Prospecting Scripts – Should We Use Them & How

When bringing on a brand new distributor who has no network marketing experience usually the first thing they want to know is what do they say to their prospects. This is very understandable as their knowledge on their company and products are typically very limited. In all of my MLM Trainings I teach the communication skill sets needed to be effective in this industry. However, this takes time and doesn’t happen overnight. The last thing we want to do is lose the persuasive power of their initial excitement and passion they are feeling from just joining the team. Passion and excitement will carry the new distributor farther than almost any communication skill ever would without it. What I mean by this is that all the skills one acquires if not delivered with true heart, passion and enthusiasm will fall upon deaf ears typically. This is what people respond to.

I firmly believe that we need to give the new distributor prospecting scripts to get them started, but not without some basic training first. Otherwise, they are going to be “reading’ to their prospects. Anybody who has ever had a telemarketer call them reading their prospecting script, we know what happens; hang ups, deer in a headlight look and the glazed eye balls.

I personally use and highly recommend the Dani Johnson Prospecting Script Book. Dani Johnson is considered within our industry an internet guru. As a trainer for the serious entrepreneur she is a legend in the network marketing industry. Not only does she have what I consider the best script books put there for the network marketing industry, Dani also gives the customer audio cd’s with her prospecting script books so that the new distributor can learn the posture needed when using the prospecting scripts. This is crucial. You cannot hand out a script book, and expect the new distributor to be able to get out there and recruit. In Dani Johnson’s prospecting script books, both the original and supplemental she provides answers to just about EVERY OBJECTION a distributor will encounter. These prospecting scripts are not only for purchased leads but also for talking to your friends and warm market and really just about any situation one will find themselves in.

Being able to hear how to deliver the scripts will dramatically increase the success rate of the new distributor. As a sponsor, you then need to role play the scripts with them. This will allow you to critique them and build their confidence as well. One can also make some live dials with their new person and let them listen to you use the scripts and then allow the new distributor to to make their first live runs with you listening if they are comfortable with that. For some, that would make them very nervous, so its best to let those individuals have a go out by themselves.

Eventually, one will find their own flow and what works best for them. With the right skill sets and true passion the key is to be natural and to posture one’s self as someone the prospect can learn from.

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