Phone Script
JavaFit Leads and Samples
 

I. - Initial Contact


"Hi Cindy, this is Mark. I'm the one who sent you the email about helping your with your health questions and concerns. Thanks for responding back to me. How are you today? Cindy, do you have just a few minutes that I could verify some of the information on the survey form that you filled out online?"

Verify some data i.e. address, etc. (Don't be afraid of chit-chat, i.e. how's the weather in (her city). You are building some rapport. This is important. Put your personality into this.) Isolate a few questions from her survey that seem to be hot buttons. (Work on getting your profiles to open up and then LISTEN.) Ask questions that show her you are interested in her. It may sound like this:

"Cindy, I'm looking at your survey and one of the things that I'm noticing is you noted that you have a lack of energy. Could you tell me a little more about that?"

Once she has helped you understand her needs, explain your product to her in the form of a solution to her problem. It may sound like this:

"Cindy, many of my customers had problems with a lack of energy. It's not uncommon at all. The good news is we have a fantastic product that will help you immediately." Use testimonials. (They work.)
 

II. - Suggestion to Buy Now

"Cindy, may I make suggestion? (Get her permission.) Cindy, based on everything you've shared with me, it sounds to me like the best option for you is to try a 30 (or 90) Day Trial of our products. Our company stands behind its products with (explain your company's guarantee). In other words, I can place an order for you today. The product(s) will be delivered to your door in just a few days. You can use all of them. *If you are not completely satisfied, you can return them for a full refund. How does that sound to you, Cindy?"

*If your company does not offer this kind of guarantee, you cannot use this portion of the script.

If she says something positive like, "That sounds fair," ask her how she wants to pay for it. But, she might say that she isn't ready to buy just yet. Ask her politely if there is anything she needs more clarification on. You may find that there was just one or two concerns she had that you needed to uncover. If you get the feeling that she is simply not ready to buy, back off and give her space. She will appreciate this and may buy at a later time. For you, it's time to make your next call.

 

III. - Setting an appointment for follow-up


There two very different philosophies regarding follow up. We have seen each work very well for many distributors. You will need to decide which strategy is best for you.

Theory #1- Always Follow up
We've all heard the expression, "the fortune is in the follow up". We've also been trained that we are in a relationship business and that it takes time to win someone's trust (and business). After years of using our system, we agree with these statements. The truth is distributors who follow up and stay in regular contact consistently make sales. Here's what it may sound like...

"Cindy, it doesn't sound like you are quite ready to make a purchase at this time. Is that true? How about we speak in one week. This will give you a chance to visit our website and learn more about the product that we've been talking about. Does that sound like a good idea to you? (Get permission to speak again). Ok, then do you have your appointment book handy? I'd like you to pencil in about 15 minutes for me. Is next Tuesday at 4pm a good time for you?" Set a definite time and date.

Theory #2-Never Follow up
We have seen this strategy work exceptionally well, also. Here's the thinking behind this theory. Our system can put you in touch with virtually an unlimited number of people. Some are ready to buy now (if you convince them that you have a solution to their problem). Most are not ready to buy. The people adopting this theory believe it is more productive to "speak less to more people". It may sound like this...

"Cindy, it doesn't sound like you are quite ready to make a purchase at this time. Is that true? My suggestion is for you to visit our website and learn more about the product that we've been talking about. This way, you can decide based on information if you are interested in trying this product. The truth is, I don't want to talk you into this. I want you to do it because you really want to. Does that make sense to you? And Cindy, I must tell you, we are absolutely swamped with people wanting to try our product, so swamped in fact, that I won't have time to call you again. If you want to try our product, you will need to call me. Is that ok, with you?

(this is when your autoresponders can be so valuable. You may not have time (or desire) to follow up, but your autoresponders will keep your offer and name in front of your prospect. It is very possible that one day your phone will ring and it will be them saying they are ready to try your product.

Conclusion:
Of course, there are many variables to the process of making a sale. The truth is, only with firsthand experience will you learn how to navigate through it with confidence. Eventually, by doing it over and over and over, you will develop you're own style and methodolgy. And remember, this is new to you. Don't be too hard on yourself and don't get discouraged. Remind yourself of how many times you fell off your bike when you were trying to learn to ride it, but you never quit trying until you got it right. This is no different. Each call you make and each person you speak to will teach you something new. All of us who have become proficient in this process have gone through it. There are no shortcuts.

And finally, have fun with it. Life's too short to take any of this too seriously.
 

OBJECTIONS

OBJECTION #1 - "Now is not a good time."


 
• Possible Translation: The VALUE of their health/well-being.
• The Issue: Help your contact realize what he/she already knows: that being healthy is one of the best things in life. Being proactive is far better than being reactive.
• Your Goal: Help them discover the value of their own health.
• You Might Say: "Mr. Smith, I definitely understand how you feel. I had the same thoughts when I was first approached with X Product. But wouldn't you agree that without your health, what do you have? ... Yes, I agree. Once I finally thought about it that way, I realized that the best time is always now when it comes to being proactive about my health. I'll tell you what. Let's sign you up for a 30-Day Trial. If for any reason you're dissatisfied, we'll refund every penny to you... I'll personally guarantee it..."

OBJECTION #2 - "Isn't your product more expensive? I can get it cheaper at the store."


 
• The Issue: Quality, convenience, consistency
• Your Goal: To help your contact understand the importance of using healthy, natural products.
• You Might Say: "Well, Mrs. Smith, I completely understand what you're saying. But have you researched what's really in these store-bought products? Our products are all-natural --- and as you know, this pays big dividends for your health over the long-term. Besides, you have the convenience of having the best products coming right to your door. How about we sign you up for a 30-Day Trial Pack. For one month you can experience the incredible benefits of X Product --- and if you're not satisfied for any reason, we'll refund every penny to you."
• Or You Might Say: "Mr. Smith, I totally understand how you feel, but could I ask you a question? ... What kind of car do you drive? ... Really? Why did you choose that model? (gas efficiency, convenience, quality, ease) ... I agree; I make my purchasing decisions based on a number of factors, and quality always pays a big role. I feel the same way about my health. X Product is a whole lot different than most of the supermarket brands. Could I sign you up for a 30-Day Trial? You'll be able to experience the great benefits of X Product --- and if you aren't 100% convinced that it is the best deal on the market, we'll gladly refund every cent to you..."

OBJECTION #3 - "I don't like to give my credit card info over the phone."


 
• The Issue: Is this an excuse? Or is the person really concerned about this?
• Your Goal: Help your contact realize that his/her ordering will be secure.
• You Might Say: "Tim, I definitely understand how you feel. But I can assure you that as a multi-million dollar a year company, X Company stands with its customers to ensure 100% satisfaction. Your credit card company stands with you, too, and has put safeguards in place to prevent any kind of problem. I can personally assure you that your number is secure..."
• Or You Might Say: "Beth, if it would make you feel better, I can 3-way with you to our company order site. Do you have access to the Internet right now? ... Great, why don't you log in while we're on the phone, and I'll point out a fantastic deal from X Company..." (This reply can be tricky because you want to avoid letting them get off the phone. You want to close the sale while on the phone, not just hope that they go to your company site on their own time... they probably won't.)

OBJECTION #4 - "I can't afford it right now."


 
• The Issue: VALUE of their health/well-being/weight management/etc.
• Your Goal: Gently challenge your contact's notion that $1-2 per day is not worth much improved health. (Think of all the things that most of us spend $1-2 per day on, or more: coffee, lunch out, a soda, extra cable TV channels..)
• You Might Say: "Bob, I realize that $1.50 a day is an additional expense. When I was first approached with X Product, I felt the same way. But when I realized that I spent two or three times that much money on just soda and coffee alone, I realized that I could probably afford to make a significant investment in my health. So I gave it a try. I knew I could get my money back with X Company's 30-Day Money Back Guarantee. But within the first week or two, I was already feeling the benefits of X Product. I knew right then that the dollar-a-day investment would pay big dividends for my health in the future. Could I sign you up for a One Month Trial? If you decide after your first month that you don't want to continue, I'll personally make sure that you get every penny back."
• Or You Might Say: "Sharon, I know that $1 a day is an additional expense. When I was first approached with X Product, I felt the same way. But when I considered the value of preventative health, and how much money that would save me long-term, I thought I'd give it a try. Within a couple of weeks I was already seeing the benefits. That's what got me going with X Product. You know, we have a [30-Day] Money Back Guarantee. You get to try the product at a discounted price for a month, and then if you don't want to continue, I'll personally make sure that you get every penny back. Would you be interested in our [30-Day] Trial?"