Did You Realize That A No-Show Is Like Money In The Bank by David Ledoux
His pacing was making me nervous, like a pimply teenager trying to find
someone to buy beer on a Friday night. The incessant beating of his fingers on
the table felt like shards of glass being driven into my brain. I kept one eye
on the giant clock that hung in his kitchen. The relentless ticking echoed
throughout the empty room.
It was like a scene from a horror movie. I was at a downline member's house
for a Wednesday night in-home presentation. At least nine guests were 100%
confirmed to attend at 7:30. It was 7:42 and it was just Joe Eager-Beaver and I.
He wasn't looking too happy. I could hear him muttered profanities under his
breath and wishing horrible fates on his 7 buddies.
Have you been there? Have you walked a mile in Joe's shoes? Or mine? Have you
had guests "no-show" you as you build your empire? Have you been at a
meeting that just didn't materialize? Here are some thoughts to help you keep it
all in perspective.
1. The better you are, the more no-shows you get.
Pros work the Law of Big Numbers. In today's era, you have to invite 10 to
get 1. Constantly working lots and lots of prospects ensures lots and lots of
no-shows. The magic is to focus on the ones that show.
2. One-on-Ones feed the in-homes.
The secret to a huge in-home presentation is to have 100% of the guests
already pre-qualified. If you and your sponsor do 15-20 two-on-one presentations
in the next 2 weeks, at least 6 to 8 of them will want to take a second look at
an in-home meeting.
3. The invitation needs to be compelling.
The invitation is critical. You need to use certain mental triggers to get
the prospects to overcome the pain of moving from sitting on the couch watching
Wheel of Fortune to getting into their cars. Use the credibility of your upline.
Mention how busy he or she is and how valuable their time is. Give them a
specific starting and ending time so they know exactly how long it will take.
Use SCARCITY - mention you can only invite 5 guests and that you are one of them
Mr. Lucky!
4. Every No-Show is like money in the bank!
Call every no-show after the meeting and let him/her know that they missed a
chance to learn 3 different ways to make an extra $1000 a month. Book a time to
buy them a coffee in the next 3 days for a follow-up 1on1. They have a certain
amount of guilt for blowing you off. Leverage that guilt to get together for
coffee. Remember, you are doing them a FAVOR!
5. Show the plan no matter what.
When your downline gets no-showed, build up their confidence. Let them give
YOU a 1on1. This is an excellent time to practice. No matter what, get them to
show the plan!
6. Book a meeting from a meeting.
The purpose of an event is to book the next event. Get out your planner and
co-ordinate schedules. A no-show is a tiny blip on your way to the top of the
compensation plan. Book your next meeting right then and there.
Repeat after me. A no-show is like money in the bank. A no-show is like money
in the bank. A no-show is like money in the bank!
I appreciate you. Good luck in your networking business!
David Ledoux
