NOTE: DO THIS, THEN BRING IT WITH YOU TO THE RESULTS FITNESS UNIVERSITY SALES SECRETS REVEALED SEMINAR ON JULY 24TH!
WE’RE GOING TO MAKE SURE YOU HAVE AN EASY AND EFFECTIVE SCRIPT!
For most of us, it’s relatively easy to follow the recipe, or instructions of a specific dish or task. The real challenge is creating a recipe from scratch. There is however, a really big caveat. Unless you are a molecular physicist, nothing is created from scratch.
Every “new” idea is an amalgamation of our previous experiences, tastes and impressions. A baker creating a “new’ bread recipe is generally working form a base with a few tweaks that can change, improve or in some cases worsen the end result.
The rules are the same for creating/writing a phone script, tour script or coaching script. Do you know how to talk? How about read and write? GOOD! You have a base to work with, now lets get down to business. First, let’s decide what we want to cook… Inquiry script it is. Next, we have to decide how we want it to taste (what we want to accomplish). I’ll help you out on this one. Your inquiry script needs the following ingredients.
- Their name.
- What they want.
- How they heard about you.
- What they “REALLY” want. (Their hot button)
- A method of establishing value.
- Their email address.
- An appointment to come in.
- A referral.
- Their phone number.
- A reminder of commitment.
So, that’s our list of ingredients. For any other recipe, write your list of ingredients before your cooking instructions. Like cooking with food, cooking with words requires the ingredients to be mixed in a certain order. The order I gave you above has the best chance of resulting in the taste I am looking for. How did we figure it out? We tasted it. Again and again and again.
Important note for tasting your recipe – Only change one thing at a time. The moment you change two at once, you lose track of what is actually causing the change. OK, onto the cooking instructions. I’ll give you step one then you can do the rest.
- Their Name.
“Hello, who is this?” – Nope, too salty.
“Welcome to Results Fitness, to whom am I speaking?” – Close, not enough sugar.
“We’re changing lives at Results Fitness, this is Elias, to whom am I speaking?” – Perfect!
Taste and taste again is the key. Now that you like how it tastes, time to test it on others. Try the closest folks first. Staff, friends, family, get a general idea how well it works. Once you’ve done this process with each “ingredient”, your dish is ready to test on your prospects. The real measuring stick is how well it performs and accomplishes what you need.
Tracking is important. Make sure every time you use the script, you record how many times you were successful at gathering each individual piece of information. If you find that you only gather emails 20% of the time, then it’s a clear indicator that you need to approach that part differently. Aim for a script that accomplishes what you want, at least 75%of the time. Bon Appetit!Facebook (Elias) Facebook (Results Fitness University)