THE SMALL BUSINESS SYSTEM
Working the small business market is pretty simple. The system that we use has four basic steps. We have found that anytime we have gone outside this system our numbers have dropped. So we encourage you to follow the system.
STEP 1
The first step in the system is research. Researching your prospects is a critical part of achieving success. We utilize referenceUSA, which is a FREE service available through your local library, to locate the prospects that we want to see. We DO NOT go door to door with no idea about the business we are going in. Going door to door is a recipe for disaster and you are likely going to get beat up doing it. Do your homework upfront, an hour worth of homework to research your prospects and plan out your day will save you hours in the field.
STEP 2
Contacting or rather exposing the prospect is the second step. In the networking side of our business we use tools to expose prospects. We use such tools as the "Success from Home" or the "PBR" DVD or maybe the "Justice for All" DVD. You utilize these tools in an effort to sort people, to find the opened minded individuals that might be opened to sitting down and seeing an opportunity to make more money. In the Small Business Program, we do the same thing...we are sorting people. We are looking for opened minded business owners that have a need for our service. To find these people we use the "Directory Listing" from GoSmallBiz. The Directory Listing allows us to list a business on GoSmallBiz.com business directory, free for one year. This is our door opener to businesses. The front of the Directory Listing is designed to get us in the door and develop some report with the business owner. The back has twelve survey questions that tell us if we have an opened minded business owner with a need. If through the course of filling out the Directory Listing we determine that we do have a business owner that is opened minded and has a need then we move to step three. Not all business owners are opened minded and not all business owners have a need. So always keep in mind, Step 2 is simply a sorting process to find opened minded business owners that have a need.
STEP 3
The third step is where we go from the Directory Listing to the presentation. We always want to use the tools to do the work for us, just like in the networking side. If you were going to do a sit down, one on one presentation of the family plan, you would either use the "PBR" DVD or a "Family Plan Flip Chart". Both are system based not individual based. The same is true in the Small Business Program, you want to use the tools because tools duplicate and individual based systems do not. In step three, we ALWAYS use the "Business Plan Flip Chart", it has, as our training John Sanchez taught us, a beginning a middle and an end. It also has the "Needs Analysis" which establishes the value of the membership to the individual business owner. So using the "Business Plan Flip Chart" to present is a MUST!!!
STEP 4
Step four is to close the deal on the spot. You always want to try to close on the spot. I have heard associates say, that you have to follow up with a prospect several times in order to close them, or fortune is in the follow up. That may be true in the networking side, but it is not true in the business side. Follow ups, cost you deals in the Small Business program, as a general rule. Now we have closed deals on a follow up, but our experience is that when the business owner tries to go explain to his wife, friend, family member, guy at the gym, barber or who ever he gets advise from, what took you six hours of certification training, listing to numerous converience calls, and lots of practice to present, something always gets lost in the translation and the business owner gets bad advise from whomever he spoke to. Get the deal closed on the spot gets the business owner signed up without in influence of bad advise from outside sources.
Now we said that there is only four steps and that is true, from the fourth step you want to go back to prospecting. However, you DO NOT WANT TO GO BACK TO COLD MARKET!!! You want to get referrals from the business owner you just closed and start the first step with a warm market referral. Our goal is to leave any business with at least three referrals. Even if you don't close the business after a presentation or you just get a free business listing done, ask the business owner who he knows that might, either benefit from the service or if you just did a free business listing, who he knows that would benefit from having their business listing for free on our corporate directory. IF YOU DON'T ASK, THE BUSINESS OWNER WILL NOT OFFER. That business owner knows at least 250 other people, so asking for three or four businesses that he knows is not a big deal to you or to him.
As I said in the beginning, anytime we have gone outside of this system, either by not following the search critieria that we outline in the research section of this website or by not following the specific steps for doing the Directory Listing or the Flip Chart Presentation...anytime we have not following the closing process or got referrals, our numbers dropped. I am writing this page in the third week of January 2008, as of today we are 9 counters out of ED (on personal production) and we fully expect to be re-qualified ED tomorrow, with a week and a half left in the month. We sold over $8,000 worth of memberships so far this month. The system works, if you work it. Your Pre-Paid Legal business is an incredible opportunity for you to earn incredible income. Lisa and I work during the time that our kids are in school and we work together. We are not presenting seperately to acheive these numbers. So there is no reason, you cannot do the samething...God is no respecter of persons. But, while our Pre-Paid Legal business is an incredible opportunity, it has no value in and of itself. It only has value if we do something with it. I encourage you to take responsibility for your own Pre-Paid Leagl business and utilize it to become the incredible opportunity that it has become for us.
Good Hunting and God Bless!
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