SCRIPT FOR COLD CALL FROM LEAD The interview should be fast paced and full of energy and enthusiasm Hello,? How are you doing today? This is calling you back with the information you requested about working from home. What can I do for you? TAKE NOTES! You will have to refer to them for the follow up call Slow the pace enough to really LISTEN but keep it up beat Do you have a pen and paper? To save us both some time, I m going to ask you a few questions to see where to direct you to the information that is right for you. What do you currently do? How long have you been doing it? Do you like what you have been doing? What do you dislike about what you do? Have you ever worked from home before? Tell me about that. Are you satisfied with your present financial situation? NO Why not? Tell me more about that. What would you like to be making in the next year? If you were able to make that kind of money, how would it affect your life? (reaffirm why it is they want to make money) Right now, our company is interviewing a lot of people as we are expanding nationwide and in January, we ll be expanding into Canada. There is a lot of time and effort required on our part to help someone begin working from home. We can only work with people who are very serious about making money from home. So how serious are you? Great,, let me tell you a little bit about our company. Our founder, John Rochon, is the former chairman of Mary Kay. Under his leadership, that company reached $4 billion in annual sales. With his new company, which will also reach a billion in annual sales, he is bringing products to
market that enable people to live safely and literally save lives. Mr. Rochon started this company debt free and with the strongest possible financial backing. Our manufacturing arm is a publicly-traded bioscience research company listed on the NASDAQ. We are on track for making our company #1 in the industry. Our trainer, Donna Partow, is a best selling author and internationally-known speaker who is widely recognized as a leader in the home business movement. The latest of her 28 books is called Making Money From Home. If you meet our criteria, you will have access to all of her training and I may even be able to personally introduce you to her. Right now, we are interviewing dozens of people in response to our recent marketing campaign., there are 3 types of people that start in a home business. There are those that wing it, those that want to test the waters and see if it is for them, and those that are deadly serious about working from home. These people see an opportunity to (reaffirm what it is that they need). We are looking for people who are team players, highly motivated, enthusiastic and absolutely serious about starting a business. Do you feel you possess these qualities? Do you have internet access? Great. I m going to send you to a website (or 3-minute call). This is where you will find information to (reaffirm what their needs are). In about 30 minutes (if website or 5 minutes if sizzle call), I will give you a call back., I don t know if this is the right fit for you, that will be determined by your responses when we talk further. All I know is that this is a chance for you to (reaffirm their needs). If you qualify you will automatically be set up in a one-on-one training program that will provide you with the necessary skills, mindset and tools to help you succeed. FOLLOW UP 1. Hi 2. How are you doing? This is. Did you get a chance to review the material I sent you? 3. What did you like most about what you saw/heard? 4. Tell me more about that. 5. So, do you want to make a little or a lot? 6. What for? 7. How serious are you? 8. Where do you see yourself getting started? Do you want kind of ease into it, doing the same amount of work for half the income others in the company are earning? Or do you want to get on the fast track for success and be automatically enrolled in the apprenticeship program where
you will have direct access to Donna and all the tools and skills needed to succeed, where you can make twice the money for the same amount of work? Great, then welcome aboard.
HANDLING COMMON OBJECTIONS In general, answer every question with a question. MAINTAIN your posture as the interviewer, not the interviewee. Do NOT let the person pepper you with questions. If they begin to do so, respond: My role is to conduct pre-screening interviews to identify people who would be a good fit for our company. We have not yet determined whether or not you have the qualifications we are looking for. If you do, then I can refer you to someone in the company who can answer your specific questions. But for now, if you are serious, I d like to continue with the interview process. Are you serious about working from home? Objection: I want to think this over Counter objection: I can understand you wanting to think things through. It sounds like you have questions, which is understandable. If I am able to answer your questions completely and to your satisfaction, are you ready to get started right away? What is your first question? (write it down) What is your second question? (write it down) What is your third question? (write it down) Briefly answer first question. Does that answer your first question? Briefly answer second question. Does that answer your second question? Briefly answer third question. Does that answer your third question? Great. Welcome aboard. Do you want your checks made payable to you personally or do you operate under a business name? Okay. How do you spell that? Proceed to enrollment. If they pepper you with questions, use I m conducting pre-screening interviews statement above. Objection: Can t get started right away, have to talk wife/husband/friend (whatever) Counter objection: I m going to level with you, you just told me you were serious. And as you know, we can only work with candidates who really are serious. Now do you really have to speak with because you ALWAYS speak with them before making ANY decision.or are you just telling me you have to talk with them because you really aren t serious at all about (their stated goals) and you don t want to hurt my feelings? Objection: I want to start but I don t have the money right now. Counter Objection: I totally understand. But are you really serious about (whatever their goals) or are you afraid to do what it takes and you just don t want to hurt my feelings by saying No? All I know is that if you are willing to try, to learn, to work hard, you will find a way. (This would be a good spot for a testimonial) So is it that you really don t have the money or that you are afraid to get started because you think you ll fail? Great. Let s get you on the road to success. How do you want your name spelled on your check?
Or if they continue to protest about money, get them involved. I don t normally do this, but I believe you are sincere. Here s what I m going to do. I m going to help you pre-launch your business. I m going to give you two homework assignments. And if you complete them on time and to my satisfaction, I will make an exception in your case and allow you to begin working from home even before you officially enroll. #1. I want you to write out a list of 100 things you want to have, do or become. Just number a sheet of paper from 1-100 and write quickly. Then I want you to organize it into 3 groups: what you want to have, what you want to do, and the person you d like to become. #2. I want you to imagine you have spent $100,000 to open a restaurant and suddenly realize you have zero funds left for an advertising campaign or anything else. You have to find a way to ensure this restaurant succeeds. Make a list of all the resources you would turn to in that scenario. This should include everything from Craig s List (kind of obvious) to people you know with specific skill sets and of course, your family and friends who would come out to support the grand opening. If you email this to me within 24 hours, I will do everything in my power to have you enrolled in the Home Business Apprenticeship Program at no cost. Here s my email address. When you get the email, you call them and start doing 3-way calls to everyone they know every name on that list. Print out Enrollment Forms. Don t stop dialing until you find two people to enroll under him/her. Once you have that, say Okay, you need to enroll before I put these enrollment/orders in or you will lose out on this income Objection: I don t trust pyramid schemes Counter Objection: I can appreciate your concern. Can you explain what you mean by pyramid scheme? In response to whatever they say: I can see why you wouldn t want to be associated with anything like that. Neither would I. No, this is nothing like that. We are the marketing arm of a hightech company called PureBioScience based in San Diego California. We have a product that literally saves lives. Right now, we are conducting pre-screening interviews to identify candidates for our training program. Are you interested in proceeding with the interview? Objection: I ve never sold anything in my life; I m not a sales person Counter Objection: You re not looking for a sales position, are you? Because we are not really looking for pushy sales people, to be honest. We are looking for serious minded team players who can help us build our company from the ground up. In fact, the key to success in our company is not selling; the key is asking great questions and being a great listener. Do you think you can learn to conduct candidate interviews, as I have just done with you? Great, then welcome aboard. Objection: I ve tried this before and failed (or I know someone who has failed) Counter objection: You can t fail at this unless you quit and if you are as serious as you have told me you are, I don t believe you are going to be a quitter. All I know is that if you are willing to give it a try, to learn what Donna has to teach you, and work hard; you will find a way to succeed. Are you serious enough to learn the mindset and skillset for success? Objection: I want to try the products out first to see if I like them
Counter Objection: I can totally get behind that. I can understand you not wanting to sell a product that you don t like or can t get behind. There is absolutely no risk. Let s go ahead and get you set up to receive your first shipment. So where do you want to start? Do you want to get on the fast track for success where you will be automatically enrolled in the apprenticeship program, or do you just kind of want to ease into it? Here is what we can do to get you started. Take them to YOUR website and sign them up. Explain what you are doing as you go along Walk them thru, asking them for their information. Do NOT send them to the website to enroll themselves.