Ниже пойдет речь о проведении первой встречи с потенциальным клиентом или партнером. В прошлый раз мы разобрали как сделать первый звонок с назначением на встречу и Вы могли скачать скрипт звонка.
Это здесь http://chekmaevs.com/kak-zapustit-novogo-partnera-v-mlm-chast-2/
Кстати, будем просто супер, если в комментариях Вы поделитесь теми мыслями, и идеями которые у Вас появились после прошлой статьи. Возможно у Вас есть наработки, которыми Вы тоже готовы поделиться — напишите их в комментариях к статье и я уверен, что многим это будет полезно!
Я напомню, что первую встречу с моим новым партнером я, как правило, провожу вместе. Чтобы партнер учился, а я мог помочь ему на старте. Если отпустить человека одного, то без опыта в продажах иногда страшновато, по правде-то говоря, начать проводить встречи. Поэтому идем вместе. Или если удаленно, то делаем трехстороннюю конференцию в скайпе или по телефону.
Цель встречи — оплата. Только так! Если оплата на встрече не проходит, то договоренность о следующем контакте и вовлечение в свое информационное поле (установка мобильного приложения компании, оформление личного кабинета на сайте, передача ознакомительного буклета или тестового набора). Как говорил Джон Вон Эйкен — Ваша цель сделать так, чтобы человека после встречи с Вами чувствовал себя лучше, чем до нее.
Как и в прошлый раз, я уверен, что в Вашей компании есть заготовленные скрипты первой встречи. Ниже я поделюсь тем планом первой встречи, который использую сам, и который используют многие партнеры в компании Reworld (для партнеров Reworld можно брать и применять). В документе также дан набор вопросов для выявления потребностей человека и также серия вопросов, подводящих клиента к оплате.
Структура встречи и вопросы для выявления потребности
Важно понимать, что эти скрипты, схемы и вопросы это не волшебная пилюля, используя которую сразу же начнет проплачиваться каждый, кто дойдет к Вам на встречу:) Однако использование этого материала однозначно поможет Вам увеличить конверсию встреч и стать более эффективными в работе. Именно в работе. Потому что индустрия МЛМ это такая же работа как и любая другая. И такой же бизнес как и любой другой. Тут надо все считать, повышать эффективность и упорно работать.
Время когда люди толпами шли на презентации миновало, сейчас надо развивать свой профессионализм. И заученные скрипты и вопросы как нельзя лучше этому способствуют. Поэтому учите наизусть! Тот материал, который получаете в своей компании, или используйте те наработки, которыми делюсь я.
В видео ниже я также говорю о деталях подготовки ко встрече и проведения встречи: Ваш имидж, одежда, кафе, правильная рассадка, вежливость, расположение собеседника и т.д. Видео записано на вебинаре для партнеров Reworld, однако принципы абсолютно одинаковые для любой МЛМ компании.
В комментариях под статьей Вы снова, если хотите, можете поделиться своими идеями по этой теме! Я уверен, что это будет очень ценно для многих читателей.
Успехов Вам в делах!
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