Your Travel Biz Source

Getting a referral can be as easy as asking for one. Why not turn every prospect into 2 or 3 more prospects. You can continue this process and get referrals from your referrals. There have been people in our industry that built their group entirely from referrals.
Only ask for a referral if they are dragging their feet, decide only to try the product or tell you they are not interested.
The best way to get a referral is to ask for a specific type of referral. Start by saying, “Can you help me?“ Then…
For example, “Do you know of anyone that currently has or has had their own business (or their own home-based business, etc.) that would be interested in increasing their revenue?“

Another example might be, “Do you know any school teachers (or whatever their profession is) that are interested in (making more money, starting their own home-based business, being an entrepreneur, etc.)?”
When you ask for specific referrals it gets them thinking in that direction. As opposed to asking for a general referral which usually makes you end up without a referral.
If you ask, “Do you know of anyone that would be interested…” they will almost always say, “I can’t think of anyone.”
Here is another technique:
Tell me (Their Name), if you were to get started with our business today, who would be the first person you would contact?

Great! Why don’t we do this! I’ll call (their friend’s name) and I will share with them what you have been exposed to and if they decide to join our business, then you can join and get credit for that referral. How does that sound?
What is it that you respect about (their referral’s name) that would make you want them as your business partner?
Even if their friend doesn’t do anything, you have exposed one more person to your business. You could use this technique over and over again.
Talking to a referral:
Hi (referral’s name) my name is (your name) I’m calling because we have a mutual acquaintance, (his/her) name is (your prospect’s full name). (Your prospect’s first name) and I were talking and your name came up. (He/She) has a great deal of respect for you because (the reason the prospect would wan them as a business partner). (He/She) took a look at our business plan and thought it might be something that would be of interest to you. Would you be willing to take a few minutes to visit our web site for an overview and see if (prospect’s first name) was right?

Ricky Clifton - YTB

Let’s cover some specific techniques:

• Ask your prospect some questions to get a better idea of who they are and what they are looking for. Then, with your products/services or business opportunity, solve one or more of their problems. People don’t care about your company or the benefits unless you can help them with some answers to their problems.

• You want to lead people into making a decision. Like, “What else do you need to know to (buy your product – or – join your business)?” Before you follow up with them again, make sure you both understand and commit to what will take place on the next call. For example, “If I get you the information you are looking for and you like what you see, will you be ready to… (order your product - or – join your business)?”

• Part of your closing technique may be to 3-way to your mentor / coach or another team member. This will provide credibility and let the prospect know there are others that will help them as well.

• Say things like:
  
• “Based on the information you have received, where do you see yourself?”
  
• “Based on what you told me, here is what I recommend…”

• Leave the door open, get permission to follow up in 6 months to update them on new products/services and to see if they are in a better position to take a look at your business.
  

Remember, no matter how good your get at this, there will still be a lot of people that don’t join your business or buy your products/services. When people say no, most of the time it is because they just aren’t ready for what you are offering. You don’t buy everything in the store just because they have it. You only buy what you want/need at that time.

Rick Clifton - Your Travel Biz

Let’s cover some specific techniques:

• Feel, Felt, Found – I know how you feel, I felt the same way. But, with our company (or product), I found… (tell them how what you have is different). People connect with others that have similar experiences.

• What do you mean by that? – Sometimes the best way to handle an objection is with a question. This allows you to get a deeper understanding of what their thought process is and allows you to better address their concerns/objections.

• Maybe you can help me… – Most people like to help other people. You can take this one of two directions:
  
• First, you can ask if they could expound on what they are not interested in so you can better present this to the next person you talk with (basically asking their opinion). This could either result in opening the door with them or at least, tell you what others are interested in so you can make your presentation better.
  
• Second, you can tell them you are expanding your business and ask for a referral of someone in their area that might be interested in what you are doing. This is a great way to turn one referral into two or three (or more) other prospects.
  
• Or, do both.

• That is exactly why you need to take a look at this… - Whatever their objection, just say, “That’s exactly why you need to take a look at this.”
  
• Example: They say they have no time. You ask, “When is that going to change for you?” They say, “Probably never.” You say, “Wouldn’t you agree that, that is exactly why you need to take a look at this.” For things to change, you have to change.
  

These are a few of the techniques for handling objections. You may use one technique or several techniques on the same prospect.

Carol Clifton - Your Travel Biz

Understand the difference between questions and objections. Objections are reasons they cannot pursue your opportunity. Questions are how to pursue your opportunity. Answer all questions but only handle 2 or 3 objections. After 2 or 3 objections, you need to ask yourself if you are talking with the right person.

Properly handling their objection(s) may mean the difference in whether your get someone’s business. This is an area that as you get better, you WILL see an increase in the number of people that buy your product or join your business.

Rick Clifton - YTB Travel

• Initial follow up occurs after getting your prospect the preliminary information on your company or product. Follow up after that is based on where your prospect is, what they need and how you feel about them. For some it is worth the effort to stay in front of them more often.

• 3 MONTH follow up is for:
  
• people that were interested but never made the commitment to get started.
  
• the very good prospects that you want to stay in front of.
  
• anyone that you are unable to reach by phone.
  
• let them know how you are doing and what is going on with the company
  

• 6 MONTH follow up is for:
  
• everyone
  
• bring them up to date and let them know about any promotions, new products, company growth, etc. and see if it is a better time for them to benefit from your company or product.
  

People buy from people they trust, you cannot build a relationship without following up and following through. How many people do you know that buy something the first or even second time they see it? Do you?

Ricky Clifton - Your Travel Biz

Here are some general principles:

• There are no hard and fast rules for follow up. It is best to follow your instincts.

• The key is being in front of your prospect when they are ready to make a decision. The auto-responders provided in this system helps keep your information in front of them for you.

• Many people in sales have experienced that over time and through follow up, they are able to do business with people that would not do business with them the first or sometimes even the second year.

• Give them something new and of benefit each time you follow up.

Rick Clifton - YTB

Let’s cover a specific technique:

• Let people know why you are calling. Simply, they answered an advertisement on the internet in regards to starting their own business and you are calling to see if they might be interested in what you are doing. DO NOT ask them if they answered an ad or if they remember responding because most people cannot remember what they had for dinner yesterday. This will just start another conversation but not in the direction you want to go.

• Ask them if this is a good time for them. Maybe they are getting ready to go out the door or sit down for dinner. If they are, they will not pay much attention to you. Find out when you can get their undivided attention for about 10 to 15 minutes (whatever time you need to get some preliminary information to them). If now is good, proceed. If not, set up another time that is agreeable.

• Interview your prospects. I am not talking about a 3 hour interview. I am talking about 5 to 10 questions that will help you determine if they are right for your business.

• Present some information about yourself and your company.
  
• If your prospect is interested:
  
• Get them some additional information about your company or product.
  
• Possibly 3-way them to your upline to help answer their questions.
  
• Set up an appointment to get back together to answer questions (within 24 to 48 hours).
  
• If they don’t seem to be the kind of person you are looking for, make sure they have your contact information and have them contact you if they are interested.
  
• If your prospect is not interested:
  
• Thank them for their time.
  
• Ask them to write down your contact information so they can contact you if things change for them.
  
• Possibly get a referral from them.
  
• Ask them if you can call back in 3-6 months to let them know how it is going for you (this leave the door open).

• This entire process should only take 10 to 15 minutes - tops. The only exception is if your lead is asking a lot of questions. These should be “How” questions not “Why” questions. “How” questions are “How do I get started?” or “How do I build my business?” Typically “Why” questions are “Why should I get started?” or “Why does it cost money?” You are usually wasting your time answering why questions.
  

Remember, no single technique will work for everyone. You are encouraged to research several techniques and, in doing so, develop your own.

Ricky Clifton - YTB Travel

Here are some thoughts to keep in mind when talking with others:

• Be straightforward, don’t play games. If you want them to treat it like a serious business, then you must start that process. This doesn’t mean you can’t have FUN.

• Treat people the same way you would want to be treated. Try to put yourself in their shoes. Help them solve their problem(s), if you can. If you can’t, tell them.

• Have a game plan/strategy. Know why you’re calling them and what you plan to accomplish while on the phone. Then, stick to it. Don’t let the conversation go too far off the path.

• Pre-qualify your prospects before you spend too much time with them. The theory here is, if they won’t look over some preliminary information then they are not really that serious or not that interested in what you have.
  

People buy you just as much, if not more than, they buy your company, products, etc.

Rick Clifton - Your Travel Biz