Newcomer A was very confused, and found many senior diagnoses, but the diagnosis result was: more passion, wrong direction and wrong method. In fact, this is also the same topic that many new direct sellers encounter. When they invite customers, they need appropriate methods, and their language, expression and status can play a role in whether the customers clinch a deal. Telephone invitation is not simply making a phone call. Our purpose is to clinch a deal and help customers grow with us, so the invitation needs a certain foundation, otherwise it will not only waste the telephone bill, but also seriously drag down the work efficiency. Before the invitation, you should make a list and write their situation in the form. The best way is to establish a database list and use Excel to screen effective customers. The rejection rate of direct selling is particularly high, so you should pay attention to some basic matters and etiquette before inviting. The first thing to pay attention to is time. According to the working hours of the clients you invited. For example, office workers work 8 hours a day, which is basically a nine-to-five system, so this time is not suitable for invitations. The best invitation time is between 6 pm and 9 pm, and the appointment time is set for the next night. For the elderly, it is best to have two time periods: 8: 30 am to 165438+ 0: 30 am and 3: 30 pm to 5: 00 pm. During these two periods, elderly friends are usually at home at least once, and the telephone answering rate is high. If the elderly are not at home during these two periods, they can call again around 7 pm. At this time, 80% or 90% of the elderly are at home, but the children may be around, so the phone call at night should be as brief as possible. Secondly, we should be careful not to talk about product sales and career opportunities from the beginning, but from the perspective of caring for him. Instead, ask first: ask about the recent situation of the other party and his family, care about the physical condition of the other party and his parents and family, ask if the other party is satisfied with his work, ask if he is satisfied with his income, and understand his plans and plans. Then, according to each other's answers, understand their needs and invite them to understand the opportunities that can be helped from the perspective of concern. Finally, pay attention to manners. In the process of invitation, keep warm, put a warm tone throughout the call, and always smile during the call. Although customers can't see you, they can perceive your image through the spread of sound waves. When the call is over, be sure to let the customer hang up first and put it down gently. Invitation is a good movie script. The reasons for the failure of the invitation are: firstly, the customers don't know you, secondly, the time arrangement is not good, and finally, they can't be interested. Therefore, before you send an invitation, you should first find a client who knows you well enough, then send an invitation by phone according to the time. Finally, you should arouse their curiosity about you and promise to keep the appointment. Even if the customer is too busy recently to keep the appointment temporarily, make an appointment with the other party. In the process of invitation, if the customer's reply is "I will get off work in a few days", be sure to confirm the exact time with the customer. Otherwise, it may take months in a few days, or it may never be finished. What kind of people have a greater success rate? Many newcomers invited many customers, and the customers arrived at the scene, but the chances of success were very small. Because the crowd he chose was not accurate enough, he could not succeed in the end, thus increasing the time cost of newcomers. So, what kind of people are invited to have a greater success rate? 1. People who have done direct sales and have a concept of the characteristics and laws of the industry: this kind of person has a comprehensive understanding of direct sales and does not exclude direct sales. He can tell them frankly that as long as the company's products and systems meet his expectations, his success rate is relatively high. 2. People who care about health, have medical and nutritional expertise, and are enthusiastic and well connected: Most products in the direct selling industry are mainly health care products and daily chemical products, so they are more suitable for people who care about health or have medical expertise, and they will try products. As long as the product quality is excellent, it is better to act as an operator by the way than to be a consumer. As long as he is enthusiastic enough and has enough contacts, direct selling will be their second career. People who especially want to change their lives have a strong desire to make money: in reality, many people are not satisfied with their present situation. They urgently need to change their living conditions and have a strong desire for money, but they don't have enough time and energy to take a second job part-time. Therefore, direct selling is more suitable for him. Compared with others, the success rate of this group is very large. 4. People who have succeeded, and then their careers are very unsatisfactory: such people have succeeded, and they are used to a respected life. But the current social atmosphere is that most of the respect you get is based on the success of your career, so once their career is very unsatisfactory, this respect will become a thing of the past with the decline of their status. This kind of person will be disheartened because of the failure of his career, and the respect and cultural atmosphere in the direct selling circle will awaken his previous life. This kind of person has great opportunities to engage in direct selling. 5. People who want to start a business without skills: Most of these people have little education and skills, but they are ambitious and always want to get ahead. However, when they are working, they find that their wealth is accumulating too slowly, and they need to pay more uncertain hard work, especially because they can't know what they really need, so in this case, direct sales channels are very suitable for them and can provide them with a platform for starting a business. The proportion of such people is also very large. After different invitation scenarios and methods are ready to invite customers, customers should be accurately analyzed and classified. According to different scenes and different invitation methods, different invitation methods are carried out: telephone invitation: it must be aimed at each other's hobbies. For example: Newcomer: Hello, is this XXX's house? I am XXX. There is a health lecture in X days and X places. I think it suits us young people. I'd like to invite you to attend. (Don't talk about products, so as not to be directly rejected, and guide customers on the grounds of activities) Customer: What kind of activities are they? (answer casually, few people flatly refuse without knowing the content of the activity. Newcomer: It's a public health care activity organized by XXX company about health preservation. Through this lecture, we can know how to adjust our bodies and make them healthier. Customer: I'm not interested in health lectures. Newcomer: This lecture has a good effect. I've heard it a few times and it feels good. Through lectures, you can not only know how to adjust your body, but also make some new friends. (Attracted by lectures and contacts) Customer: I mainly don't have time. I know a lot about keeping in good health, but because of the nature of my work, I can't stick to it. (point out the actual concerns and explain that the customer has the intention to participate in the activity. Newcomer: The busier you work, the more you should pay attention to your health. Health is the capital of revolution. This lecture is actually very practical. With your cleverness, you will soon understand. If you don't understand anything, I can come and talk to you. Praise customers, close the distance with customers, no one does not like to hear compliments, and at the same time communicate with them at home, reflecting quality service and laying the foundation for home visits. Customer: I am in good health, so I don't need to attend these lectures! Hesitation is actually vacillation. Do you want to go or not? Newcomer: This lecture is very comprehensive. In addition to health lectures, there are many practical health knowledge, such as how to regulate your body with diet and how to care for yourself with chronic diseases. The teacher who came to lecture was invited from Beijing (Shanghai) and was very knowledgeable. If you come, you will get something. Besides health lectures, there are many interest activities, which are divided into many interest groups. You can take part in interesting activities, play mahjong, play cards and play chess here, which can enrich your spare time. Customer: Will you be asked to buy products on the spot? This is what customers are most worried about, because having health care products means paying. ) Newcomer: Please rest assured! This lecture only talks about knowledge, not selling health products. There are some health products there, but whether we buy them or not is voluntary. We mainly attend classes, not buy products. Customer: What products are they? Newcomer: (I have to ask) Introduce him to some of my products. Briefly describe the main functions of the product, and take the opportunity to understand the physical condition of customers. Be careful not to say all the functions of the product in one breath, so as not to be suspected of curing all diseases. ) Customer: Oh, go and listen to it. (Invited successfully) Newcomer: OK, address of the lecture: Room XXX, Building XX. Take bus XX, XXX and XXX, and get off at XX station. The activity starts at 8: 30 in the morning. I'll wait for you at the door. (explain the meeting time, place and contact information). Guest: OK. Newcomer: Then I'll see you on Sunday morning. Wish you good health. Goodbye! Casual customers: customers who have met inadvertently, the time is basically very short, and they can't be introduced immediately. They should make another appointment, but they must first arouse the curiosity of the other party. For example, when couples meet, both sides are in a hurry. The couple should take the initiative to say hello and show their excitement. After a few pleasantries, the couple quickly cut to the chase: "I've been looking for you these days, and someone introduced me something that suits you better." I'm busy now, so I must leave at once. Let's find out when you are free today and tomorrow. " Be sure to arouse each other's curiosity. Invitation to visit: Pay attention to your appearance and spend most of your time talking with each other about family, health, work, hobbies and pastimes, income and dreams. You should always be full of emotions and excitement, arouse each other's desire and ambition to live a better life, and then tell each other that there is good news and a good opportunity. Arouse each other's curiosity, you invite them to participate. Invite high-level people, leaders, or elders: when inviting such customers, you must be modest and ask for their opinions. For example, "Mr. XX (the name of the secretary and elder), I met a project opportunity, and I have no idea. Can you help me? " Be sure to determine the time and place to meet. In the above invitation, you must pay attention to your mentality, don't beg others too much, just introduce them to an opportunity, and at the same time infect and influence people around you with sincerity and enthusiasm, so that they feel hopeful. After-sales service invites customers to participate in training, which does not mean that you have completed the invitation. Our aim is to help them, become our partners and achieve career success. Therefore, the follow-up service after the on-site invitation is still within the scope of the invitation. Customers who didn't participate in the activity: Ask the customers why they can't come to the site in a euphemistic tone, and consult the customers as a consulting doctor. Be sure to show it completely, answer seven points, tell him you forgot some questions, and invite him to the scene next time if you want to know the answers. Customers participating in the activity: Generally, call the customer within 48 hours to ask whether he is satisfied with the activity, what suggestions he has, and answer some doubts in the customer's mind. At the same time, ask him about the opportunity, and take the opportunity to introduce the company's history and the prospect of direct sales to customers. If the customer says he doesn't want to engage in this business, then you can help him get healthy as a health consultant, act as his own consumer, and communicate continuously in the future, turn the customer into a hardcore customer and let them introduce new customers automatically. Tell them the latest preferential policies and interesting activities in time, otherwise they may get lost. For those hesitant customers, let them experience the product first, and tell them by the way, since they want to experience the product, why should they apply for a bill and enjoy the discount? When they apply, you will increase their training. As long as they are eager for success, ambitious and down-to-earth people, they will definitely set up your business department. Common invitation terms and skills Common invitation terms: 1, meet and chat, "tell you a good news". Dress beautifully and I'll take you to a good place. I have a good chance to do a part-time job. If you want to take a part-time job to increase your income, I'll introduce it to you. 4. Have a health lecture or a good speech. Let's go and listen. 5. There is a party. Let's make some friends. 6. How about starting a business together? 7. I wonder if there is any way to add a few zeros to my income? Language skills: 1, 29 words that can be sold: the first word is your customer's name, you should say it in the most intimate voice and keep mentioning it throughout the sales promotion process. The other 28 words are: understanding, confirmation, health, calmness, assurance, money, safety, economy, novelty, dear, discovery, correctness, result, and so on. 2. 24 words that hinder direct selling: payable, expense, payment, contract, signature, attempt, binding, loss, loss, damage, purchase, death, inferior quality, sale, sale, cost, determination, effort, difficulty, obligation, responsibility, failure, disadvantage and non-performance. 3. Avoid using derogatory terms: such as opposition, dissent, criticism, doubt, worry, danger, regret, blame, lack, difficulty, disgust, jealousy, doubt, meanness, contempt, regret, fear, embarrassment, hesitation, panic, guilty conscience, disappointment, transfer, sadness, etc. Negative words: no, no, no, no, no, no, no, no, it's not necessarily not worth it. No, you don't (don't want to, don't want to) ...; In addition, change the negative sentence into an affirmative sentence: can't → should. Stimulus words: Stop it, I interrupt, you are wrong, I expect something that is ... not ambiguous at all: I seem to be thinking, is it possible, maybe, probably, to tell the truth, maybe ... I am afraid of ... exaggerated words: infinitely good, absolutely hum and haw words: hmm, hmm ... this ... ah, we ... ah. For example, it is best to invite one new person at a time. If two or more new people come together, some of them will hesitate or think, which will affect the judgment and decision of others; Don't bring children to invite, children are easy to move and their emotions are difficult to control, which makes adults unable to concentrate on communication; If you invite friends to meet or participate in activities without arranging food, you should consider when it is appropriate to arrange it. It is best to let friends meet and have enough food, because hunger can't make people concentrate on listening; After listening to the explanation, the newcomer must have enough time to continue to communicate with you, so that you can further understand his feelings and thoughts.