How to work with scripts

You launched your business and your coach gave you a few scripts which outline what you should say to someone about the business. The script sounded great when you read them to yourself, but when you try to use them you get tongue tied and sound like a robot.

You should treat a script like it was a blue print for building a house. It tells you what material to use and where to put it, but it doesn’t tell you how to put it there. You are probably really confused now.

Let us get started with the basics of a contact. You probably started the business because you got excited about the product and you trust the person who introduced you to the business. What got you excited was how the person presented the business and the products. Trust was built by your interaction with the person. It is going to be very difficult to get someone excited about you, your products or the business if it sounds like you are reading from a piece of paper. This immediately tells this new prospect that you are new to the business and it will discount your ability to teach or lead. Teachers and leaders are prepared, before they present their material they create a lesson plan and they already know the material.

In our business people invest in you, they do not invest in the business. Yes we sell them a product or we get them started with a product kit but that isn’t an investment. They truly invest in you. So you want your new prospect to know from the start that you are sincere, prepared, and ready to help them achieve their goals.

Here are a couple of tips for working with scripts that need to be acomplished before you make the first phone call or make your first face to face contact:

• Read the script until it is memorized. Some people can do this in one read. It takes me about an hour to get it down.
• Add your own gestures and flair to the script. If the script isn’t written the way you speak then make some changes. As long as the facts remain the same as originally written you can add your own flair.
• Practice in front of the mirror, family, or a friend until you are comfortable that you are speaking from your heart not reporting the news.

Stick with it until your presentation is down. Always smile before you make your first presentation, even if you are doing so over the phone. People are looking to work with happy, excited, and motivated. If your first few contacts are not that great because you are nervous, stick with it. You will get better. When I get nervous on a contact with a new product I always apologize and say “I am sorry I am a little nervous because this is very exciting and I do not want to mess this up for you”. You would be amazed what that does to turn around the call.