(Recommendations)
LEADS = DEMOS = SALES = INCOME
Ask for introductions after you enter their order but before you wrap up the appointment!
Three Keys: Ask, Smile, Follow the Script
If not, please do so before moving on to introductions!
(NAME), how did you like my demo?
Thank you! Go ahead and pull out your cell phone and open the app I had you download at the beginning of our meeting. I’ll have you answer that 3rd question about my product knowledge for me, please :) And feel free to answer honestly – I want to get real feedback so I can keep improving! Just let me know when you're done!
Perfect! Now go ahead and click the share button at the bottom for me please, because there’s one more very important part...
This is where you can really help me out.
As you know, I get paid every time I show Cutco, but I can only show it to people I’ve been personally introduced to.
So what I’d love you to do is to just click the first 100 names that come to mind... (PAUSE) I’m kidding, just 10-15 who might be nice enough to help me out, and the app is designed to be a huge time saver for both of us on this part!
I’m not looking for people who you think would buy, just nice people like you willing to take a look.
What most people like to do is send their friends a heads-up text through the app. I never want anyone to be surprised at you or me when I reach out, so I will wait a few days to call, so your friends have time to get back to you. If anyone responds saying that they don't want to talk to the knife kid, just let me know, and I'll delete their number. And (NAME), we also have this awesome program called the Automatic Sponsorship.
Now the way the Automatic Sponsorship works is for every 50 sponsors I get, the company gives me $125 worth of free Cutco that I can use to add samples to my presentation, I can also use it for promotions or gifts; it's a REALLY cool way the company gives back to its representatives.
Optional: "What I like to do with my free Cutco is raffle it off to all of my sponsors, so it’s a way to give back to the people who have helped me out the most."
Now, the way you become a sponsor (just like _____ did) is you just get to the first level of 10 introductions. If you get to 20 you become a double sponsor and you count twice, 30 you count 3 times, and so on. AND if you get past _____ you beat my record and you become my new best friend :)
So you’ve got the app open right? Ok, so the easiest way is to select the people you want to send over to me and the app will give us an opportunity to send a heads-up text. It’s much easier to do this while we’re together in case you have any questions for me. It’ll only take us 3-5 minutes. Let’s start in the A’s…who jumps out first?
(NAME), how did you like my demo?
Great, there is one more very important part, and this is how you can really help me out with my goals.
I get paid every time I show Cutco, but I can only show Cutco to people that I have been personally recommended to.
So what I’d love for you to do is, go ahead and grab your phone, (PAUSE) and open your contacts and let's jot down the first 2-300 names… haha, just kidding, just 10-15 who might be nice enough to help me out!
I’m not necessarily looking for people you think would buy, just nice people like YOU that might be willing to take a look.
○ In Person: Here’s a pen and paper. Write as many as you can. Again, I really appreciate all your help! By the way - do you mind if I use your sink to wash off my knives?
○ Virtual: I have a pen and paper. We can start with names and then go back and get numbers. Who jumps out in the A's first?
(once they’ve gotten a couple)
This helps me so much! Thank you! By the way, you can help me out and become a sponsor.
When you give me _____ introductions, you become a sponsor!
When you give me _____ introductions, you become a double sponsor!
Once I get 50 sponsors, I win a free piece of Cutco for my presentations.
Is there any way you can think of ______ more?
Tell me about _______
What is their spouse’s name?
What do they do?
Do they have kids? How many? Names?
SHE/HER: Hi! I just virtually met with a college student, her name is (YOUR NAME). She goes to (YOUR SCHOOL) and is paying her way through school just by showing a product called Cutco. It's really cool stuff, but she gets credit just by showing it so there's no pressure to buy. She may be giving you a call, her number is (YOUR NUMBER) - help her out, she’s really nice!
HE/HIM: Hi! I just virtually met with a college student, his name is (YOUR NAME). He goes to (YOUR SCHOOL) and is paying his way through school just by showing a product called Cutco. It's really cool stuff, but he gets credit just by showing it so there's no pressure to buy. He may be giving you a call, his number is (YOUR NUMBER) - help him out, he’s really nice!
THEY/THEM: Hi! I just virtually met with a college student, their name is (YOUR NAME). They go to (YOUR SCHOOL) and are paying their way through school just by showing a product called Cutco. It's really cool stuff, but they get credit just by showing it so there's no pressure to buy. They may be giving you a call, their number is (YOUR NUMBER) - help them out, they're really nice!
No worries! I completely understand. I feel like I’m always getting a pop-up to download something that I have no idea what it is or if it’s even above board. With our app, though, it’s really just geared so that I can get your feedback on how I did in my presentation and save us some time on this last part. Cutco doesn’t save any of your information at all and you decide what you want to send to me. What a lot of my customers do is they actually download the app just for the presentation and then they delete it right after. Would that be okay?
No worries I totally understand. Because I wouldn’t want to randomly call anyone like a telemarketer, I was actually going to ask you to reach out to your friends first to give them a heads up before I contact them. I have a super short text message I am going to send you that you can send to your friends to let them know that I’ll be calling. If for any reason they let you know they don’t want me to call, let me know and I’ll scratch them off my list! But this way I am able to show my manager that I’m working hard and I am able to keep setting up appointments and fill up my schedule! So if you could only give 3 names of really nice people who would be able to just take a look and don’t need to buy anything, I would really appreciate it! Who do you think I could write down first?
(Although most customers mean well, it is extremely unlikely that they will send you referrals later)
Sure no problem! However, since I know you’re really busy, a lot of people have the best intentions but some forget to do it. As a reminder, they don't have to buy anything because I get paid just to show it. Can we come up with 1-2 right now and we can get the rest later when you have more time? How about your... (thought joggers)
It’s totally fine, especially since I get paid just to show it to them, even a few REALLY helps! So, let’s just start with a couple and we can come up with more later! So how about your... (thought joggers)
I don’t blame you! If it were somebody else giving them a call besides me, I would be hesitant too. But I promise it will just be me so... ASK AGAIN.
No worries I totally understand. Because I wouldn’t want to randomly call anyone like a telemarketer, I was actually going to ask you to reach out to your friends first to give them a heads up before I contact them. I have a super short text message I am going to send you that you can send to your friends to let them know that I’ll be calling. If for any reason they let you know they don’t want me to call, let me know and I’ll scratch them off my list! But this way I am able to show my manager that I’m working hard and I am able to keep setting up appointments and fill up my schedule! So if you could only give 3 names of really nice people who would be able to just take a look and don’t need to buy anything, I would really appreciate it! Who do you think I could write down first?
Ideas for the customer: Address book, cell phone, directory
Thought joggers: Friends, family, neighbors, co-workers, etc. Lookers, not buyers!
Who do you know who: loves to cook, has a lot of kids, BBQ’s…
Thank your Customer and ask for more! “Thank you so much ___, you have no idea how much this helps me out! If you can give me ____ more, you’ll become a (sponsor / double sponsor)!
Half-Sponsor (if they still aren't to 5): “Thank you (NAME) so much for these ____ people, I really appreciate it! Just so you know, if you could even just get to 5 you would still count as a half sponsor and it still helps me out. All I have to do is get one other half sponsor and the company still counts it towards my automatic sponsorship numbers so I can earn that free Cutco.” (give thought joggers)
Out-Of-Town Demos! Don’t forget to ask for out-of-town introductions!
“Hey (NAME), it’s my goal to meet with someone in all 50 states so who do you know who
lives out of the area?”
“I am trying to stay as busy as possible so it really helps if I can schedule demos at odd hours.
Who do you know who lives in a different time zone so I can keep my schedule full around my
classes?"