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You've now entered the "following up"
section of our training site. This section is designed to tell you
what to do once people begin to PRE-ENROLL on your team.
Making either email and or phone contact is critical
to the success you will be able to achieve in this business. Some
say "The fortune is in the follow up." It has often been
said that this is a relationship business. This is where this starts
by making contact with your new prospect and then build a relationship
after they have joined.
You learned about autoresponders in the Advertising
Section. We are using one set of autoresponders for driving people
to our site that start out with "Your Account will be Deleted".
We use a second set of autoresponders after a person has visited
our site that say "Hi and Thank you!".
This 2nd set of autoresponders are used once a prospect
visits your site.
You can find all this in the autoresponder setup
menu item in Follow up.
The responses to your advertising on the Internet
usually take one of two following forms.
1) First is to respond to people who have received
one of your first autoresponder messages that are inviting people
to come take a look at your site. Here you want to send emails that
suggest that they take the free tour and confirm your free review position on the
front page of your Concorde site.
2) The next responses, are people that have come
to your site from your advertising efforts that have pre-enrolled.
You will receive an email stating the person has visited your site.
It will contain their name, phone number and email address.
Click here
to get responses to inquiries people reply back by email. Answers
to questions from 1 and 2.
Try to call all the people who have come to your
site. We have scripts you can use to help you get started. Remember
these are a guide to help you have a track to run on. It will also
help you in your qualifying process to find out if you want them
in your business. Note: Call your telephone company to ensure that
you have 3-way calling. Use your upline sponsor for help at first.
(To find out who all the members of your upline team are go to your
Genealogy report. If you don't know who your upline sponsor is,
get their phone number and email address there. You should have
received a welcome letter from them. This is a good time to send
all the members in your upline team an email to let them know who
you are.)
Click Here to get the follow
up scripts.
Click
here to get an Area Code List for your reference, this way you
will know in what part of the country and time zone you are calling,
(again this is non-exhaustive, feel free to add to it.) or Click
here to do a live online search.
Get
Your Own Personal Page. This is not mandatory, but effective
in your follow up. This page when used in your first Hi and Thank
you for visiting my site is a way to make the Internet a little
more personal. Your new prospect will have a more visual picture
of who you are and also know a little more about you. To get your
instructions click
here.
Follow Up is the most important thing you
will ever do to keep your business growing. OF COURSE FOR MOST PEOPLE,
IT'S VERY HARD TO GET USED TO, BUT EVENTUALLY EVERYONE GETS GOOD
AT IT.
Since there is NO SELLING with the Concorde
Group, since the system does so much for you... there is no excuse
for not following up with individuals.
I’m not going to remind you about using an
AutoResponder, because I’m going to assume you already have
one. You can find one in the menu up top under follow up.
Once you've emailed someone or talked to someone
on the phone, you must continue to call them to follow up. Email
doesn’t cut it anymore. This is a RELATIONSHIP business. Email
only has so much relationship in it. You’ve got to TALK to
them. MEET them if you can. So remember to use all the tools, from
email to calling to the Next Wave automated voice messaging system,
to get 7-8 contacts to close a prospect.
THE RULES OF FOLLOW UP
Here's the cold, hard truth: every prospect
not properly followed up on was a complete waste of your time.
If you are not following up with people on a timely
basis, you are losing money. Big money. In fact, I figure that every
prospect you bring through the system is worth $1000 to you in the
long run, whether they get in or not. It's just the law of averages.
So every time you don't follow up, you lose $1000! Ouch!
Why do people not follow up? Two main reasons:
1. They aren't organized
2. They are afraid.
Most people aren't organized because they are afraid,
so it pretty much all comes down to fear. It takes a lot of courage
to call people in the first place, never mind calling them back
when they only seem partially interested. But your follow up is
the key.
Here are my rules for professional follow up:
1. Always set up a time and date to get back
to someone after every call, meeting or event.
2. Always call when you said you would. It’s
just as rude to miss phone meetings as it is to miss meeting in
person
3. Always ask, "did I get you at a good
time?" Reschedule if it’s not a good time. You don't want
to talk to someone who is not in the mood to talk.
4. Make notes about each call. That way you can
quickly build rapport. People love to know they are remembered.
5. After every meeting or conversation you can
ask an action question like, "would you like to get started?"
Don't be afraid, asking those action questions a lot is the reason
you get paid a lot.
How often?
I suggest you call someone three times if they haven't
called you back. If someone doesn't return your call after three
calls, they may just have a hard time saying no. Three times is
not too pushy. It’s very professional, in fact.
If someone does say, "it's not for me?"
ask them if it would be ok for you to stay in touch as new products
are announced. Put these people on a "touch list". A touch
list is a list of people who asked you to stay in touch. You can
send postcards or letters to these people once a month, once a quarter,
or every time something eventful happens. Some people you'll want
to call. Sometimes the call makes the difference. Make sure you
ask them how their life is going first.
People respect that.
Follow up is a real big problem for some people.
If you don't master this, you wont make big money. Do whatever it
takes to build your skills in follow up.
Also check out Third
Party Validation
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