Getting Introductions

INTROS = DEMOS = SALES = INCOME

Get Introductions after the customer decides what they want, but before you wrap up the appointment

Three Keys: Ask, Smile, Follow the Script

Step 1: Ask

• (Customer Name)__________, How did you like my demo?

• Great! Go ahead and pull out your cell phone because there’s one more very important part...

• Here’s where you can really help me out.

• I get paid every time I show Cutco, but I can only show it to people I’ve been personally recommended to.

• I’m trying to keep my schedule full in order to... (review goals)

• So what I need you to do is grab your phone! Please open your contacts and let’s jot down the first 100 names that come to mind. I’m just kidding, just 15 people who might be nice enough to help me out.

• I’m not looking for people who you think would buy, just nice people like you willing to take a look.

• I have a pen ready, who do you think we can add first? (Who's next)

• Thank you so much for your help. I really appreciate it.

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• By the way, you can help me out to build my kit. If you can give me 10 recommendations, you become a Sponsor. If you give me 20 or more, you become a Double Sponsor. Once I have 50 sponsors, I get a free piece of Cutco from my manager or they will pay for some of my college textbooks.

HANDLING RECOMMENDATIONS CONCERNS

I’ll Email Them to You Later

That would be awesome (Name) ! I appreciate you wanting to help me. However, I know you're REALLY BUSY & I’d hate to have to call you while you’re with family or at work. And, without recommendations, I can’t do any more demos. BTW as a reminder, they don’t have to buy ANYTHING. So, if we could start with 1-2 off the top of your head now, and then send me the rest later it would really help me out. So, who are 1-2 people that you think are nice?

Don’t Know That Many People

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)

Don’t Like to Give Out People’s Names

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... Can we start with just 1 or 2 nice people?

Leave the Sheet With Me to Fill Out / I’ll email them to you later

(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 so busy, I’d hate to ask you to work on this while you’re running your house, at work, or taking care of your kids. Can we come up with 1-2 right now and we can get the rest later? How about your ... (Offer thought jogger)

Let Me Call Them First and Get Back to You

Of course! I wouldn’t want to see them if they aren’t interested. To make it easier, go ahead and jot down their names and numbers and I will follow up with you tomorrow and you can let me know who it’s okay to call and who to cross off the list.

OR

Perfect! You actually got ahead of me, I was going to have you send them a head up text to let them know anyway, because I don't want to see anyone that isn’t interested. So how about... (Thought Joggers)

Last Resort...

Ask Again and Smile!

STEP 2: Text Heads Up / Getting a ‘Yes’

• • (Name) Its best when people know that i'm calling, plus I wouldn't want to catch anyone off guard, so can you please send them this heads up text to let them know? I can text it to you, so all you have to do is copy and paste it to the people you recommended to me!

  • Sample Text: Save in phone → Forward to customer → Have them forward to friends:

  • “Hi! Just wanted to introduce you to (Rep name), my Cutco rep, who will be giving you a call. (Your Rep Name) does a short and fun presentation showing a product called Cutco. You don’t have to buy anything, just listen and (Your Rep Name) will get credit. Thought you would be nice enough to help!

STEP 3: Notes on BEST 5

• If you were me, who would be the top people to contact from your list? (Take Notes on each one!)

• Some good things to ask:

  • How do you know them?

  • What is something you like about them?

  • When would be the best time to reach them?

  • Are they married? (if so get partner's name)

  • Do they cook?

  • What city are they in?

Awesome. Thank you so much for helping me be able to continue showing cutco. Thank you so much for taking the time to see my presentation, I really appreciate it! If you guys have any questions in the future, or thinking about expanding your cutco collection, please don't hesitate to ask! Thank you again, I hope you have a great rest of your day/evening!

*** After Customers have logged off zoom, fill out the verification form for your office to make sure all your demos are being accounted for***

Bellevue and Snohomish Offices Verification Form

Kent and Everett Offices Verification Form

Olympia Office Verification Form