Ok, I admit it. I rarely ever use scripts. I just can’t seem to make them sound like me! I do use little sayings that I like from scripts and some “overcoming objections” answers, but the key is to make it sound like that is the first time you ever said it. In acting, they call that “the illusion of the first time”. If whoever you are calling senses that this is very routine or canned, they will not feel special!
Here is what I do to book ALL my fishbowl leads. (The rule of 1 in 3 hold is true for me).
MK Rules: “May I speak to _________?”
Winner: “This is_______.”
MK Rules: “Hi! This is MK with MK, and you entered my fishbowl at ________. Do you remember that?”
Winner: “Yes…” or “Ummm, not really!” (I have heard both of these)
MK: “Well you entered my weekly drawing for $25 in free Mk with your makeover and you are my weekly winner!”
Winner: “Really?” or “Ok…” or SILENCE…! (This has happened to me)
In case of silence, I keep talking.
Mk: “When is a good time to get together for your makeover so you can pick your free stuff? I’d like to do it next week or sooner so next week I can have time for my new winner”
Winner: “Oh I dunno…” or “I have to check my schedule”.
Mk: “Well, I can do Thursday all day or Saturday 1-3pm or Sunday 1-3 pm. Do any of those sound good to you?”
Use the tentative booking approach if they are still indecisive. I say that I “would hate to have to pick a new winner! Let’s just kind of put it down and we can always reschedule.”
They pick a date. At this point I say, “Now when I come over, I will have you try the skin care and then we’ll do your customized look.” Get her eye color, etc. “If you have 3 friends with you when I come, you’ll get $50 free, how does that sound?”
If she is unsure, I assure her I will still get her the $25 free even if it just her and I, but “it is so much more fun and you get more if you invite a few friends”. They almost ALWAYS book with friends. I do not get a guest list. I just call her two days before and ask, “Do you have any one having their makeover with you or will it just be you and I?”. I always assume it is holding.
The key here is make it sound very casual and fun, so that it holds. If it seems like too much work, the $25 or $50 free will no longer seem worth it. You can book EVERY lead this way! TIP: Practice with someone who will honestly tell you how you sound. I did this with my mom, a great salesperson and very honest person. She gave me great advice for not sounding fake/cheesy but real. The key is the person has to be very honest with you or you do not get true feedback. Use the constructive criticism to tweak your booking “script”.
3 Comments
March 19, 2007 at 9:22 pm
I know what a fish bowl is from times that I have dropped my business card in one hoping to win what ever product, trip, or other reward is being offered. However I’m not quite understanding how we MK consultants work a fish bowl. Could youb please explain to me how that is done?
March 19, 2007 at 10:31 pm
Angela: You ask a business owner if you can place the fishbowl. I offer the owner $10 in free Mk for every 10 names. I make this a weekly drawing. The first prize is $25 in free MK with makeover, the second prize is just the makeover. I make everyone a winner, and give them $50 free when 3 friends join them for the makeover. If you want the slips my director uses and the sign I use, email me.
P.S. I give away a $100 gift basket monthly to those who hold their party within the month. This is helping them hold.
October 8, 2009 at 11:55 pm
Hello is it possible you can send me the paper you use for your fish bowl leads???