Free Business Listing and Presenting the Memberships
By Lisa (Bueno) Muhlenkamp
This is what I do when I go into a business. It is simple, can be easily duplicate (in that it can be taught to your down line and it uses all corporate tools), and anyone can do it with some practice.
When I go into the business, we have already done the research on the business and know the owners name. When I go in, I simply ask for the owner by FIRST NAME (never by Mr. or Mrs. Last Name) I follow the script, which is included on this site under the download section;
"Hi __(Business Owners First Name),
My name is ___Your Name___ with GoSmallBiz. We're in the area working to expand our corporate Directory of Small Businesses in __city___. I'm here to get your information so that we can get your business listed correctly for free, do you have a business card?"
I have the directory listing form out and I ask for a business card so that I can fill out their information. The whole time I am doing this I am talking about things such as how they got started in this line of work and so on. I use their business card, along with how long they have been in business to create their 25 word description. Once I have completed the front of the listing, I then flip to the survey on the back and say, "I just need to ask you a few questions...(and flip the listing without hesitation). Have you every... and you start asking the questions. After I complete all of the questions I tell them "This completes your one year free listing on GoSmallbiz.com, but I see you answered some of the questions with a yes." "If there is a way I can help you in these areas would you be interested in hearing the information, it will take about 15 minutes?" If they say they are interested but don't have time we schedule an appointment within the next couple of days...we set a specific date and time at this point. Don't leave without a set appointment when possible. If they say yes and they have time I proceed to my flip chart presentation right then. BUT!!!! After they agree to hear the information, but before you pull out your flip chart or say anything about how we can help them, YOU MUST ASK THEM "DO YOU MAKE THE FINAL DESCISION OR DO YOU HAVE A PARTNER OR SOMEONE ELSE THAT NEEDS TO HEAR THE INFORMATION!!!! If they have partners or someone who needs to listen in, like a spouse, set the appointment at a time when everyone can be there. DO NOT GO ANY FURTHER. DO NOT TELL THEM ANYTHING ABOUT THE MEMBERSHIP, DO NOT MENTION PRE-PAID LEGAL, and DO NOT TRY TO GIVE THEM A 30 SECOND COMMERCIAL until you can come back and do a full presentation. Just set an appointment to show everyone the information at once. If you share any part of the membership or if you go ahead and present to a partner or a person that needs to check with their spouse without that other person there, you will not close that deal. The person you presented to will try to convey the information that you showed them, will not be able to do it effectively and the other person will make a decision based on their partners or spouses presentation and the deal is over. It is much better to wait and show everyone at once and close the deal.
I make sure that I have my flip chart, dry erase pen, temporary membership kit and expanded family plan and IDT brochure. As I begin going through the flip chart I am not reading word for word what the flip chart says I am summarizing each page. The key page to stop and focus on is the Needs Analysis. The Needs Analysis page will show them why they need the service. IF YOU DO NOT DO THE NEEDS ANALYSIS, YOU MAY AS WELL NOT PRESENT. You will only be educating the business owner and they will not see the need for the membership. (Also you must know how much the total plan is that you are showing at this time so that you put that amount on the bottom of the page). We bundle our memberships, so the $49.00 LPSE is bundled with IDT for $58.95. The $75.00 business plan is bundled with the expanded family plan for $110.95. We do not present it as separate plans. These are our business plans and they cover your business and you personally. This is no different than when you are selling an expanded family plan, it is not a family plan for $25.95, legal shield for $1.00 and IDT for $9.95, it is $35.95. The whole time I am explaining this to the owner, I am nodding yes so that they begin nodding as I go through the areas of coverage. Again I am not reading word for word, I am summarizing each page and focusing on the areas that they indicated they have challenges with during the Needs Analysis. Again, the key to this is that you know what is in your flip chart on each page so that you are not staring at the flip chart, reading word for word, but looking at your business owner. I focus on the areas of coverage that will help them initially. These are the areas they indicated challenges or concerns with from their Needs Analysis. I relate stories about others have gone through in the same situation and how we have helped them. (You can get all the stories you need in the testimonial section of your Pre-Paid Legal "Members Only" section of the Pre-Paid Legal website, from listening to conference calls or from using the membership yourself). This process should only take about 7 minutes to do the flip chart. Then I take about 2 minutes briefly speak about the family coverage with legal shield and identity theft. I go back to the final page of the flip chart and ask what they liked best about the plan and wait for their answer. DO NOT SPEAK AFTER YOU ASK THIS QUESTION, NO MATTER HOW LONG IT TAKES FOR THE BUSINESS OWNER TO ANSWER! I agree with them no matter what they say they liked best. I have the applications out and then I ask them if there is any one else that they would like to have access to the plan and begin to fill out the paperwork. I assume the sale! I have such high belief in this membership and how it will help the business owner that I assume they are going to see it like I do. I am also going to go back during the follow up and help them with their challenges and getting them solved.
This probably sounds so simple? It is! But you should not expect the business owner to just say yes I want it. You need to be prepared for them to say NO! They may be doing this because they are still not sure. They may be doing this because they are posturing or they may be doing this to test your belief. BE PREPARED FOR THE NO and follow the following steps in this order.
When you get the first no, I'm not sure, or I need to think about it, stop and look the business owner directly in the eye and...
- "Well let me first apologize to you I don't think I have properly explained the information to you because I normally have a 95% positive response." Your goal is to begin a dialog that will allow you to try to close again. At this point they are saying to me that I have done a great presentation and explained everything great they just need to think about it. I then say, "you're probably looking at this as a year or two commitment?" "This is a month to month program let's get your paperwork filled out so that you are covered starting today and I will be back next week to get you set up on GoSmallbiz.com and helping you with those items that you needed to get taken care of."
If they still object I say,
- 2. "You're probably wondering what type of attorney your going to get for 110 a month?" (You can get information on your provider law firm from the http://www.martindale.com/). I continue, "Your provider law firm is Parker-Stanbury and they represent companies like Allstate Insurance and the Los Angeles Dodgers. Don't you think that those companies would use the worst Attorney's or the best?" "Your right, the Best, and now that will be your Attorney also!" "Lets move forward, I just need a voided blank check and your tax id number for the company."
And if they still object then I say,
3. Your probably thinking of this as a year commitment. Lets get you started on a month to month program and get started... (go back over all the hot bottons they had on the FBL and the needs analysis) on getting those collection letters sent, lets get your will done, lets ask the business consultants how you might be able to increase your sales...let's use it for a month and if you don't get a benefit from it, then you can cancel. There is no contract.
At this point, I have already started filing out all of the information on the apps to speed up the process then I ask, where would you like your personal membership kit mailed to here at the office or your house?
I gather all of the paperwork together and make sure that they understand what I am leaving with them in the temporary membership kit. We leave a will questionnaire in their temporary membership kit and tell them to get started on it if they don't have a current will. I set a follow up appointment and make sure that they understand if they need anything call me first so that I can help them with anything that they might need. You want them to call you when something comes up so that you can help them either get on the phone with the law firm or help with the GoSmallbiz.com, especially in the beginning stages of their membership.
Finally, I would just like to say don't get discouraged if you forget something. I messed up plenty of times and still do. Just remember to stick to the basics and we have the solution to their problems. We are here to help protect and grow their business and we want them to be successful. As long as you remember we are here to help, as many people as we can you will do great.
Charlie and I believe in the small business plan with absolute conviction and our members know that. We want to help them. We also believe in you and any Pre-Paid Associate that is looking for a better way to make a living and a better life. We are happy to help you in any way we can. Stay focused, believe in the product and have a passion for what you do. We can achieve everything we have ever wanted in our lives with this program. We are a team here at Pre-Paid Legal and GoSmallBiz so remember to work as a team because Together Everyone Achieves More!
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