A glass of water in the face; “What was that for” – Pattern Interrupt; the fastest way to change the direction of a prospect.
There are abrupt pattern interrupts, like what Tony Robbins has used and there are more subtle pattern interrupts, like having a background of a paradise behind you on a video. David Wood is a master of both. When he appeared on stage at the No Excuses event, he had his fly down. He did this to change the direction of the audience. Mike Dillard had spoken before and had everybody in a doom and gloom mood. David needed to turn the audience around to a more positive perspective.
Two years ago David Wood was living in an old Dodge van, getting parking and vagrancy tickets from the police, and hoping drug dealers didn’t realize he was watching their deals go down. The last straw came when a cop wrote him a ticket for his last 35 dollars. He rolled over, looked at his wife and said “Something’s got to change.” So he joined Amway and became rich. No, actually he didn’t. He struggled, he changed companies, he talked to anybody who would listen. Pretty much what most of us have done if we’ve been in the business very long. He got on craigslist and began grinding it. He was getting some results but it was painfully slow. He knew there was a better way. He ran across a video on YouTube and 90 days later had his first $25,000 week.
It’s easy to make money when you know how to make money. You just have to know how to get people to do things and structure a logical process to get them to buy what you’re selling.
1. There has to be some lead component. You can go around getting leads at Wal-mart or you can set up a system where you get leads with very little effort.
2. Process – if you don’t have a process or it sucks it doesn’t matter if you get leads. Your process must move someone through the stages of buying. If you don’t control this process or you’re not good at it, people don’t join your business.
When those leads show up CALL THEM.
Say: “Frank, I just noticed you were on my website. I just wanted to give you a call, let you know I’m a real person. How are you doing?”
“What can I do for you?”
Listen to them. Listen for what they need or want. Look for a core need. People won’t tell you that need unless you’re connecting with them. A need is something they talk about emotionally. The second you know what that base need is act like they’re already on your teamand tell them what they need to do; it always involves buying something.
This must be your dialogue to the prospect:
“Are you in front of your computer right now? Are you serious about making an extra $2500 a month? Well here’s what we’re going to do. We’re going to sign you up and get you started on the steps to making that each month.”
Tell them what to do (specific steps) and have them call you back. When they call back, make sure they completed the assignment, re-identify the core need and then show them your core company presentation. Have them watch it right then and call you back when they’re done.
Once they call back its time to enroll them but you have to tell them they’re joining in a non-direct way.
“What did you like best about what you saw in that presentation? Tell me more specifically what it is that you liked about that.”
Write down the connection between what they liked and their base need.
“Here’s my inner circle, you’re going to join this, I’ll enroll you in a moment and then we’ll work together to get a gameplan to create that $2500 a month. Sound fair?”
They say yes.
“Go to this website (your website) tell me when it loads and by the way how is your wife doing? See the page? See that Join now button on top. Go ahead and click that button now.”
The prospect will click the button.
“Go ahead and scroll down to the bottom of the page, there’s a button that says agree. It’s terms and conditions, you can read it later go ahead and click that button now. Are you a guy who can talk while filling things out?” Yes. “Tell me a little more about your kids.”
Continually keep bonding with your prospect.
Most people need to be specifically directed to do something or they won’t take action. Continue telling them what to do until they quit, do something else, succeed massively, become the #1 recruiter, or die.
Money doesn’t mean anything. If you’re emotionally tied to money, life sucks. The only way for you to get money is to have someone give it to you. So the question becomes how can I get lots of people to give me money all the time where they just keep giving it to me? You can sell stuff or do a service. To sell stuff without talking to people you need to learn to influence others through Copy Writing skills…
Language patterns can be inserted into your presentations that influence people and make them more receptive. Whether you do so consciously or subconsciously it is these language patterns that sell every time.
1. In presentations you want people to be in a trance. We get into a trance several times a day. There are 2 types of language, ambiguous and specific. Ambiguity in language induces trance, specific language pulls people out of trance. Facts without stories and metaphors and allegories don’t stick with people.
2. Imbed a call to action throughout the presentation. Put imbedded commands in your language. For some people this comes naturally but most have to learn this technique. One of the ways you can do this is get several courses, listening to them all the time. Also listen when anyone is trying to sell you stuff. Listen how they talk, what they say, the exact words they use and how they use them. Pay attention and you’ll start picking up the language patterns. Learn the language and you’ll learn how to talk to people, and those people will see you as someone they want to do business with because they will instantly like you.
Next time we will talk about the 4 most important videos you can have for marketing online with Didi Alcheva and Glenn Arcaro.