll find each person is different and has different needs. When you talk with them, this is the stuff you're going to be finding out more about to discover if they are getting what they want and seeing if you can really fill a need.

Make a list of all your solutions (products and business opportunity features) and put the relevant ones next to the people on your list who you think might benefit. You can then let your Personal Agenda guide your Dialogue toward Discovering if the solutions you had thought about might actually be something they are looking for.
 

Put yourself into the mind and shoes of each person you want to call. For example, if you have weight-loss products and one of your contacts is overweight, think what he/she might have said about his/her weight. The more personable and 'What's in it for them ' you can make your opening remark, the more they will be open to wanting to know more. I've given examples at the end.
 

Use the information to open your Dialogue with a Compelling Introduction Speech (CIS)... one that focuses on their needs. Here are 2 examples of comments you might hear and how you can address them:

You might have heard a comment like this from someone. "You know, I've tried everything and I just can't seem to get this weight down. It's really depressing." You could call and then say:

"Mary, you know how you said you've been feeling depressed lately about your weight, and that nothing seems to work for you?"

 

"Well, if you're still feeling this way and want to get your weight down and feel good about yourself again, I've discovered something that might work for you... if you're interested I'd like to share that with you."

Here's another example...

You might have heard something like this. "You know I've been working at this job for years struggling on what they pay me with little or no advancement, and now I hear there is going to be some downsizing and no one knows who is going to be chopped. I feel totally out of control." You could call and then say:

 

"Anne, you know how you've been saying you're tired of not being able to get anywhere with your job because of the low wages, lack of job security and zero fulfillment… and that you'd love to find something different than you're present work?"

 

"Well, if you're still feeling that way, I've discovered something that could have your life back on track again. If you're interested in making a change I'd like to talk with you about it."

Reminder:  For the same reason people don't buy toasters (they buy them to make toast) people don't buy weight-loss products to lose weight. They buy them for how it's going to make them feel when they lose the weight. And that feeling is personal to them. Listen for it and you'll make a friend, partner and customer for life!

Michael Oliver is an Internationally recognized trainer, speaker and author of the best-selling book, “How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!”. He is also the founder of Natural Selling® Sales Training, www.NaturalSelling.com.