I work with a graphic artist that prepares my customer’s logo and info for imprint on promotional items. I have worked with graphic artists for over 25 years and in general they are not extroverted type people. Friendly sometimes but rarely extremely outgoing.
Kay has been working with me just over a year now and she makes jewelery she sells online as well. Recently she decided to help some friends with their business. Her job is to approach tourists at area hotels near Disneyland and persuade them to attend a 2-hour presentation about time shares.
She puts in about 6 hours a day, 5 days a week and contacts 100-150 people per week. Her goal is to get 4 people to attend the presentation per week. When less than 4 attend she is paid for her hours but when 4 or more show she is paid a commission. Commission pays waaaaaaaaay better,
In only 2 of the past 7 weeks she has earned a commission. So I inquired as to what she was doing on her approach, what does she say? She’s got the rapport building part figured out but she’s at a loss for setting the hook. She needs a Power Statement so the prospect will open their mouth and take the hook.
In her approach she mentions that they will walk away with $100 cash in exchange for their 2 hours of time.
After a few more questions I wrote her a Power Statement that had her ROTFLHAO. If you can make them laugh, they’ll buy. I further instructed her to deliver this Power Statement for one week and she would see a marked improvement in her results ensuring an earned commission.
Kay’s Power Statement
“If I could show you a completely legal way to earn $100 for just 2 hours of your time without removing your clothes, would you be interested?”
$50 an hour equates to $100,000 a year in a job. Most of the people she’ll contact don’t make that kind of money on their job so the offer is tempting. “…without removing your clothes,” makes’em laugh and think about the offer.
“…, would you be interested?’ is a question that weeds out the dead wood. If they’re not interested she can move on to the next prospect. It’s a numbers game and the more people she contacts the better her chances of earning a commission. She should politely thank them for their time and excuse herself.