Chapter Six - Napkin Presentation # 6 - Third Party Invitation

Chapter Six: Napkin Presentation #6

Third-Party Invitation

Prospecting Made Simple

This napkin presentation is all about inviting people the a simple way, without pressure or awkwardness, by using a simple third-party approach.

Start with a Question

Ask something friendly and curious:

"Do you know anyone who likes to travel and go on vacation?"

You are not selling. You are opening a conversation. Most people will smile and say, "Yes, I do," or even, "Yeah, I love to travel!"

Then follow with:

"It takes three things to travel and go on vacation. It takes time, money, and good health. If I could show you how to have all three, would you be interested?"

  • If they say No, you have saved time. Move on politely.
  • If they say Yes, hand them your lifestyle card. It only takes 30 seconds to read.
  • If they want to know more, then show them the Own Your Life book.

A Different Way to Prospect

Many people fear rejection. Think of a high school dance: most stop after one No, while others keep asking until they are on the dance floor all night.

Success comes from asking again, never pushing, simply asking.

Launch More Ships

Every conversation is like launching a ship out to sea. Some come back full of gold; others do not return at all. That is okay.

Your goal is to launch enough ships that a few gold ones sail back and when they do, you will be there to work with them.

Napkin Graphic A

Most People Have Never Launched a Ship

Think of prospecting like launching from a dock. Every time you ask, "Do you know anyone who likes to travel and go on vacation?" you have launched another ship.

If they say, "No, I do not," simply reply:

"No problem. If you ever meet someone, give them my card."

Then hand them your lifestyle card. You were not rejected. You launched another ship.

Two Possible Outcomes

  • The ship floats: they are interested or refer someone.
  • The ship sinks: they are not interested right now.

Either way, you are still at the dock, ready to launch the next one. When a ship floats, help it become a gold ship.

Napkin Graphic B
Napkin Graphic C

Prospecting Without Pressure

You do not need to nag friends, chase family, or hype anything to build a successful business.

  • No convincing
  • No persuading
  • No begging
  • No pressure
  • No hype

Your job is not to convince. It is to find the right people. You are sorting, not selling, like sifting through a deck of cards to find the aces.