Holding Prospect Accountable!

During coaching sessions I would ask my clients, Did you get them to committ to the meeting? They would say, "Well they said they would come." That is not the same as getting them to com mitt.

I remember when I first began my career in this most amazing industry, I was just happy I had someone tell me they would come, even though I knew they were lying to me. On top of that, some part of me actually expected them to be at the hotel meeting because they said they would be there. Well then it hit me, what was I doing when I asked a prospect to come and they didn't show, I was doing a bad job of painting the picture. Let me explain.

Painting the Picture
What I knew the meeting to be and what they "thought" the meeting to be evidently were two different pictures. When that hit me, I learned the new language to get people to get a picture that would excite them to attend. Here is what would do.

When they said they would come to the meeting, I asked my favorite question, Why? Now asking that the first time will make you feel like you are going for the throat of your prospect, the reality is, you are doing them a favor. You are helping them to get clear on the real reason they would go and listen to something they have not heard of before. It make it clear to them they will be looking for a result from the meeting and to identify what they want to achieve.

When I learned that single question, my business changed forever. Try it next time and let me know how it worked for you.

Prospects that KEEP appointments!!! It can happen...

When I was full time coaching in the industry, at one point I had over 85 clients active that were part of my monthly trainings. In our sessions I would always ask "How many people did you show the plan to this week?" I knew they had some appointments set, because that was part of the previous weeks session.

Well I would invariably get an answer that would sound something like... "Well they had something come up... or we rescheduled it for next week" or something like that.
As the coach, it frustrated me that I didn't know how to give them or teach them something that would keep them from feeling like they were failing at inviting.

THEN IT HIT ME... I CAME UP WITH THE LANGUAGE THAT WOULD GET THE PROSPECT TO THE EVENT... AND... KEEP THE DISTRIBUTOR FROM FEELING LIKE THEY WERE FAILING...

Here it is...

We have all either invited or been invited to something we were not really sure what it was we were going to be attending. Well that same feeling happens each time we invite someone to look at our business model. There are a few things that happen in the mind of our prospect:
1. They have been to one before, and they think yours will be the same.
2. They have not been to one, but their relative has, and they failed so they will too.
3. There were in one before, failed, and don't want to do that again...

Seeing a pattern here?

So how what could you possibly say to someone that would get them to attend all the time? Is there such a dialog that can happen... the answer is YES!!!

We are going to agree that you have already developed re pour, and are now at the point where you feel comfortable to ask someone to take the next step. So how do you ask them...
You might say.. Bob, let me ask you, you shared some things with me that seemed important to you, do you feel those things you shared with me would make a difference for you (and your family)? _____yes____... Would it be fair to say that you may have to learn something new to get these goals that are important to you and your family? _yes_.. The reason I ask it because if the goals are important, and the process maybe new to you... would you feel more comfortable seeing the info alone, or seeing with others that maybe seeing it for the first time, as well as others that have seen it, and are now using it to achieve similar goals to the ones you shared with me. (they choose either 1on1 or group meeting)
Bob can I ask you a couple of more, kind of tough questions...? __yes___

We are going to set an appointment for you to see the info, what would keep you from attending this meeting that might be a turning point for you and your family... why would you miss that appointment? _I wouldn't__ I understand that, and thanks for being honest... 1 more questions... If you were me... what would you say to you.. to make sure you would keep your commitment...

Folks, this may sound tough, it may sound brash... ITS NOT... what is your goal with your business? If you ultimate goal is "to do no harm" that helping someone to commit to an event that could change their lives is a good thing.

If you read the language over again, you will see that we have not asked them to do anything FOR US... we asked if they were willing to do something for THEMSELVES...
If I were to ask you "How are you doing this business for?" I would wager that you will give me a list of people other then yourself... so in your conversation, know that most everyone that agrees to listen to a presentation is doing so thinking about possibly helping someone else they care about. So don't ask them to commit to coming to a meeting for themselves, they won't. You have to keep their "WHY" in front of them.

Remember, you can ask me questions on this, you can send me a request to do some role plays on our live trainings. I want you to have fun, so don't be afraid to ask me a question, I will do my best to answer it.

Thanks for the smiles you shared today, I know they will be in my life soon, and for that I am grateful.

Your friend and student
Sean

Thanks

Sean, I just wanted to take a moment and let you know how exicited I am that you will finally be sharing your talent with the rest of us. Please tell us the story how you came about the Better Dad and Better Husband. I want to share it with my group. Thanks.
Philip

You Found Me.... :0)

Welcome. Your here because your a friend, someone I have met over the past 10 years of my career in the industry. I have been asked over the past 5 or so years to share trainings I have done for groups as little as 5 to over 1000's at a time.
After these different events, people would come up to me and I would get to spend some time with them and the quesiton would always come up... Do you have what you taught in writing? my anwswer has always been, No, I didn't... UNTIL NOW.

What I will do, the best I can remember, is to share the talks that I have done in over 20 countries, and been translated into 26 different languages, over the past 5 years.

So I can use your help, because for sometime, the only people that will be here are people that I have coached, or partnered with, or shared time with from the stage.
First let me say Thank You for being apart of my passion and for helping me to be a "better Dad and better Husband".
If there was a topic that you liked that I did, please remeind me, and I will be happy to put it up on the site. Thanks in advance for that help.

I want to bring value, so your input is greatly appreciated not to mentioned needed...:0)