Kim Klaver s Recruiting By Phone Clinic INTERVIEW QUESTION CRIBSHEET. Kim Klaver. Recruiting Little Bananas and Big Bananas

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1 1 of 20 Kim Klaver s Recruiting By Phone Clinic INTERVIEW QUESTION CRIBSHEET Recruiting Little Bananas and Big Bananas Kim Klaver KimKlaverAcademy.com/shop KimKlaverBlogs.com Facebook.com/Kim.Klaver

2 2 of 20 CONTENTS Cold Market Screening 3 1. Opener 3 2. First Date Script Little Banana 5 3. First Date Script Big Banana 6 4. Send me more information 7 Callback Message for Their Voic 8 The Heart of the Deal 9 1. Opener for Callback 9 (Little Banana), 11 (Big Banana) 2. How does it work? 9 (Little Banana), 11 (Big Banana) 3. What s it cost to start? 10 (Little Banana), 12 (Big Banana) 4. Finale 13 The Dreaded Questions Is it a pyramid? Is it sales? 14 Warm Market Screening 16 To Get the most out of these Scripts Master the key survival skills 2. Know the scripts cold 3. Don t be afraid; you re just looking for a match.

3 3 of 20 Rrringgg Rrringgg Cold Market Screening OPENER YOU: Hello, is Anna Banana there please? NOT ANNA: " YOU: I m sorry I must have called the wrong number. Have a great day. ANNA: YOU: Hi Anna. This is. (your first and last name) I m calling you because 1) I got your name from a) a referral company b) 2) You responded to a) an b) our ad in the (name of publication) that said that you might be looking to make extra income from home. Is that right? ANNA: ANNA: " YOU: Oh, I m sorry. I guess they gave me the wrong information. Have a nice day. Bye.

4 4 of 20 YOU: Great. I m going to tell you what we have in just a second. Can I first ask you a couple of questions, because we have a couple of options? ANNA: OK YOU: Great, ideally what are you looking for? What do you like doing? HOURLY ANNA: " I don t want to sell./i don t want to buy anything./what do you pay by the hour?/ [No life force] YOU: What we ve got is probably not the right thing for you. So let me let you go. Thanks and have a great day. (=Say No First) ANNA: Blah blah YOU: Have you owned your own business before? Or run a lemonade stand as a kid? ANNA: Blah blah YOU: Are you looking for something part time or are you looking for a career change? ANNA: Blah blah [Expect about 85% of the people to say Part Time. Do NOT try to change their minds. Note what they say.] YOU: About how much are you looking to make? If the person says any amount under $1,500 or $2,000 a month, continue with the Little Banana script that follows. Use $2,000 as the cut-off for California and New York. If $1,500/$2,000 or more, use the Big Banana Script.

5 5 of 20 Cold Market FIRST DATE SCRIPT LITTLE BANANA LITTLE ANNA: Oh, about $300 a month. YOU: OK. Let me tell you what we ve got. Our company is expanding and they re looking for more customers. They re introducing a product [service] for people who (Short First Date Script for your chosen product or service. See If My Product s So Great book, pages ; or 3 Scripts Course CD set., Disc 2 Do you think there are people in your area who might like to know about something like that?

6 6 of 20 Cold Market FIRST DATE SCRIPT BIG BANANA BIG ANNA: I have to take in 5 to 10 thousand a month. YOU: Great. Have you earned that before, or are you looking to earn that much now? BIG ANNA: Blah blah YOU: OK great. Let me tell you what we re looking for. I represent an international [national] company that s expanding in your area and we re looking for a key person to help us recruit and train a sales team. Someone with experience in marketing and who s owned their own business before. Does that sound like you? BIG ANNA: Yes. What do you market? YOU: Our company is introducing a product [service] for people who (First Date Script for your chosen product or service) Do you think there are people in your area who might like to know about something like that, and would you be interested in helping us recruit and train salespeople to introduce this product (service) into your area?

7 7 of 20 Cold Market SEND ME MORE INFORMATION (Little Banana and Big Banana) ANNA: " Gee, I don t know YOU: I m sorry, this probably isn t the right thing for you, at least not now. Let me let you go. I have another call. Have a nice day. (=Say No First) ANNA: Maybe. Can you send me more information about it? YOU: Do you prefer to see something online so you can see what it looks like? Or would you like to listen to a conference call? Each is about 15 minutes. ANNA: YOU: Okay, great. 1) Here s the link 2) The phone number for the conference call is You can listen whenever you want 24/7. How about I call you back on (day 2 business days out) about this time so that we can see if this is something that you think you could do with us or not. Does work for you? (repeat day and time) Remember, NO SELLER TALK or you will risk losing them. Don t tell them how great it is. You have an agenda and they know it. Let them see for themselves. (See If My Product s So Great book, pages 32-51; or 3 Scripts Course CD/MP3 set., Disc 1

8 8 of 20 Cold Market CALLBACK MESSAGE FOR THEIR VOIC MESSAGE FOR LITTLE BANANA YOU Hi Anna. This is. The other day we talked (your first and last name) about making money by helping get customers who (Short First Date Script) The website is (or the conference line is ). And my number is. If you d like to discuss it, give me a call back. I don t want to be a bug so I ll wait to hear from you. Have a nice day. Bye. (=Say Goodbye First) MESSAGE FOR BIG BANANA YOU: Hi Anna. This is. The other day we (your first and last name) talked about making money by helping us recruit and train salespeople to introduce our product (service) into the area. The website is (or the conference line is ) And my number is. If you d like to discuss it, give me a call back.. I don t want to be a bug so I ll wait to hear from you. Have a nice day. Bye. (=Say Goodbye First)

9 9 of 20 Cold Market THE HEART OF THE DEAL (LITTLE BANANA) OPENER for CALLBACK [After the usual hello s and how-are-you s:] YOU: So, what did you do? Go to the web site? Listen to the conference call? LITTLE ANNA: Blah blah YOU: So, what do you think? Would you like to help us get customers for the product (service)? HOW DOES IT WORK? LITTLE ANNA: Maybe. How does it work?/how do you make money? [Be prepared. Have this info ready before your call.] YOU: Let me tell you. The typical customer spends about $ on the product (service), and the company pays us an average of $ to $ on each customer. So, since you said you wanted to make $, you d need to get customers who spend $ a month for the product (service). Do you think you could do that if I (someone who knew how to do it) showed you what to do? LITTLE ANNA: Do I have to go to my friends? YOU: No, you don t. If you WANT to you can, but it s probably not a good idea in the beginning.

10 10 of 20 LITTLE ANNA: Good. So, how do you get customers? YOU: In different ways, for example, I got your name from. And we do postcards or presentations, and other things. You can choose what you d like to do. What comes with this is an ongoing training program, so you know exactly what to do from Day 1. Experienced people show you how to find customers. How does that sound? WHAT S IT COST? LITTLE ANNA: That sounds good. What s it going to cost me to start? YOU: It depends how fast you want to go. We re like wholesalers for the product and there are two levels you can come in at as a wholesaler the Fast Track for $ or the Leisure Track for $. When you do the Fast Track, they pay you as much on orders you get as they do when you start on the Leisure Track. It's % versus %. If you start at the % level, you can work your way up to the %. If you start at the % level, you get % from the get-go. So, which one do you think would be better for you? [Do NOT break the silence until the prospect says something. Tape mouth shut! If you speak, it may cost you the sale.] LITTLE ANNA: [Hemming and hawing; stalling ] YOU: If you ve never done sales before, probably the Leisure Track is the way to go.

11 11 of 20 Cold Market THE HEART OF THE DEAL (BIG BANANA) OPENER for CALLBACK [After the usual hello s and how-are-you s:] YOU: So, what did you do? Go to the web site? Or did you listen to the conference call? BIG ANNA: Blah blah YOU: So, what do you think? Would you like to help us introduce the product (service) into the area? HOW DOES IT WORK? BIG ANNA: Maybe. How does it work?/how do you make money? YOU: Let me tell you how it works. There are two ways to make money -- getting new customers, and helping the company recruit and train more sales people. The typical customer spends about $ on the product (service), and the company pays us an average of $ on each customer. So, since you said you wanted to make $, you could maybe get customers who spend $ per month on the product (service). That d give you $ of it. They also pay you on recruiting and training sales people. To make $ a month, you might get new sales people. That d give you another $.

12 12 of 20 Most of us do a combination of getting new customers and recruiting new sales people. Do you think you could do that if I (someone who knew how to do it) showed you what to do? BIG ANNA: Sounds possible. How do you get other salespeople? YOU: In different ways, for example, I got your name from. What comes with this is an ongoing training program, so you know exactly what to do from Day 1. Experienced people show you how to find customers and recruit other salespeople. How does that sound? WHAT DOES IT COST? BIG ANNA: That sounds good. What s it going to cost me to start? YOU: It depends how fast you want to go. We re like wholesalers for the product and there are two levels you can come in at as a wholesaler the Fast Track for $ or the Leisure Track for $. When you do the Fast Track, they pay you as much on orders you get as they do when you start on the Leisure Track. It's % versus %. If you start at the % level, you can work your way up to the %. If you start at the % level you get % from the get-go. And they pay you % on the sales of the people you recruit. Plus you get (any bonus or other compensation there is) If you were to do this, which one sounds more like you right now? the Fast Track at $ or the Leisure Track at $? [Do NOT break the silence until the prospect says something. Tape mouth shut! If you speak, it may cost you the sale.]

13 13 of 20 Cold Market FINALE ANNA: What do you think I should do? YOU: Depends how fast you want to go. If you wanna get paid the most from the get-go, the Fast Track gives you that. If you ve never done this kind of thing before, the smaller package might be best. ANNA: " Hmm. Maybe. I d like to think about it more. YOU: OK. What else do you need for you to make a decision? ANNA: Blah blah YOU: Make a next date. Do NOT push or act desperate. Put yourself in their shoes. Let them know how you and your team will help them in the first 3 to 4 weeks. Not hit and run. Be ready to Say No First. ANNA: Sign me up for the big package. My Dad always told me not to leave money on the table YOU: Great. So when are you ready to get started? ANNA: YOU: Great! What credit card do you want to put it on?... [After you do the credit card thing:] YOU: When can we schedule our next get-together so we can get started?

14 14 of 20 THE DREADED QUESTIONS IS IT A PYRAMID? YOU: Let me tell you what we do and you can call it whatever you want, OK? [Pause. Wait for her reply. Do NOT speak.] ANNA: OK YOU: We introduce our products to consumers people like you and me and the company pays us to help them do that, and get more customers. Sometimes, we find people who want to market our products too. That s how the company expands, and that s what they pay us to do too. You think you could do that if I showed you what to do? IS IT SALES? YOU: Yes, it s sales with a twist. Would you like to know the twist? ANNA: " YOU: Gee, I m sorry, this probably isn t the right thing for you, at least not now. Let me let you go. I have another call. Have a nice day. (Say No First) ANNA: What is it?

15 15 of 20 YOU: Here s the twist. The company s expanding, so we re getting new customers. What happens is this: when you get new customers and they keep ordering every month, the company keeps paying you every month just like cable TV and AOL they also have their regular customers. getting the customer is done only once in the beginning. So the hard work of Then they keep paying you every month the customers orders, and that s a big reason why I do this kind of thing as opposed to something else. How does that sound to you? [pause] ANNA: " YOU: Gee, I m sorry, this probably isn t the right thing for you, at least not now. Let me let you go. I have another call. Have a nice day. (Say No First) ANNA: Pretty good YOU: So, would you like to try the product first and see if you love it madly like I do before you think about selling it?? [pause] ANNA: " YOU: Gee, I m sorry, this probably isn t the right thing for you, at least not now. Let me let you go. I have another call. Have a nice day. (Say No First) ANNA: Sure, how much is it? YOU: It depends. Let me tell you how it comes. (See If My Product s So Great book, pages ; or 3 Scripts

16 16 of 20 Course CD set., Disc 1 WARM MARKET SCREENING Divide your list into three groups 1) People who know that you have a business 2) People who don t know you have a business 3) Special People who might be open to an opportunity YOU: Hi Aunt Lulu, this is Kim. I m calling everyone I know to ask them a question. Do you have a minute? AUNT LULU: 1) If Aunt Lulu knows: YOU: You know I m expanding my business and I m looking for a person to partner up with. If I describe to you who I m looking for, will you let me know if you know anyone like that? 2) If Aunt Lulu doesn t know: YOU: I don t know if you know this, but I ve started a business of my own and I m looking for a person to partner up with. If I describe to you who I m looking for, will you let me know if you know anyone like that? 3) Special Aunt Lulu: Use this opener ONLY IF you are a key person yourself, you know the person really well and haven t worn out your welcome, AND you know she might be looking or is always open to a new opportunity.. YOU: I ve decided to get involved in something and I m looking for a partner to

17 17 of 20 help me build it, and I want to run it by you just in case Do you have a sec? AUNT LULU: " Is this another one of your hare-brained schemes? YOU: Oh Aunt Lulu, I have another call. Have a great day. Bye. (=Say No First) AUNT LULU: I d love to hear about it. YOU: Great. Let me tell you what we ve got. I represent an international company that s expanding locally and we re looking for a few people to help us get new customers, and if they want, they can also help us recruit and train a local sales team. Someone with experience in marketing and who wants extra income working from home. Do you know anyone like that so I can talk to them and show them what I m doing? AUNT LULU: I might if I think about it a bit. What does your company do? YOU: They re introducing a new product (service) for people who (Short First Date Script0 If you want to know more about it, I can give you the website address or the phone number of a conference call you can listen to. Which one would you prefer? AUNT LULU: Blah Blah YOU: I ll call you back in a couple of days to see what you thought of it and if you thought of anyone, OK? Continue with the Heart of the Deal scripts that start on page 9

18 18 of 20 above, using the parts of it that are appropriate, given the interest expressed by your friend or relative. TO GET THE MOST OUT OF THESE SCRIPTS 1. Master the key survival skills so you don t quit before reaping the benefits of your efforts: Say No first Say Goodbye first. No dragging. No begging. No therapy. One-liners for Say No First and Say Goodbye First are incorporated in the scripts here. If you d like more guidance, see Kim s books: The Truth: What It Takes to Make It in Network Marketing, and Rules for the New New MLMer Available by clicking on the Store at 2. Know the scripts cold, so you can shuffle the pieces easily, depending on what your prospect says. Kim offers extensive help on scripting in her Book: If My Product s So Great, How Come I Can t Sell It? Three Scripts course offered as: - Live 7.5-hour telecourse - 5-CD set - MP3 online Customer Enchilada course customers 100 Days: - 12-CD/MP3 set Art of Recruiting course offered as: - 9-CD/MP3 set Available at

19 19 of Don t be afraid. You re looking for a match. Ask others to help you iden8fy them. I ve found that the wrong ones don t mind, and the right ones are grateful. Whatever you can do, or dream, begin it. Boldness has genius, magic, and power in it. Begin it now. - Johann Wolfgang Goethe You don t need more experience. Beginning it is the experience. Fondly, Kim :) Learn to market on Facebook Workshop?

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