Recommendations
IF YOUR OFFICE IS USING THE MY CUTCO REP APP:
Ask for recommendations after you enter their order but before
you wrap up the appointment!
Three Keys: Ask, Smile, Follow the Script
STEP 1: Ask For Recommendations
▪ Mrs. __________, how did you like my demo?
▪ Great! Go ahead and pull out your cell phone and you can answer that 3rd question about my product knowledge for me... and there's no need to make me sound better than I really am, I want to get real feedback so I can keep improving :-)
▪ Now 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 really trying to keep my schedule full in order to hit my goals...
▪ So what I need you to do is go through your contacts and jot down the first 100 names that come to mind. Just kidding :-) Actually the app you downloaded is designed to be a huge time saver for both of us for this part...
▪ It allows you to send me introductions straight through the app so anyone you recommend me to automatically syncs with my phone... that way you don't need to take the time to type them all out one at a time and email them.
▪ This is much easier, and of course I'll only be able to see the contacts you send me. On the bottom of the screen you'll click the “Share” button, then hit “Okay to Share Contacts”, then it lets you select those 100 people you wanted to refer me to :-)
▪ Ok, on this part I'd like you to go ahead and check off everyone that you think might be nice enough to see me, not necessarily people you think would buy, just people who are nice like you... and it's ok if they live out of state since I do everything online anyway. Again thank you so much for your help.
▪ Check off as many as you can and just let me know when you're finished before you click the Share button at the bottom. Take as much time as you need on this because it's the most important part of the meeting for me and I don't mind waiting.
▪ After customer says they're finished... Okay great Mrs Jones! Thanks so much... Before you click the Share button, can you tell me how many it says you selected in the blue box?
(If less than 5/10... Thank you Mrs ____! That's a big help... Just so you know... If you can give me at least 5 recommendations, you become a Sponsor. If you give me 10 or more, you become a Double Sponsor. Once I have 50 sponsors, I get a free piece of Cutco from my manager (or a cash bonus to help me pay for my school books). Do you think there's any way you can think of ___ more to check off who might be willing to see me so that you can be a sponsor/double sponsor of mine?)
Okay now go ahead and click the "Share Contacts" button at the bottom...
After Sharing Contacts... (Heads up Texts)
Thanks again Mrs ____, it’s much easier for me to contact people when they already have a heads-up that I'll be reaching out, so go ahead and click on “Introduce” next to the first one on your list and then click the blue “Copy to Text” button. You'll see it gives you a pre-written text to introduce me to them before I reach out. (Optional Selfie: Before sending the message, go ahead and click on "Take a Selfie", and then you can just snap a picture of us together here on the Zoom/Facetime window- that way they can place a name with a face when I reach out and they see that I really do know you!).
Okay Mrs. ____ after sending that text, go ahead and mark "Introduced" at the bottom so that one is finished... Let's go ahead and do that same thing for each recommendation, it will just take a minute or two, and thank you again this helps a ton...
After Text Introductions... (Taking notes for "Best 5")
(Contacts should sync up almost immediately in your VectorImpact App when the customer sends them- so you can take notes right in the app! If you don't see them, you can pull down to refresh the app for them to show up- if you still don't see them, you can take notes elsewhere and then copy/paste your notes into the app when they sync)If you were me, and you were in a big contest like I'm in right now, out of the people you sent me, who would be the first 5 you would want to show? (open the potential customer's profile in your VectorImpact App) How do you know them? (take notes in the app) What do you like about them? Do they cook? Are they married?
After Getting Notes For Best 5... (More References in the Future)
Thanks again, (CUSTOMER NAME)! You may end up thinking of some more people in the next few weeks, or you may run into someone who says they want Cutco. Any time that happens, you can just pop open that app and send me more contacts, and it will sync up automatically and let me know who referred them to me.
Handling Recommendations Concerns
I'll send them to you later
That would be awesome! I appreciate you wanting to help me. However, I know you’re REALLY BUSY and I’d hate to have to call you while you’re with family or at work. And, without referrals, I can’t do any more demos. The app is designed to be a huge time saver for the both of us on this part, that way you don’t have to type them out individually and send them. By the way, as a reminder, they don’t have to buy anything. So go ahead and select a few contacts that would be nice enough to help me out and you can send more later.
I don't know that many people
That's okay, especially since I get paid just to show it to them, even a few really helps. Go ahead and select anyone who would be nice enough to help me and you can send more later.
I don't like to give out people's names
I don’t blame you! If somebody else were giving them a call besides me, I would be hesitant too. But it’s just me who will be getting their information and calling them, this is a private app and the only connection is between my phone and yours and I can only see the contacts you send me. So go ahead and select anyone who would be nice enough to see me!
Let me talk to them first and I'll get back to you
Of course! I wouldn’t want to see them if they aren’t interested. This app is designed to be a huge time saver for the both of us on this part. When you select contacts to send me, it’ll have you send a premade text to give them a heads up that I'll be calling. That way you don’t have to take the time to reach out to everyone individually. Anyone that says they aren’t interested I won’t reach out to. So go ahead select anyone who would be nice enough to see me.
Doesn’t have a smartphone
Okay, go ahead and open your phone and I will use a pen and paper to jot down the names. Who is the first person that comes to mind?
Last Resort...
Ask Again and Smile!
APPROACH #1 (3-way text):
TRANSITION -- FEEDBACK AND APPRECIATION:
(CUSTOMER NAME), how'd you like my presentation? Was I high pressure or pushy at all?
Like I said before, the reason I do this is (SHARE YOUR WHY - KEEP IT BRIEF). Thank you so much for helping me hit my goals. It means more to me than you know.
RECO APPROACH: (virtual *or* in-home)
There's one more very important part. This is the best way to prove to my manager that these presentations are actually happening.
We have a sponsorship program where I can earn Cutco for my presentations. All you have to do is go through your phone and recommend me to 10 of your nicest friends, family, or coworkers. They don't have to be buyers because I get credit for every presentation. Just people who are nice enough to accept a phone call. Of course there's no pressure to buy and they're free to say no.
And when you get 20 names and numbers, you become a DOUBLE sponsor. And when I get to 50 sponsors, I win free Cutco that'll help me towards my goals.
IF IN HOME:
So here's my notebook and pen. I should mention they can live anywhere in the world, because I can present virtually as well. Thank you so much! This really helps me out! (Hand over notebook)
IF VIRTUAL:
I have a pen and paper right here. Let's start with the names and come back for the phone numbers. Who is the first person that comes to mind that would be nice enough to accept a phone call? (Suggest they put you on speaker phone and scroll through contacts)
(Download fillable Sponsorship Page HERE)
"I don't give out numbers" or "I'll email later"
I understand. That’s what a lot of people say at first. Some people get upset if they get a phone call they didn’t expect. That's why I created a heads-up text message you can send to the people you’re recommending. This way they won’t be caught off guard if I contact them. I'll send you the text right now.
If you want to save yourself some time, you can include me on the text message (a 3-way text). And I can follow-up later if they’re willing to help. Or remove them from my list if they’re not. Either way, I’m the only person who will ever see these phone numbers. No one else.
But even if you recommend me to 10 people and only 3 are willing to meet me? That's totally ok! That STILL locks you in as a sponsor. So who would be the first person you'd be willing to reach out to?
THE HEADS UP TEXT MESSAGE: (1on1, not ALL their friends)
I just saw a Cutco presentation from (my son’s friend / my nephew / a college student, etc). Have you heard of it? (REP’S FIRST NAME) is working with Cutco to (SHARE YOUR GOAL, ie, pay for school, etc). You came to mind because I liked it. I thought you’d like it too. Of course you're free to say no since there’s no pressure. He/she gets paid just to show it, so I told him/her I’d refer a few people.
If the reco replies with something positive: Nice to meet you, (NAME). Thanks so much for being willing to help me. I’ll follow-up asap. (You can include an emoji if you’d like)
GETTING EXTRA RECS: (once they start giving recs)
Introducing me to people helps me out even more than if you bought ten Homemakers from me. Thank you so much. Let me see if I can help you think of one or two extra people:
Who do you know that loves to cook? (even if they rarely have time to cook)
Who do you know that entertains? (hosts the holidays)
Who do you know that likes nice things?
Who do you know that has a really nice kitchen?
Who do you know that has kids or a big family?
What about people from work or past jobs?
What about your neighbors? (Can get specific here – house across the street)
What about people that live out of state?
Who has ever recommended you for stuff?
Who do you know that has a black belt in shopping? :-)
GETTING EXTRA RECS: (advanced)
(CUSTOMER NAME), let me give you an incentive. If you recommend me to ____ of your friends and ____ or more say YES to the presentation? I'll send you a free peeler. (Talk to your mgr about what #s make sense)
You can bonus the peeler on the order if they hit a certain number of recommendations and you have enough points.
Peelers are available for sale from your manager for $5.83. Often times the cost of the peeler plus the shipping is less than bonusing the order (depending on your incentive level)
APPROACH #2 (Heads up):
STEP 1: Ask For Recommendations
Mrs. __________, 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 kidding, just 10 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? (Alternate option: explain and use www.HelpMeHitMyGoal.com)
Thank you so much for your help. I really appreciate it.
• 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 (OPTIONAL: free peeler for 20 recs). Once I have 50 sponsors, I get a free piece of Cutco from my manager.
(Download fillable Sponsorship Page HERE)
STEP 2: Text Heads Up / Getting a ‘Yes’
How do you know these people? When would be the best time to reach them?
What’s their spouse’s name? Do they have kids?
It’s a lot easier when people know I’m calling. Can you please text them a “heads up” to let them know?
Sample Text: Save in phone → Forward to customer → Have them forward to friends: “Hi! Just wanted to let you know that ______, my Cutco guy/girl, will be giving you a call. He/She is paying his/her way through college by showing Cutco. You don’t have to buy, just listen and he/she gets credit. Thought you would be nice enough to help! He/she is super sweet :-)”
Pro Tip:
Use thought joggers to brainstorm: Friends, family, neighbors, co-workers, nice people,etc.
“Mrs. __________, would you be willing to post tag me on Facebook / social media?” ...it’s a easy way for people to find me if they are looking for Cutco
...and it helps me learn social media & and online marketing skills
Hints On Getting More Recommendations
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, etc...
Have Fun / Make them laugh: “Can you jot down your top 100-200 friends? Just kidding, 10-20 is perfect!”
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)!
Out of town Demos! Don’t forget to ask for out of town recommendations!
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 referrals, 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... ASK AGAIN.
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! Could we call a couple of them now and see what they say before I leave?
Last Resort...
Ask Again and Smile!