Below is a UFO Spotlight from Director Phil Guido on how to help your prospects close business meetings and how to recruit new clients. Share this with your team!
UFO Spotlight: Help Prospects Close Themselves By Phil Guido
After you have shared your UnFranchise® Business with one of the possibilities from your names list, met with them several times and had them see the UnFranchise Business Plan, you might expect them to jump up and say “How soon can get I get started?” But that’s not always the case. Sometimes you just get a big “No,” and that’s OK because some people are just closed-minded, and not everyone’s timing is right. You will discover that a lot of people don’t say no, but they don’t say yes either. They “sit on the fence” unable to make a decision. For these individuals, you frequently hear: “Let me think about it.” This drives UnFranchise Owners crazy. Everyone understands “yes” and we all understand “no,” but many UnFranchise Owners (UFOs) do not know how to deal with indecision.
One way to deal with indecision is to give your prospect some breathing room, let them walk, and try to catch up with them days or weeks later after they have thought about it for a while. The problem with that approach is all the information is fresh in your prospect’s mind right now. The longer you let them think about it, the more the information and emotion fades. Another way UFOs deal with indecision is by working hard to overcome every objection the prospect raises in an effort to push them onto your side of the fence. There’s an old saying, “A man convinced against his will is of the same opinion still.” If you have to work that hard to “close” your prospect, you will probably have to work equally as hard to get them to lead other people and build their team, because they still do not believe this can work for them.
Question: If you push your prospect in by cleverly “closing” them to the decision to start their business, what guarantee do you have that your new partner will ever lead you to other future business partners? The answer is: there is no guarantee.
If the prospect cannot make a decision, stop trying to close them, and focus instead on getting them to lead you to other people. By doing that, you can prove to the prospect that this will work for them and prove to yourself that they are a person who is worth the investment of your time.
Acknowledge their indecision and ask, “What did you like best about the presentation tonight?” This is a question they cannot answer with a simple yes or no. It requires them to provide a positive answer. They may answer, “I like the ongoing income,” or “I like the teamwork,” or “I like the SHOP.COM Global website,” etc. You can now build some rapport by agreeing with them. Rather than pressuring them to a decision, now is the time to take the pressure off and set up a situation that is a win-win for you and your prospect.
Example: “John, it’s clear from what you said that you recognize some of the positive aspects to the business, but I can also sense that you are not 100% sure this will work for you. Our speaker tonight is successful, and other UFOs at the meeting are achieving success, but you are probably not 100% sure this will work for you. Am I right?” Anyone who is struggling to make a decision will not only agree with you, they will be relieved to know you understand their predicament.
Now, the solution: “John, there’s no decision to make right now. I have a sure way to help you figure out if this business is going to work for you and at the same time help me to decide whether you are someone I am willing to invest my time in. Very simple — get a few people together at your place next Tuesday or Wednesday to evaluate it. I’ll come over with one or two of my business partners, and we will explain it and answer questions. If two or three of them are interested, that will solve your question about the business working for you, and it answers any questions I may have had about whether you are the right person for me to work with.”
Two different ways to deal with the same situation. One UFO closes his undecided prospect with fancy techniques but no guarantee that new partner will ever lead to others. He may, in fact, spend weeks or even months or longer with that individual only to finally realize they were the wrong person, and he wasted all that time. The second UFO focuses more on getting his new person to lead to others rather than closing him. By doing so, he finds out right at the beginning how serious and coachable this person is, and the new person removes all doubt from their mind about the business working for them.