 After
attending 1997 NLP Master Practitioner Training by Richard Bandler and John
La Valle, I began using NLP to hypnotically gain more customers for a company
of mine. The program was very successful.
My home based company in North Western Canada, supplies
large lumber and plywood manufacturing plants with
GetaGrip!™
It helps their transfer rolls grip the lumber at high speeds. My company
had done quite well for 5 years, dealing with customers within a 7 hour
driving radius. These customers consume a logging truck load of logs in
minutes and turn it into finished lumber using high tech robotic machines
full of furiously spinning laser guided saws. In 1998, the lumber industry
began the worst downturn in profits it has ever seen.
I had to do something fast. Customers with less money
to spend, meant we were going to need more customers. It's very expensive
to send a salesperson out to call on each customer with the sample and pictures,
it often takes hours just to drive from one to the next. So I began a 12
month program of sending a smaller sample, one just the right size to be
a pen holder, along with color copies of the pictures, to appropriate people
at every major lumber and plywood manufacturing plant in North America!
The salesperson stayed home on the phone to follow up on the mailings as
they went out.
The 'follow up script' immediately overcomes the main
doubt a prospect may have, "Will this stuff work?", and moves the prospect
to "Where am I going to put this GetaGrip!™?".
One time sales cost: 12% of the gross profit, of a minimum
sale, per new customer gained. Many purchased more than minimum on their
first order, some as much as 10 times more.
Results: From 80% local market penetration to 61% North
American market penetration, within 12 months. About 80% of those became
repeat customers that continue buying over the phone today.
|
Here's the script:
:-) represents where the prospect is likely
to speak.
(Gain vocal rapport during introductions) :-)
I sent you a sample and photos of GetaGrip!™
:-)
You do have it handy, have a moment, to look at it?
:-)
Do you, have it in hand, right now? :-)
Good! You grab hold of it, you feel good, traction between
your hand and the GetaGrip!™ lets, you know
it works. :-)
You look at the pictures you'll see places, you know,
where GetaGrip!™ is needed. :-)
(Discuss GetaGrip!™ applications
to optimize operations)
When you do want GetaGrip!™,
on your rolls, we have a calculator that will calculate materials, labor
time, and most importantly... roll speed. Just tell me, the roll diameter?
:-)
How many, feet or inches of GetaGrip!™
they need? :-)
And the number of, rolls you are doing. Now, or whenever,
you are ready. :-)
(Begin order process).
Oh! And that sample? Works great as a pen holder on your
desk! When someone comes in with a problem, as they often do, just toss
it to them and tell them to GetaGrip!™
|
