Acquaintance / Reco Approach - EQ Rep Training Site

Acquaintance / Recommendation Phone ApproachAcquaintances:
Parent's CoworkersPeople invited to family gatherings but don't see oftenFriend's parents from college/high schoolParent's of people you played sports withClose recommendations from your immediate familyRecommendations:Recommendations of Recommendations of Recommendations

ACQUAINTANCE APPROACH INTRO Hey, is (customer name) there? How are you!? I don’t know if my name rings a bell but… My mom / dad works with you at_______ 
I go/went to school with your son/daughter at ___________
I am a friend of _________
I live down the street from you on ____________
I go to church / synagogue with you at ________ 
Does my name ring a bell? It’s been awhile! I was hoping you could help me out with something I'm doing….~RECO APPROACH INTRO Hey is (customer name) there? Hi! this is (your name) I'm not sure if my name rings a bell but I'm the college kid that was over to see ( recommender) the other day... Did (recommender) mention that I would be giving you a call?~
(If Yes): Well I’m not sure how much they told you about me or what I am doing but... ~
(If No): O​hhh... I thought she would give you a heads up haha!  I’m SORRY to catch you out of the blue then... But basically ​( recommender) just t​old me to give you a call because she thought you would be nice enough to help me out with something I’m doing...

Basically, I'm going to school right now at (UNIVERSITY/COLLEGE/SCHOOL NAME) and for the Summer, I am working with this company that allows me to earn a scholarship. And in order to earn the scholarship, all I have to do are these quick little presentations for people. So I did one for (recommender) the other day, and at the end I just asked her who else she knew that would be nice enough to help me out towards my scholarship, and she mentioned you. Now I do get credit just for doing the presentation, so it’s not like ( recommender) said that you would buy everything, haha 😃 She just said you would be nice enough to listen.  So pretty much Mr/Mrs______, all I need is for someone to smile and nod at me while I do a quick 45 minute presentation. And actually, you may even have some of this stuff already; it’s called Cutco! Have you ever heard of it?~(If yes): ​oh cool! Do you own it? Who do you know that owns it? How did you hear about it? Awesome! (rapport)... Perfect, well since you’ve seen it before, I can definitely give you the short version. ~(If they own it): Awesome! How long have you had it? Who did you get it from? I can even help you to get your stuff serviced and sharpened and show you all the new stuff! ~(If no)​: Ok well it’s just a bunch of really nice stuff for the kitchen – cutlery, cookware, accessories... things like that. And I am sure you already have all that stuff , so like I said you don’t have to get anything if you didn’t want because I get credit just to show you~(SLOWLY) Soooo I’m not sure what y​our schedule is looking like, but generally speaking, are days or evenings usually better for you?~Okay, Great, I actually need to do (# OF DEMOS) more appointments by (3 days out) in order to stay on track for my scholarship, So I could schedule a google meet call on (DAY) at (1ST TIME) or would something like (2ND TIME) work better for you?~ (NARROW DOWN TO A SPECIFIC TIME) 
FIRMING UP: (PREVENTS RESCHEDULES) Okay great! Thanks so much this really helps me out! This means the world to me!
~
I’m going to put this in my schedule for _​____@_____. N​ow what’s your email address Mrs________ so I can send you my google meet link?​??
~
Okay great. And again I have that all set in my schedule for ____ @ ____. Now, do you have a planner or schedule or calendar that you could write me in on? Let me know when you’re ready...
~
Great! Can you write down the following:
Our appointment will be on (DAY) @ (TIME)
Can you also jot down my 8 digit confirmation number? (GIVE REP #)
Can you write down my name? My name is ____! You can put a smiley face next to my name so you know what I look like when you get on Google Meets? As a reminder I’m friends with (Recommender) 
~
Awesome! Will your spouse be joining us too? I get double credit when I sit down with both spouses!
~
Great! Well thanks again Mrs._______!! I really appreciate you doing this. I Know That Taking 30 minutes out of your busy schedule to listen to a presentation might not mean the most to you, haha, but it really does mean the world to me.
~
Someone actually had to cancel their presentation the other day and it really put me behind on my goals, but now because of you, I’m going to be back on track!!
~
So thank you again so much! I promise I will be in and out before you know it, and I will make it the highlight of your day!!! :)

HANDLING QUESTIONS ON THE PHONEHow long will it take?
Two days. But don't worry - I’ve got an endless supply of dad jokes to keep us entertained. (PAUSE) I'm just kidding - My part will only take 35-45 minutes, unless we get to just chatting and having too much fun. So is __ at ___ good, or would ___ be better for you?~I already have Cutco.
Option 1) Great! How long have you had it? How do you like it? I know you probably don’t need any more, but I would love to call, review the guarantee, and maybe get a testimonial letter! I’ll show you some of the new stuff plus I still get paid just like a full presentation. So is __ at ___ good, or would ___ be better for you?~Option 2) That’s great! How long have you had it? I know you probably don’t need any more, but it will really help me to practice with you because people who already have Cutco can help me out with the best feedback! Plus, as part of your guarantee, I can show you how to get it serviced as well! So is __ at ___ good, or would ___ be better for you?~I'm Busy OR Call me later/ call me next week/etc.
Option 1) I understand that. I’m super busy too trying to pay for school. It doesn’t take very long - I’ll be right on and right off - plus it’s a lot of fun! So is __ at ___ good, or would ___ be better for you?~Option 2 - Last Resort) I can totally appreciate that - I am really busy too with this job and school. The last thing I want to do is come in between you and your schedule. It's just that this is really important to me because I’m in this (contest/scholarship race/push period/fast start) and I NEED to get in ____ appointments by (day of the week)... So how about I make you a deal: I’ll call you for just 15 minutes. If you don’t see anything you like, you have to go, or I even just look funny then you can jump off the call and it will still be really helping me out for school and everything. So can you squeeeeeze me in for like 15 minutes on _______ or would ________ better?~That time/day doesn't work
Okay, is that a bad time or a bad day? (Let them answer). What is normally better for you: morning, afternoon, or evenings? (let them answer) In that case, can you squeeeeze me in on __ at ___ , or would ___ be better for you?~Could you call me back later and we will set a time?
Option 1) I can definitely call you back, the only thing is I really need another ___ appointments for this week to get a full week’s pay so if you could set something up now, it would mean so much to me. It's a really quick presentation. I promise I'll be in and out before you even know it! So how’s _____ or would ______ be better for you?
Option 2) I can definitely call you back. What day would you like me to follow up again? When on (the day they tell you)? Early morning or late evening? You are sure you will be home then? Let me just write that on my schedule… You know what... I’m actually available at that time. Since you know you will be free then, I can just call for the actual appointment then. Sound good?~Can you call me to remind me?
I want to make sure I have a full schedule and won't be lacking any appts. If you’re not sure about that time, why don’t we just find another time that works better for you?~What is Cutco? OR What's the product?Option 1) It’s a high quality line of cutlery and kitchen stuff. I’m sure you already have plenty of knives, but I get paid just to show it. So is __ at ___ good, or would ___ be better for you?~Option 2) Baby alligators, your kids are going to love them... (PAUSE) I'm just kidding, it's called Cutco. Have you heard of it before?~Option 3) Waterproof towels/Solar-powered flashlights/Glass bouncy balls... (PAUSE) I'm just kidding, it's called Cutco. Have you heard of it before?~Option 4) It’s cattle and livestock. I’ll bring over some cows, sheep, and goats, you know, I’ll try to not get too much hay on your floor… (PAUSE) No I’m just kidding, it’s just some stuff for the kitchen and the outdoors. I know you have plenty of things like that, but I get paid just for telling you a little bit about it; and it really helps me out as part of my training. So, is ___ at __ good, or would ___ be better for you?~I’m not interested.
That’s great because you don't have to be interested at all! Like I mentioned, I get paid just for seeing you. It's real quick, and you’ll really be helping me out just by giving me your opinion on how I'm doing. Plus it’s all online so it makes it super easy. So is __ at ___ good, or would real quick at ___ be better for you?~How about you just say you did the presentation?
I really appreciate your willingness to help me and I wish it were that simple, but it is all on an honor code. The company has been very good to me and trusts me, so I have to be honest about my presentations. Like I said, I get paid just to show you, so it would really help me out if I can call you on _____ at ______, or would ______ be better for you?~I’m leaving town.
Oh that’s great! Where are you going? (Let them answer) Can I come? (PAUSE) I’m just kidding! :) Well it would really mean a lot to me if you could squeeeeeze me in for a few minutes before you leave... (Pause, wait for response)~If they don't object: So when exactly do you leave? So, I could call you on __ at ___, or would ___ be better for you?~If they still say no: Oh okay, then I'll get in touch with you when you get back. When would be a good time to follow up?
~
Seen The Demo 100 Times! 
That’s great! So you could probably do it better than me! All I have to do is walk through some things on the website and you can give me some pointers. It would really help me out with my contest and scholarship chance. So would ____ or ____ be better?

Acquaintance / Recommendation Phone Approach

Acquaintances:

Parent's Coworkers

People invited to family gatherings but don't see often

Friend's parents from college/high school

Parent's of people you played sports with

Close recommendations from your immediate family

Recommendations:

Recommendations of Recommendations of Recommendations

ACQUAINTANCE APPROACH INTRO

Hey, is (customer name) there? How are you!? I don’t know if my name rings a bell but…

My mom / dad works with you at_______

I go/went to school with your son/daughter at ___________

I am a friend of _________

I live down the street from you on ____________

I go to church / synagogue with you at ________

Does my name ring a bell? It’s been awhile! I was hoping you could help me out with something I'm doing….

~

RECO APPROACH INTRO

Hey is (customer name) there? Hi! this is (your name) I'm not sure if my name rings a bell but I'm the college kid that was over to see ( recommender) the other day... Did (recommender) mention that I would be giving you a call?

(If Yes): Well I’m not sure how much they told you about me or what I am doing but...

(If No): O​hhh... I thought she would give you a heads up haha! I’m SORRY to catch you out of the blue then... But basically ​( recommender) just t​old me to give you a call because she thought you would be nice enough to help me out with something I’m doing...

~

(If yes): ​oh cool! Do you own it? Who do you know that owns it? How did you hear about it? Awesome! (rapport)... Perfect, well since you’ve seen it before, I can definitely give you the short version.

~

(If they own it): Awesome! How long have you had it? Who did you get it from? I can even help you to get your stuff serviced and sharpened and show you all the new stuff!

~

(If no)​: Ok well it’s just a bunch of really nice stuff for the kitchen – cutlery, cookware, accessories... things like that. And I am sure you already have all that stuff , so like I said you don’t have to get anything if you didn’t want because I get credit just to show you

~

(SLOWLY) Soooo I’m not sure what y​our schedule is looking like, but generally speaking, are days or evenings usually better for you?

~

Okay, Great, I actually need to do (# OF DEMOS) more appointments by (3 days out) in order to stay on track for my scholarship, So I could schedule a google meet call on (DAY) at (1ST TIME) or would something like (2ND TIME) work better for you?

~

(NARROW DOWN TO A SPECIFIC TIME)

FIRMING UP: (PREVENTS RESCHEDULES)

HANDLING QUESTIONS ON THE PHONE

How long will it take?Two days. But don't worry - I’ve got an endless supply of dad jokes to keep us entertained. (PAUSE) I'm just kidding - My part will only take 35-45 minutes, unless we get to just chatting and having too much fun. So is __ at ___ good, or would ___ be better for you?

~

~

~

I'm Busy OR Call me later/ call me next week/etc.Option 1) I understand that. I’m super busy too trying to pay for school. It doesn’t take very long - I’ll be right on and right off - plus it’s a lot of fun! So is __ at ___ good, or would ___ be better for you?

~

~

That time/day doesn't workOkay, is that a bad time or a bad day? (Let them answer). What is normally better for you: morning, afternoon, or evenings? (let them answer) In that case, can you squeeeeze me in on __ at ___ , or would ___ be better for you?

~

~

Can you call me to remind me?I want to make sure I have a full schedule and won't be lacking any appts. If you’re not sure about that time, why don’t we just find another time that works better for you?

~

What is Cutco? OR What's the product?

Option 1) It’s a high quality line of cutlery and kitchen stuff. I’m sure you already have plenty of knives, but I get paid just to show it. So is __ at ___ good, or would ___ be better for you?

~

Option 2) Baby alligators, your kids are going to love them... (PAUSE) I'm just kidding, it's called Cutco. Have you heard of it before?

~

Option 3) Waterproof towels/Solar-powered flashlights/Glass bouncy balls... (PAUSE) I'm just kidding, it's called Cutco. Have you heard of it before?

~

~

~

~

I’m leaving town.Oh that’s great! Where are you going? (Let them answer) Can I come? (PAUSE) I’m just kidding! :) Well it would really mean a lot to me if you could squeeeeeze me in for a few minutes before you leave... (Pause, wait for response)

~

If they don't object: So when exactly do you leave? So, I could call you on __ at ___, or would ___ be better for you?

~

If they still say no: Oh okay, then I'll get in touch with you when you get back. When would be a good time to follow up?

(If No): Ohhh... I thought she would give you a heads up haha! I’m SORRY to catch you out of the blue then... But basically ( recommender) just told me to give you a call because she thought you would be nice enough to help me out with something I’m doing...

(If yes): oh cool! Do you own it? Who do you know that owns it? How did you hear about it? Awesome! (rapport)... Perfect, well since you’ve seen it before, I can definitely give you the short version.

(If no): Ok well it’s just a bunch of really nice stuff for the kitchen – cutlery, cookware, accessories... things like that. And I am sure you already have all that stuff , so like I said you don’t have to get anything if you didn’t want because I get credit just to show you

(SLOWLY) Soooo I’m not sure what your schedule is looking like, but generally speaking, are days or evenings usually better for you?

How long will it take?
Two days. But don't worry - I’ve got an endless supply of dad jokes to keep us entertained. (PAUSE) I'm just kidding - My part will only take 35-45 minutes, unless we get to just chatting and having too much fun. So is at _ good, or would ___ be better for you?

I'm Busy OR Call me later/ call me next week/etc.
Option 1) I understand that. I’m super busy too trying to pay for school. It doesn’t take very long - I’ll be right on and right off - plus it’s a lot of fun! So is at _ good, or would ___ be better for you?

That time/day doesn't work
Okay, is that a bad time or a bad day? (Let them answer). What is normally better for you: morning, afternoon, or evenings? (let them answer) In that case, can you squeeeeze me in on at _ , or would ___ be better for you?

Can you call me to remind me?
I want to make sure I have a full schedule and won't be lacking any appts. If you’re not sure about that time, why don’t we just find another time that works better for you?

Option 1) It’s a high quality line of cutlery and kitchen stuff. I’m sure you already have plenty of knives, but I get paid just to show it. So is at _ good, or would ___ be better for you?

I’m leaving town.
Oh that’s great! Where are you going? (Let them answer) Can I come? (PAUSE) I’m just kidding! :) Well it would really mean a lot to me if you could squeeeeeze me in for a few minutes before you leave... (Pause, wait for response)

If they don't object: So when exactly do you leave? So, I could call you on at _, or would ___ be better for you?