I’m posting an audio and the transcription of the audio for a file that Monte Taylor shared with me. A frequent objection that you may come across is the person who says, “I’m just looking for a job.”
What do you say to that person? Is that a wasted lead? Or, can you turn that prospect into a relationship that ultimately becomes a valuable team member?
Listen to the audio and follow along with the text below. And, at the bottom, see how you can get more Overcoming Objection tips from Monte Taylor.
Audio from Monte Taylor:
A few days ago I was having a conversation with the owner from Ready Set Leads. It was follow up from a how to Profit from Leads webinar Rich and I had just completed. This was a webinar where we were teaching an easy to learn simple, non-selling system for buying and closing MLM Leads.
If you happen to miss it, no worries, we’ll be doing one again. Just keep your eyes open for Rich’s wonderful emails. If you’re not subscribed their newsletter, go to www.ReadySetLeads.com.
Anyway, I asked Rich after the webinar if there was anything he would have liked to have done differently. Rich thought for a moment and then he said, “you know it was great, in fact it was fantastic. However there was one thing I was thinking about. I think we should add it next time.”
Here’s what he said – “One of the challenges I hear back from people who have been calling opt-in leads is that they sometimes get a person on the phone who is so focused looking for a job, they’re just not in a place where they could even consider launching a new business.
So these folks don’t know how to respond because this person supposedly responded to a business opportunity lead yet says, “No, no, I just need a job.”
Anyway, the purpose here is to give you some scripts and actionable strategies for managing the conversation when someone says to you, “No, no, what I really need is a job.”
Here’s a couple of ideas for you (and by the way, if you’re just working warm market, these will still work very well):
One of things you should consider is telling everyone that you call, right in the beginning – say something like this – “I want to make sure you were clear in that what we’re going to discuss is the possibility of a profitable income project for you, not employment. Is that okay for you?”
Then wait for response. So you can add that if you’d like.
Let’s role play for a moment. Let’s say you get Jim on the line and you say this, “Hi Jim, this is Monte Taylor from Orlando, FL. I understand you filled out a form indicating you might have an interest in learning more about our income project. Is this a good time to visit for 5 minutes?”
Let’s say Jim responds, “Well, you know what I really need is a job. I’m not interested in a business. I need a job.”
Here’s a smart response: “I’m sorry Jim if there was any misunderstanding. No worries. But if you would, do you have minute to tell me a little about you and your background and what you’re looking for?”
By the way, this will give you the opportunity to listen and learn more about what is going on in Jim’s life at this point, why he’s looking for a job now. To be clear, don’t lead Jim on that you have a job. But use the opportunity to connect and find out what’s going on.
<side note – until you are ready to implement this strategy, you might want to consider using less expensive leads, just as the fresh local leads. Once you are ready to build relationships for the long game, then you can step it up to the real time leads>
Then you can come back and say something like this: “Jim, thanks so much for sharing. It sounds like you’ve got your work cut out for you. I wish you the absolute best in whatever you’re looking for. Jim I don’t have employment for you. But I do have something that you might want to keep in mind for the future. It’s entirely up to you.”
“You deserve to at least see what this is so you can decide for yourself. Jim think about it for a moment – do you need the ‘job’ or is it the income? Most people when they think about it they don’t really need a job; what they need is the income.”
“So if you had a continual income stream, one that you could count on every week, every month, year in, year out – would you still want that job? Here’ the question Jim, if I could show you a way, where in a few years, with some part-time effort, you might have enough income coming in that you’d be in a very enviable position – and that is, you wouldn’t have to work for anyone else if you didn’t want to.”
“If that was possible, would be willing to invest 10 minutes to learn more about it?”
Understand what’s behind all this – my point is, if you find someone who says they’re not interested because they’re actually looking for a job, it might be worthwhile to encourage them to consider the possibility that once they have the job, they might want to begin digging a new well before they need the water.
That is to say, once they have a job, building a side-income project to help insure that if they ever lose a job again, or something happens, they still have a backup plan, a business that could allow them the kind of income freedom and time freedom they’ve always dreamed of. They never have to be employed again if they don’t want to.
That’s kind of wordy – that’s the background. Let me shorten this up for you.
You might say something like this: “Jim, if I could show you a way that once you have a job, you could take a few hours a week to build a side business, with my help, so if you choose not to, you may choose to never ever have to be an employee again.”
“Would that be something you’d take 10 minutes to learn more about Jim?”
Very important in closing, don’t promise people that they can build the income fast enough that they don’t need to keep looking for a job. The truth is – it often takes some time to build a substantial business, so never advise people not to look for a job.
You could say it like this – “Jim, when people are really thirsty what they need right away is water and they need it fast. But once they’ve found the water, they may want to consider digging a great big well before they ever get thirsty again. And I can show you how to do that.”
“Would you willing to invest 10 minutes to take a look? Jim I don’t know well, but I believe you deserve to see this so you can decide for yourself.”
Don’t be afraid to take the lead and guide people a little bit. Be their thinking partner. Be creative. Take a chance. You could become their life saver.
I hope these tips help a little bit and that you never get stuck without an appropriate, strategic response when someone says, “What I really need is a job.”
To learn more from Monte Taylor, go to his blog – http://www.MonteTaylor.com – and subscribe to his free, weekly audio blog.