Okay, you've gotten all that initial studying and certifications behind you, and you're ready to "go to town" with your prospects! A couple cautions...
First, it's against company policy to post information on social media, although you can Private Message friends.
More specifically, this is what our COO wrote: "You are not allowed to run ads, send email blasts to lists of unknown people or post on open social media. "
Second, you might have a list of 100 people that you can't wait to send an e-mail blast to all of them to introduce them to DNA testing...
DON'T!
If you send an e-mail first, they will be subconsciously on guard when you finally call them: "Uh oh... That's John. He's wanting to sell me something."
They'll be nice. And they might even agree to review anything you send them. But that subconsciously will be nagging them in the back of their brain.
You will have blown away the opportunity to approach your best prospects with the highest percentage of success.
If you blast out an e-mail to 100 people, 10 may read it. Of those ten, three might seriously go through it rather than quickly opening it, and in 20 seconds closing it for good (as well as their mind). Of those three, one might join.
Solution: As tempting as it is to send an e-mail to your friends... Don't do it!
You will have a much higher total success rate if you just work on five people at a time in this sequence:
Introducing DNA testing this way will result in a much higher probability that they will actually review that information you send them, rather than if your were to send the same information without a proper personal introduction.
So just work a few people at a time, as you work through your list of 100! Instead of having success with just two or three people, you will be surprised what a high percentage of those 100 will join with you!
Before you call them (or if you're meeting them in person), copy the URL (website address) of the "Aha!" Medical Doctor video into a text box as explained further below.
Why BEFORE the call? So you don't have to fumble around trying to find it while you're talking with them.
Address a text message to the person you are about to call, and past the following URL, but don't send it just yet:
I will hit the Send button to text that link after the conversation switches from personal chitchat to a brief one minute description what the DNA test is...
After personal chitchat and you're finished catching up with their life, they will eventually ask "So John, what have you been doing lately?"
"Well, my wife had an adverse drug reaction last year, her face was all puffed out and she could barely walk. She had to be sent by ambulance to the hospital. That got my attention, Then I found out about a very special DNA test, not like 23 and me -- that tests your specific DNA against all the drugs on the market, and it'll Update for new drugs for the rest of my life!"
"A doctor can explain it better than I can. If you think you might be interested, I'm can text to you a 90 second Mayo Clinic video right now... She tells what it did for her personally.!"
(You'll have your own style .... That's mine and I'm sticking to it. And your story will be different, like: "I'm taking four drugs and I've had to go back and forth to the doctor to get it just right... And I'm worried about adverse drug reactions... Then I found out about a special DNA test...")
Then hit the Send button on that text, wait for them to review it, then ask "What did you think?"
Then when they agree for you to send information, tell them:
"I'll send you just a one page website that's I'd love to get your feedback... Today's Wednesday... Would you have enough time to review it by Friday?"
"No, I'm busy all day on Friday, but you can call me Saturday."
"Great! When's the best time."
"Call me after 12." (At this point, they've made the appointment, not you... They are more likely to stick to it.)
"Great! I'll email that website to you. And I'm going to text you as soon as I email it so it doesn't get buried in your 100 emails in your inbox. Just reply back that you received it. Look in you spam folder if you didn't." [And if I just got their email address from them, I add "... so I can be sure I copied your e-mail address correctly."]
"I'll call you at 12 on Saturday."
(a) If you just send it after you get off the phone, he may or may not view it, and you've lost all kinds of momentum because since he didn't see that short motivational video, he may never open anything you send him;
(b) You can gauge how interested he is in learning more about DNA testing so he doesn't say "Yeah sure, send me something" just to be nice (or even intends to look at it but life gets in the way), then he never looks at it.
You don't want to call in a couple days, "Fred did you get to look at that material I sent you?"
"Oh, Dave, I forgot, then I had to take my kid to soccer practice. I'll look at it this Saturday."
You've lost a lot of steam.
(c) He will actually open up what you send him by e-mail because his eyes were opened with just that incredible 90 second video.
Immediately send the following link in an e-mail and text:
Sending it by text as well as e-mail does two things:
Send a short text:
'Looking forward to getting your feedback and answering any of your questions... I will call you at 12. Here's that one page website again..."
They will think "Oh my gosh! I never went to that website! He's going to call in a few hours, so I'd better get on it!"
This doesn't assure 100% success, but dramatically increases the probability that your friend will indeed review the videos and material to be prepared to talk with you... Much better than losing momentum and having to start over because you call at 12 as planned, but then Fred says "Oh, Dave, I'm sorry, this has been such a busy week for me!"
At that point, you will have lost all kinds of momentum.
Best case: You've wasted a lot of time.
Worst case: You might not ever recover that momentum.
I personalize the subject. For example - "Jimmy - the DNA Information I Promised You" or something like that.
When concocting the follow up e-mail, you've got to keep them narrowly focused on their situation and arouse curiosity to want to learn a little bit more about DNA testing.
I immediately text him to tell him I just sent it, to be on the lookout for it, and to confirm he received it.
That short text is very worthwhile since (a) you know he got it if he texts or emails back "Got it!", and (b) he's aware that out of his 100 emails, he needs to look for that one.
I've got to admit, this is my Achilles heel, and that of most other networkers too. I've gotten better at creating a list (a spreadsheet in my case) with prospect's name, last contact, last item I sent them, other information. That helps a lot. I can send it if you like spreadsheets.
Once you send the first e-mail, follow up at exactly the time you told them you'd call. Then follow up with that with a trickle of emails every couple days or so with new information. Then call again.
Once a prospect has reviewed the material, suggest a three way call with your sponsor. But don't get your sponsor involved until after your prospect has taken the time to learn from the websites:
Why? Because you don't want to squander everyone's precious time in a 3 way call by having your sponsor explain what should have been reviewed first. After the above website(s) are reviewed, then the prospect will have more meaningful questions.
Update the list daily so you know who you are supposed to call TODAY, whether it be an initial call or a follow-up call.
Start out by randomly adding people to your warm list. Then you can have a column ranking 1 through 5 which ones you want to call first. (If you use a spreadsheet, you can reorder these according to rank later.)
Here are some suggested column headings (can be on a spreadsheet or plain paper):
You'll think of your own favorite headings.
I think you'll be pleased with the results. Run through that recipe above, try it out a few times, and it will be natural for you.
Then you can move on to your next group of prospects, maybe five new ones a day (while you have others in the hopper, waiting for the follow-up call), until you get through your entire warm list of 100 people.
Head over to this section: Presenting a Video in Person on your iPhone or iPad
If you're not going to Presenting a Video in Person on your iPhone or iPad (as suggested above), head over here: