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Qualifying Script #1

 

Hi (Prospect) - This is (Your First Name) calling you back. How are you today? You requested more information about working from home - how can I help you?

(No matter what they say, you respond with:)

(That’s a great question!) Do you have a pen and paper handy? To save us both some time I’m going to ask you a couple of questions and figure out which information to direct you to.

  • Are you currently working outside of your home?
  • What do you do for a living?
  • No kidding! How long have you been doing that?
  • Do you love it?
  • Have you ever been self-employed or owned a home based business before?
  • How’d that work out for you?
  • Are you looking to supplement an income, or replace one entirely?
  • Have you given any thought to the dollar amount that you’d like to be earning on a monthly basis?
  • What will earning that dollar amount do for you and your family?
  • Can you do that in your current job?
  • Will there be anyone else involved in the decision making process with you? (I only ask because if there WILL be someone else involved, I recommend that you both go through the information together. After all, 2 heads are better than one!)


(Prospect), I have a really high standard for the people that I’m looking for. There’s a lot of work on my part in setting someone up in a home based business successfully, so I’m looking for people who are absolutely serious about building a business and working from home. Would you say that YOU are serious about having a home based business?

Tell me WHY?

Let me tell you a little bit about my organization - we are a multimillion dollar association placed in the travel industry - which is the largest AND the fastest growing industry in the world. This is important because we will either make money, or spend money on a trend, based on where we position ourselves. With Coastal, we’re positioned to make money because we’re working in an industry where people are spending their dollars.

The person that I’m looking to work with has 3 main qualities, and these are very important to me: You need to be coachable, because I’m going to be training you; you need to be self-motivated; and you need to be a team player. Do you feel like you have these qualities?

Great! Then let’s do this...do you have internet access? Give me your e-mail address. I’m going to send you a link to my web site so you can get more information and while you’re there, I want you to do a couple of things.

First - do you have that pen and paper handy? I want you to write down my web address just in case my e-mail gets lost in cyberspace. It’s __________________ .

OK - now when you pull up the web site, you’re going to see a link for the "Printable Profile” - and do exactly that.. print it out. It’s going to tell you who we are, what we are, what we do, why we do it, how it works - there’s a ton of great information in there.

Next, I want you to click on the Travel Packages link. You’ll see Level 1, Level 2, and Level 3 - click on each of those links and fully expand the files so that you can take a good look through - this is our product.

And finally, click on the Income Opportunity Link. This is where you will learn about how your new business is going to pay you.

(Prospect), I’m going to send you an e-mail that says “Requested Coastal Vacations E-Mail”. That way you’ll know that it’s from me. My e-mail will have these steps in it, and following these steps is going to do 2 things: First and foremost, I’m going to get you the information that you need to make a good decision for yourself and your family. And the second thing is this: do you remember when we talked about being coachable? Well...following these steps will help to show me how “coachable” you are.

(Prospect), I want to get back in touch with you AFTER you’ve had a chance to take a look at this information, and I’ll start answering your questions at that time. If I get that e-mail out to you in the next 10 minutes, when would be a good time to call you back?

((Remember: within 24 to 48 hours is ideal, so if you get a response that is anything other than what you want, you say: “Unfortunately, that time doesn’t work for me. I do have (pick a time) or (pick a different time) available tomorrow - which one works better for you?”))

Great! One more thing - I have a really tight call schedule - so if you can’t make our appointment, for whatever reason...WILL YOU CALL ME? (Wait for an affirmative response.) Wonderful! You’ll find all of my contact information on my web site, and also on the e-mail that I’ll send you.

(Prospect), I’ve really enjoyed meeting you today - I look forward to speaking more with you (reconfirm date and time.)

Note: Now, you just need to add them to your pipeline and "Script Follow-up" campaign, note the appointment time in your day planner or ContactMate schedule, and Make your next call...