deborah.nu - the network marketing training resource for people
that are looking for a second income and a home based business .
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FOLLOW THROUGH
There are many stories of people joining our business after having been contacted and actively recruited by two, three, or even more distributors over a period of several months. If they were interested in pursuing the business, why didn't they sign up with the first distributor that contacted them? One of the reasons this happens is that distributors all too often get busy, lose contact with their prospects and fail to do proper follow-ups.
Prospecting in this business is not telling somebody about the opportunity or running him or her through the 4-Step System once and then expecting an answer. Usually you will need to meet several times and often answer the same questions over and over again before your prospect is ready to make a decision. Follow-up meetings are frequently just continuations or repeats of the first meeting. Many times the prospect just needs to gain a certain comfort level with you (build trust and a personal relationship) or get more detailed responses to his or her questions.
Your enthusiasm and urgency are often more important than the quality of the material you present. Any excitement your prospect has for the business, however, will evaporate quickly if you do not keep in touch. (This is true of newly signed reps too.) So be sure to schedule a follow-up meeting at the conclusion of the first meeting. It is very important to call within 24 hours, while the meeting is still fresh in their minds and they still have a high level of excitement.
Be positive and excited. Your tone of voice and your positive facial expressions are important. Enthusiasm is a priceless asset mostly because it is contagious. If you maintain a high level of enthusiasm, the people around you will tend to do the same. Remember it is not what you want to say that is important. It is what the person wants to hear that is vital; and people almost always are more receptive to information delivered with an upbeat, positive attitude.
Patience, persistence, and courtesy are important, however, you can't allow an indecisive prospect to consume all of your time. You need to ask where they are in their decision making process; but don't ask, "What have you decided?" or "Are you going to join?" Use an assumptive attitude, expecting people to say yes. Here are a few suggested phrases called trial closes you can use to find out:
"Have you decided how you're going to spend your first $1,000?"
"After seeing what you've seen and having your questions answered tonight, is there any reason you couldn't get started this week?"
"Wasn't that a great meeting? How do you want to get started?"
. It is usually more effective to ask closing questions in person. Therefore, find a good reason for meeting people without having to schedule a formal "business meeting". For example, you might say, "I 'd like to swing by and pick up the materials I gave you at the meeting. Will you be there at 1:00?" OR: "I just found out that there is a training meeting on Saturday, why don't you join me. It will give you a chance to learn more about the business and, if you're ready to get started it will give you nice jump start."
When done properly, the three-way conference call is a very useful follow-up tool. Arrange the call ahead of time with your upline and give him/her as much information about the prospect as possible. It is also important to prepare your prospect for meeting or conferencing with your upline. Knowing in advance that your colleague is busy, experienced and successful will predispose your prospect to be receptive to what your upline has to say.
To start the call, when your prospect answers, relate immediately that you have one of your associates on the line. Introduce them if they have not met, then let your upline take over. The call then becomes training for you as well as for your prospect.
Although your primary prospecting focus will be on finding business associates, many prospects that are not interested in the business opportunity will be willing to become customers for our products and services. Moreover, there are countless examples of people who initially said no to the business opportunity, who after using the products, realized that they had made a mistake and became distributors. So, don't overlook opportunities to acquire customers.
Yours in Success, Your Deborah.nu Staff
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