EXAMPLE APPROACHES For some Marketing Executives, knowing what to say when approaching a contact is second nature. For the rest of us, it helps to have some guidance. You might find some phrasing ideas in the expert examples below. Sounding scripted never comes off as authentic and warm. So take an idea that resonates with you and put it in your own words. Now grab the phone because you’re ready to set appointments!
EXECUTIVE DIRECTOR 6 RUBY MARISCALES’S APPROACHES: The Product Approach “Hey, I work with a company that makes the best [product that meets your contact’s needs] in the market for a reasonable price. I don’t sell it, but I can show you how you can get it right from the manufacturer.” The Business Approach: “I just started a new project and I think you could be so great at this. I would love to see if you’re open to the idea of grabbing coffee or having lunch so I can show you what this is all about. But I think you could be great at it.” I analyse the person I am going to approach and ask them if they know anybody who…and ask a question they would want to answer with “Me!” If I see someone who is very active in nonprofits, I ask, “Do you know anyone who likes to help others?” If the person has children, I will ask, “Do you know anyone who would be interested in having healthier products in their home?” The Looking-for-Referrals Approach: If I met someone at a networking event, I would say, “Hey, by the way, do you happen to know anyone who is in a transitional period of their life—maybe they’re looking for something else, maybe they don’t love their job, or they aren’t getting paid enough? I specialize in helping people earn an additional 10, 30, even 50 thousand a year or more based on their work and effort.”
EXECUTIVE DIRECTOR 6 STACY FISKE’S APPROACHES:
Let them know it’s okay to say no after they have all the information. “Let’s see if this shopping club is a fit for your family. If not, that’s ok!” Acknowledge objections and set the appointment anyway. “Take a look and if you still think that [insert objection], then don’t do it.” The Looking-for-Referrals Approach: “Hey, can I buy you a coffee and sit down with you and share with you what I do? I think it might really intrigue you. And even if it doesn’t, you might be a great source of referrals for me, and I’m looking for some new referral partners.” The Product or Business Approach: I like to get to know my contacts and then intentionally engage them in a topic of conversation that can lead to Melaleuca. Then I call them the next day and bring up what we talked about. “Hey Sarah, I haven’t been able to get you out of my mind since I talked to you yesterday. I’ve never really shared with you what I do, and I think I might be able to help you with [insert the specific need that was previously discussed—e.g. a child with allergies or lack of work-life balance]. I think I might really be able to help you, and I would love to sit down and share what I do with you to see if it might be a good fit. Can I buy you coffee? What’s your schedule look like next week?”
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MAY 2018 | MELALEUCA.COM
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