Max Steingart's Recruiting Tip: "How To Use The 'Whole Pig'"

This conversation today is one of my favourites, andnfor two BIG reasons.nnFirst, it illustrates the principle I always like tontell people to make the most of, and that's to "use thenwhole pig". By this, I mean, any aspect of your lifenand circumstances is acceptable to use in yournnetwork marketing. A lot of the stuffy types will tellnyou to be "professional", without actually saying whatnthat means. But my take on it is anything I can do tonlegally, ethically and morally get a prospect to sayn"yes" when I GENUINELY believe it's in their bestninterests IS professional. Remember - getting rapportnis the FIRST step to making the sale and invitingnpeople into your reality by sharing something ofnyourself is a great way to do it.nnThe second thing I love about this conversation is itnthumbs a nose at all those people who make all sorts ofnexcuses why they "can't" make a success of theirnbusinesses. This student of mine is BLIND and doingnvery well, thank you very much.nnIf THAT doesn't inspire you, nothing will, Jake!nnI've used "THEM" to preserve the privacy of the othernperson involved, but it's a genuine conversation I had,nand, what's REALLY important is this so easily COULD benYOU talking to as many "THEMs" as you wanted!nnProbably the best way to get the MOST from thisnpowerful conversation is to print it out, grab a cup ornglass of your favorite beverage and go sit somewherenquiet where you can follow along with the commentarynand reference the lines in the conversation.nnI promise you, it'll really be worth that little bit ofnextra trouble to go over it.nn ==================================================nn Recruiting Tips: 6nn "How to use the 'whole pig'"nn ==================================================n nn 1. You: Hellonn 2. Them: Whodat!?nn 3. You: I was waiting on an online friend and yourn profile caught my attention.nn 4. Them: oknn 5. You: how did you come up with your screen name?nn 6. Them: Where you fromnn 7. You: I lived in Macon Ga. I live now in a smalln town called Musellann 8. Them: Museella? Don't know where that isnn 9. You: It's about 15 miles west of Macon. where don you scuba dive?nn 10. Them: Fla, Tn, SC. Dependsnn 11. You: I tried it once on my honeymoon about 23n yrs agonn 12. Them: Really, I love it. I like the Wreck divesn more than anythingnn 13. You: Found it kind of hard being totally blind.n How long have you been diving?nn 14. Them: Not long, a year or so. Blind? how sonn 15. You: Was in an auto accident 25 yrs ago nn 16. Them: oh, literally blind! Sorrynn 17. You: I love to hunt and fish. Have you evern tried either one?nn 18. Them: fish sometimes, don't hunt thoughnn 19. You: That's O K nn 20. Them: What do you do for a living?nn 21. You: It's been more of a blessing than anything.n where are you?nn 22. Them: NE of ACLnn 23. You: Sorry I am a lil slow because I have ton type and then change cursors and read. nn 24. Them: No problem, let me know if myn abbreviations are not helpingnn 25. You: That's O K I'm new at this IM'ing thingn anyway.nn 26. Them: oknn 27. You: I teach people how to work from home onn their computers. What do you do?nn 28. Them: Design Engineer. Hey, send me a link ton your site! I've been looking for a little extran incomenn 29. You: What do you design?nn 30. Them: You name it, Machinery ( mechanical ),n Steel Structures ( commercial ), even websitesn and software. I'm still a student even at myn age! Do you have a home church down there?nn 31. You: I know. I am always learning. Yes I go ton tabernacle Baptist and sing in the choirnn 32. Them: Cool. I go to a church in Gainesvillen called "Freechapel". We’re non denominationalnn 33. You: I work with several engineers. What didn you do before?nn 34. Them: I've done Retirement communities,n colleges, Poultry equipment, residential, civiln projects. The commercial is the colleges, I'ven also done work at Jacobi medical center in then Bronyx, Piedmont right here. I stay pretty busynn 35. You: Sounds like you've done it all. I was ann industrial electrician before I lost my sightnn 36. Them: No just that! My dad does that. GM. Hen retired, excuse me, he did that. lolnn 37. You: I know what you mean. I type with fourn fingers and two of them need spell check lolnn 38. Them: My fingers get pretty fat sometimes too!n that's what i tell people when I mess up. I say,n "sorry fat fingers"nn 39. You: I found out they don't hire too many blindn electricians nn 40. Them: Yeah, but you sound like you doingn something pretty challenging. How do you like itn compared to the electrical?nn 41. You: that's when I learned your need to dig then well before you need the water. How much extran income do you think you would need?nn 42. Them: Not much, just looking to earn a couplen hundred a month for security Ya never know!nn 43. You: I love helping peoplenn 44. Them: Have you got a web site?nn 45. You: It is real simple nn 46. Them: Oknn 47. You: All you need is about one hour a day on then computernn 48. Them: That's doablenn 49. You: And you already have the skills to do whatn I'm doingnn 50. Them: I've been interested a long time, in homen based work. I've done my design work from homen and still do. But if you contact most of thosen sites they confuse more than help. understand?nn 51. You: I sure do. can we talk on the phone?nn 52. Them: They wont tell you anything until you putn up the cash, which I understand because itsn there source income. But I can't learn enoughn about it from what they do tell. Hold on, gottan let the dog innn 53. You: If you know how to play baseball that's hown simple it is to do what I do. My # isn XXX-XXX-XXXX. Call me and I will explainnn 54. Them: Ok I'm back, give me about ten minutes,n I'll call. Thanksnn 55. You: OK looking forward to hearing from you. Myn name is <> what's yoursnn 56. Them: <>. I'll talk to you in a bitnn 57. You: OK. I will add you to my list n nnCommentary:nnWe begin with a simple hello on Line 1. And, shortnthough it is, the cheerful response is already a goodnsign. People online are sometimes wary about beingncontacted out of the blue (which is why I teach thenfool-proof "softly softly" approach the way I do). Andnin Lines 3 and 4 we confirm this in an easygoing,nnonthreatening way.nnIn Line 5 we take a safe approach and ask about theirnscreen name. I emphasize this time and time againnbecause it's SO important: people LOVE to talk aboutnthemselves and immediately warm to you when you show anninterest in them.nnYou can see instantly how in Line 6 he reciprocates andnimmediately gets "into" the conversation with you bynasking where you're from. I know it looks "simple" andntoo easy to be important, but it IS. I can't say thisnoften enough.nnIn Line 9 you press home the rapport by asking aboutntheir hobby, scuba diving. This is very smart. See,nalthough you can't see just from the conversation, younhave obviously figured out already the guy likes tondive, and diving is one of those sports where thenpeople who do it are really "into" it. Here's a tip:nengage someone where their interests really lie, andnyou'll have them eating out of your hands! And you cannsee how well this works by the way he opens up in Linen12.nnAnd in Line 13 you drop the "whole pig" into thenconversation. But notice how you do it in anlight-hearted almost humorous way. See, you do have tonbe careful because if you come on too strong withnsomething like this, it might seem like you're afternthe "sympathy vote" and that's NOT good for ANYONE.nnNo, the real reasons are 1. it helps get that rapportngoing even stronger; and 2, it ALSO subtly lays thengroundwork by hinting at how simple your opportunitynis.nnSo in Lines 14 to 19 you're really strengthening thencommunication bond and even playing down yournblindness, being somewhat dismissive if it, even.nnAnd in Line 20, BINGO!nnThis is what you've been winding you for all along.nThe glorious "what do you do?" question that allows younto get into your business without being pushy or overt.nHey, it was THEIR idea to start talking about it,nright?nnTruth is, in almost any conversation -- ESPECIALLYnbetween men -- the subject of "what do you do for anliving" will come up in the first 5 minutes. Andnthat's PERFECT for us -- all we have to do is make surenWE'RE not the ones who DO bring it up! You CAN be thenfirst to mention it, of course, if the circumstancesnpermit, but it's easier and more powerful if you leavenit to them to be the first ones to raise the issue.nnBetween Lines 21 to 26 there's a little confusion --nand it's unavoidable because of having to changencursors for writing and reading. Yet even here you turnnit to your advantage by calling it a "blessing". Thisnis a tremendously powerful positioning statement andngets to work at many different levels of yournprospect's subconscious. The two main messages he getsnfrom this are first you're no fool (which is importantnfor him to know in the context of listening to yournadvice later on!), and also your opportunity isnimplicitly extremely profitable if it means yournblindness is now a blessing (because the implication isnif you were NOT blind you'd be doing a "normal" job andnso would have missed out on this opportunity).nnIn Line 27 you begin to talk about what you do -- butnONLY in response to the direct question, of course!nNote how you do NOT immediately jump down his throat!nNot EVEN when he says, "Hey, send me a link to yournsite! I've been looking for a little extra income".nEven though you'd be hard-pressed to find a morenpositive indicator of interest than this, it's vital tonremain cool -- even seemingly "uninterested". That'snwhy in Line 29 you IGNORE the question and instead askneven more about THEM.nnLine 30 is good AND a potential atomic bomb! Firstnit's great he's telling you he's "still a student".nThis means he's open minded, enjoys acquiring knowledgenand is keen to learn new things.nnHowever, the mention of the Church could be bad news,nIF you don't handle it right. See -- and please, I'mnnot making a value judgement here, because faith andnspirituality are very important in people's lives -- Incan imagine (and have seen with my own eyes!) timesnwhen a seemingly innocuous remark about matters ofnfaith has ended up in fistfights and with peoplenwriting each other out of their wills! nnIn this case, it's best not to get too much intondiscussion about it. Here's another tip (and it's NOTnjust about saving your bacon in Network Marketing:navoid discussions about politics and religion like thenplague!).nnSo you take the best and safest course and get thenconversation back on track (not only does this makensense because of what I said above, but it's also thenwhole point for HAVING the conversation in the firstnplace).nnUp to Line 39 there's just some general chit-chat.nNothing wrong in this, of course, and even thoughnyou've got a hot prospect here, it doesn't hurt at allnto show you're actually a human being and just "chewnthe fat". HOWEVER, do NOT lose sight of the wholenpurpose of the exercise -- to get YOU more business. Sonit's good to return to the subject in Line 40, with an"lucky" question from them. This is a perfect chance tonget it back on track in Line 41. No messing about here,na direct question to bring them back to the topic ofnmaking some extra money.nnIn Lines 43 to 49 you qualify your opportunity. Justnone note of caution here: you CAN oversell thenbenefits. In many cases, once the prospect isninterested and has asked you for info (implicitly here,nby asking for your website in Line nnIn Line 50, he re-conforms his interest, so you go fornthe "close" of this "sale", which is to get him on thentelephone.nnIn Line 52, you actually get an objection -- but asnI've said before, you should welcome them not fearnthem. Objections are natural and they give you annopportunity to reveal benefits your own business has tonoffer. nnLine 53 is poetry. Metaphor is one of the most powerfulnpersuasive techniques we have at our disposal. In thisninstance, we're reframing the future experience of hisnparticipating in your opportunity in terms of somethingnwith which he will already be familiar.nnAnd so, we conclude with Lines 54 to 57 where we setnthe appointment.nnSo, in closing, I'd like to reiterate the two points Inmade above, because they're SO important: first, useneverything you've got. Marketing -- especially NetworknMarketing -- is about relationships, and the bestnrelationships we have are with the people we knownsomething about. So use the "whole pig".nnAnd secondly, take this as a lesson. We've ALL gotn"reasons" not to grasp the nettle and do these things.nYet when we look around us and see people beating allnthe odds, people with better excuses than we'll EVERnhave to sit at home and play the victim, it should spurnus into action!nnSeize the day!nnnMax Steingart,nThe Master of Internet ProspectingnnP.S. If you'd love you use these tips but find youndon't have enough people to talk to, that's what Incan help you with in EFL Boot Camp:nnhttp://www.maxsteingart.com/endless-free-leads/nn