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UPC Newsletters>
#1 Question answered How Much Will This Cost Me?
July 9, 2005
Many people who work from home have challenges when trying
to get people to
look at what they have.
Picking up the phone and dialing some numbers is easy. The
real challenge
is knowing what to say, when to say it and how.
When people have to talk is where they usually get stuck.
The number one question prospects ask before they are
willing to evaluate
your business is
"HOW MUCH IS THIS GOING TO COST ME?"
Ahhhhhh... the dreaded question. Give them the wrong answer
and you've just
offended them. Give them
"the right" answer you've just opened yourself up to doing
the whole
presentation; because what follows? you guessed it...
another question, then another and yet another.
Now since we want them to check it out first and give it a
test drive. We
may say something like. "That will all be explained when
you come to our
conference call". Unfortunately when we do that
here is what I found... They will come to our call but they
don't like us
anymore. Why? Because we were not
as forthcoming as they think we could have been.
Here is how I solve that problem as a promoter. Before I
make any
prospecting calls. I've already decided to end the call in
less than 2
minutes! I stand up when I talk because my voice carries
like I'm "on the
move". But more importantly I never ask them to come to a
call for me,
instead I tell them about a call that is going on for them
( I stress the
benefit they would get) And if I get the question
"How much is all this going to cost me? Just between me and
you
, their cost is them not getting their benefit
Here is how it will all play out. For example; I'll sit
down to call my
leads and the first lead I call we talk for 1 minute and 40
seconds and they
say
to me okay! I'll take a look, but what's it going to cost
me.
Stop! So the only real question you want to ask yourself is
...
"Why would anyone want to look at my product or service?"
Do this first because as many answers you can come up with
the more money
you'll make! because the solution to your prospects
problem, is the carrot
that you will use to get them to evaluate what you've got
in the first
place. The more carrots you have the more problems you can
solve
It's the best question you can answer for the benefit of
your company
and it's our job to discover what problems our prospects
have "and" why and how our company can go about solving
them
If I'm talking to an opportunity seeker I'm going to find
out a little bit
about the person, especially how much money they would like
to make should
they be lucky enough to find the perfect business.
Lets suppose, they say...
" I need $4,800 to solve my problem.
Then I say. If I could share a system with you that would
allow you to earn
$4,800 in 3 weeks, would you be willing to take
a look at it, check it out, and give me your opinion on it?
Then they say...
"Well how much is all this going to cost me?
I then say... Your cost Mr. Prospect is Four to Five
thousand dollars in
your first 30 days, in lost income,
if you don't find out what's going on! Now let me make sure
you have that
conference number correctly. Would you repeat it back to
me.? (I'm giving
them something to do)
Now you may be thinking..ha-ha-haaaaa. While their face may
contort a
little, but as long as you keep it lite hearted they will
be in a state of
admiration of your skill because you did answer there
question,
How? A loss "is" a cost!
Whaalah the problem is solved 
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