Follow-up
is the most critical, & the most ignored, part of building a
passive income business.
Less than 5% of people who hear about an opportunity
get involved the very first time they hear about it. Studies show
that, on average, it takes 7 follow-up
contacts with someone before they say "yes" to an
opportunity.
What is Third Party
Validation (3ways)?
PROSPECTING SCRIPTS
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AFTER THEY'VE PRE-ENROLLED SCRIPTS
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Key to Prospecting - Stay Positive : It's a number's
game - SMILE & DIAL :)
If you don’t follow-up,
FORGET ABOUT MAKING ANY SIGNIFICANT INCOME! EVER! The
Concorde Group does most of the work for you, and you'll have people
signing up on your team without any contact from you, since there
is NO SELLING. If you don’t follow-up
with a prospect, you’ve completely wasted your time and money
finding or contacting that prospect in the first place.
Make sure to keep all your important information in front of
you and available during each call:
- Backup scripts for if they answer, or you get
an answering machine
- Your CG geneology open
- In case you need to look up their temporary
ID # or powerline position
- Passwords are all preset to temp97578
- So that you know when to contact them next
- Store all the information they have
given you about themselves
- Really get to understand & know
your prospects
Remember to spend most of the time gathering
important information about them.
Try and make yourself as comfortable with the scripts
as possible, so that you are not reading them. You need to be as
sincere and personable as possible.
Take your time with the questions. Don't hurry through
them. Give your prospect and yourself plenty of time to ask and
answer these in a conversational kind of way.
By the time you've done this, you have gathered
a good deal of information about them, you have built rapport, and
you have established a relationship with them, which is most important.
Some points to remember.....
Give them plenty of room to chat (but not too much,
10-12 min is plenty).
You are probably the first person in a long time
to actively take an interest in them, their life and their opportunity
(and they will love you for that!)
Remember, during your first call, your goal is
to be a listener. Find out about them, their challenges, what
is working, what is not.
Your goal is to position yourself as an advisor
and trainer to the MLM industry.
In order to do that, you must be LISTENING
to them, before you can offer advice. Your goal is NOT to sell on
this first call, but to gather information and build rapport.
It can take 6 or more contacts to make a sale, so
your main objective is simply to get the process started.
As you go thru the conversation, ask yourself, does
this person have the attitude, tonality, and personality to make
it in the industry of network marketing? In other words, do they
have a good attitude with you. Are they being open minded, polite,
professional, or are they trying to give you the brush off? It is
important that you begin to DISCERN whether or not they are a good
prospects for you.
Now, should you wait 5 days after your first contact
to call them back? Absolutely not! You might call them back later
that day, or the next day, to see if they went to the website or
got through the information.
Then, you might call them the day BEFORE the live
call you might have recommended them to join you on, and the day
OF the live call. Why? To remind them of the call. (All these additional
calls allow you to gather more information, and build more rapport).
And don't forget, each time you make one of these calls, you are
getting closer to that magical 6th call, where upon the bulk of
all sales are made. Don't ever forget this.
(You see, most people rush and try to slam people
in. This doesn't work well over the long haul. Take your time with
people. Start stacking the odds in your favor. Its all about frequency
of contact. Its better to have 6 ten minute calls then it is to
have 1 one hour call. Remember....you are a PRO, and they NEED you.)
And then right after the live conference call, you
will want to follow up with them again, and that's when you ask
for the order, and do a live 3 way call with your sponsor or upline,
to help cinch the deal.
Some other helpful tidbits to consider....
Each time you have contact with your person....tell
a testimonial and promote an upcoming event, product or service.
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