The follow up is in fact the most important part of the prospecting process so you need to give it some thought and time to make sure you get it right.
Everyone should consider the below points when preparing to follow up with prospects – a process that tells you whether you can form a long lasting business relationship with the prospect.
Sorting them Out
Make sure you know why you are taking in a new recruit because if you know their skills then you can put them to good use. In this business you sift and sort, not convince.
When first starting out, it’s a good idea to have an experienced up-line or mentor to assist you with prospecting and follow-up. If you are meeting someone for the follow-up it wouldn’t hurt to bring a long a more experienced member. This will help boost your conversion rate and make you an expert within no time.
Before you drag your mentor to your next meeting, contact the prospect and let them know you intend to bring someone to the meeting. It would help if you mentioned some of the accomplishments your mentor has in the industry, and encourage the prospect to ask questions. If the follow-up is done through a phone call, you can ask them to join in on the three-way call, it works just as efficiently.
That process of highlighting your team mates’ achievements is what’s called edification and it helps build respect as your prospect learns more about your supportive network.
Remember what you’re Selling
You should be very clear on that your prospects are not really focused on the fancy products or the smooth compensation plan; what they want is a solution to their problems. This is what you need to target when doing the follow-through’s.
At the end of the day, that compensation plan is essentially a vehicle the person will use to solve some of their existing problems. When selling a business model some sales agents assume that prospects want in simply because they can make extra money. While the cash might be a good incentive, it is also important to make the solution client -specific. Find out what that extra money could do for the prospect, and you have a decent angle to work from.
Closing the Deal
This is the best part of any business transaction and more so in network marketing, but keep in mind the relationship doesn’t end here, and you will continue to interact with the person long after you get them on your team.
The rapport stage is simple enough because people love to talk about themselves but at some point you will have to steer the conversation to the direction you want.
“The reason I’m calling you is to ask if you had a chance to review the information I gave you?”
If they forgot about that, chances are they are not remotely interested in what you’re selling. It’s one of the processes people use to sort out the masses. If, however they made time to read the material, then you can move on to the next. One of the concepts behind successful follow-ups is to make sure the prospect thinks about the positive aspects of the business opportunity, whether those positive aspects are accurate or of their own interpretation.
By asking the right questions, you can steer the conversation in the right direction and have the prospect focusing on what’s important- that is, the remediation of their immediate problems. Some individuals tend to keep an open mind when faced with new experiences and challenging opportunities and this makes it easier to sell the idea. Not everyone is built that way and you will come across rigid people who approach business with a narrow focus. Try not to get rattled when your ideas get challenged.
What to Expect from the Follow up Process
Ideally, you want to get back with that person or couple as soon as possible, preferably within a few days, while the idea is still fresh on their minds. You also don’t want them to talk to the wrong people and get some negative feedback about the industry. It would be harder to get them past this if the feedback came from close friends or family.
The follow-up process can take anywhere from a few days to several weeks and in some cases, you can go for months or even years building friendship and the dream, until the time comes for them to join you.
GENERAL TIPS –
- Book the next follow-up at the conclusion of the plan.
- Ideally, you should follow-up within 2 days.
- You may do the follow-up yourself or have your sponsor assist you.
- Start by building a friendship with the prospect. Do this by taking a sincere interesting their dreams, their goals, and their daily life. The stronger the friendship, the stronger the trust and respect you will have for each other.
- Build them a dream. Dreams inspire people and stimulate action. Find out what their dreams are and what their immediate goals are.
- Train them. Information is very powerful and intelligent decisions are not made in a vacuum.