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Make a commitment to hand out or mail a certain number of audios on a
daily and monthly basis.
Always carry several tapes with you in your car. You never know when you're going to meet someone you may want to prospect by giving him or her an audio tape When giving a tape to someone you don't know, be sure you ask for his or her phone number, and make sure he/she has yours. Whenever possible set up a firm time with your prospect to talk again after he/she will have had a chance to listen to the tape. This will always save you time later. Sound Concepts sells personalized labels with your name and phone number on them for $5.00 per hundred. I would recommend that you only use these labels on the tapes you are giving to people you don't know. If you get an answering machine while prospecting, just leave a brief message indicating that you're going to send a tape (assuming you have an address). You may want to develop a custom answering machine/voicemail script to use when your prospects are not home. Remember, prospecting is a numbers game. The more tapes you get into people's hands, the more success you will have. Please be prepared and understand not everyone will be as enthusiastic as you are.
"Prospecting is the first step in the sifting process. Not everyone will be a gold nugget, but the more people you get into the sieve the more gold nuggets you will find." "The best way to avoid negative responses is to avoid calling negative people." "if you take your business seriously, others will; if you don't, others won't." "One of the greatest keys to success is having the discipline to do those things you know you should do every day even when you don't feel like doing them.' "Prospecting will test your discipline more than anything else. Those who make it to the top are those who are most disciplined."
The best time to follow up with your prospect is immediately after he or she listens to the tape. Generally a prospect's interest is at its peak just after listening to the tape. The more time that passes between the exposure to the tape and your follow up, the more your prospect's interest will decline. The goal of the follow-up call is to set an in-person appointment with each interested prospect as soon as possible and to avoid lengthy phone conversations. The more you tell prospects when following up, the less likely they will be to meet with you because they will feel that they have already learned all they need to know. Keep your follow-up call short, determine interest, handle questions properly (briefly), and set an appointment to get together. If your prospect is not local, then you will naturally need to cover the details over the phone.
After small-talk ask... If your prospect hasn't listened to the tape, don't show your disappointment; just say, "That's OK. Do you think you will have a chance to listen to it in the car in the next couple of days?" If YES, try to set a time to follow up on the evening of the second day. As an example, if today is Tuesday, you could say, "How about if I touch base with you Thursday evening?" Then try to set a firm time to talk. (Most people you call will not have listened to the tape on your first follow up call.) Once you've set an appointment to get together, encourage your prospect to listen to the tape again. This will keep his/her interest high. If your prospect is not interested in the business ask, "Did you happen to listen to the part of the tape that covered the products?" If YES ask, "Did any of the products sound like something you would be interested in learning more about?" Proceed to talk about the products of interest and encourage your prospect to try them. This is also the best time to ask for referrals.
Any of your prospects and/or customers can purchase the products directly from RSI at wholesale by dialing 1-888-22-REXALL. It is important that your prospects and customers reference your *PIN, plus the initials "WH" (for WHOLESALE). You will receive the volume credit for their purchases. (*Your Personal Identification Number is assigned by RSI and comes with your Welcome Aboard Letter.) Tear out the wholesale order form on page 27. Either photocopy the order form or have a small quantity printed by a local printer for a more professional image. Then give this wholesale order form with your name and PIN Code completed, along with a retail catalog to each interested prospect.
In this state In other states? In Mexico or Korea or Hong Kong?
Note: Go through the Yellow Pages for more stimulating ideas!
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