FOLLOW UP & BECOME A MASTER CLOSER

"Follow Up & Become A Master Closer"In this article, we will learn how to FOLLOW UP & BECOME A MASTER CLOSER. Follow up to an initial contact with a prospect is essential. Remember in my two previous posts, I gave you the “Formula” that you should apply to become a master prospector.

PRE-FOLLOW UP PHONE CALL

Suppose that you have spoken to a prospect named Bob. You have used the “Formula”, asked your PICK QUESTION and delivered your KEY MESSAGE. You have exchanged information (name, phone number and precise time to call) but you did not give Bob information about your business…You will make a phone call to Bob at that precise agreed time. This is PRE-FOLLOW UP call, with the main goal to RE-ESTABLISH CONNECTION and rapport with Bob, to make him feel good. You will say:

“Hi Bob, this is me again? It will not take long but I would like to share some information with you. It might or might not be for you, but I thought at least to give you a chance to know what I am doing and give you a possible solution to take your family to vacation and make your wife happy. It is actually a WEBSITE LINK TO AN ONLINE VIDEO…do you have access to internet? OK then pick-up a pen and paper and let me give you the link…”

Give Bob the link. You are now ready to transition and SCHEDULE THE FOLLOW UP (CLOSING) phone call.

SCHEDULING THE FOLLOW UP (CLOSING) PHONE CALL

THIS STEP IS KEY! Why? Because if you stop the conversation with Bob at this point, you have no idea when he is going to review the
information, you have no idea whether or not Bob believes it is worth discussing further with you, you have no idea when it would be a good time to call him again.

Because they don't schedule the follow up appointment, most Network Marketers have to go to a rage of chasing. To avoid going through that YOU MUST SCHEDULE A FOLLOW UP APPOINTMENT!

If you have scheduled the follow up appointment and Bob answers your next call, at least you will know that he has INTEGRITY, an essential
skill to a good team member. If Bob doesn’t answer your call, you leave a message reminding him that you had an appointment, that he was willing to improve his life…In that situation Bob will FEEL GUILTY almost all the time!

SEGWAY CONVERSATION MAKING THE FOLLOW UP APPOINTMENT

Make it very easy, like if you are inviting someone at your house and want to know when people will come. We want to be in the posture
where people are guilty if they don't show up. Here is the transcript of the conversation:

YOU: “Bob, I gave you the link to my video, it is 27 minutes long so you need at least 30 minutes to watch it comfortably and take note of your
questions…when do you THINK YOU WILL HAVE A CHANCE TO LOOK AT THE VIDEO?”
BOB: “tonight, when I come back from work…”

THIS IS NOT A VALID ANSWER. You need to pin Bob down!

YOU: “When do you think you will be in front of your computer and dedicate 30 minutes to watch that video?”
BOB: “9:00PM”.
YOU: “what about me calling you at 9:30PM?”
BOB: “10:00PM”.
YOU: “Bob we agree that I will call you back at 10:00PM. You will have watched
the video FOR SURE when I call you at 10:00PM right?”
BOB: “Yes ABSOLUTELY!”
YOU: “OK Bob that is great! I look forward speaking with you tonight at 10:00PM”.

You are done! You have set up the follow up appointment. You have confirmed and make Bob COMMIT to it! Good job. Congratulations!

There will be times when you will have the gut feeling that there might be some distractions in the household. In that case, and before hanging the phone just say: “Bob, could you do me a favor? If for any reason you have not been able to watch that video, please give me a call so that I don't waste my time and can do something else. Thank you.” By doing so, you have TAKEN THE PRESSURE OUT OF BOB.

PREPARING THE FOLLOW UP (CLOSING) CALL

"Follow Up & Become A Master Closer"
Know your GOALS before the call. They could be:

1. Expose Bob to a second round of information like another video or the compensation plan etc…
2. Go straight to product + business presentation (preferred way)

You should always provide Bob with all necessary information about the product and the business. Doing that way, you know that YOUR GOAL during the follow up (Closing) call is TO CLOSE, TO GET BOB SIGNED UP into your business, whether you sign up Bob or your up line does through a 3 ways call (stay tuned for my next post). Prepare a set of very simple 6 to 7 questions where you will move Bob through, close him into the business, or eliminate him (because he is not strong enough), or set up an additional follow up appointment and get him signed up. Be ready to LISTEN, so that proper TRUST AND RAPPORT is established between you and Bob. Do everything possible to eliminate all the objections.

SECOND EXPOSURE

If your goal is do go through a second round of exposure with Bob, proceed exactly the same way than described above but with a different source of information. In this post we have learned how to FOLLOW UP & BECOME A MASTER CLOSER.

TO YOUR SUCCESS & FREEDOM!

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Axel Vauxverdi Online Professional axel@axelvauxverdi.com +1(201)210-4163 +1(201)984-5554 Skype: mbllc8
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12 thoughts on “FOLLOW UP & BECOME A MASTER CLOSER

  1. Dave says:

    Now I need to go back and checkout your prospecting post. I know I’m going little backwards story of my life. Thanks for the post and the tip’s on the follow-up call. Hey love the graphic by the way.

  2. You can definitely see your enthusiasm in the work you write. The world hopes for even more passionate writers like you who aren’t afraid to say how they believe. Always go after your heart.

  3. bi?uteria pandora says:

    This blog is not only well-organized but also very interesting.

  4. bi?uteria says:

    I must show my love for your generosity giving support to individuals that absolutely need help on that idea. Your personal commitment to getting the message all around has been really good and have consistently helped most people much like me to attain their aims. Your amazing invaluable information implies so much a person like me and additionally to my office colleagues. Best wishes; from each one of us.

  5. This is great Axel!! I can tell you have been working hard at this! You are exactly right it is all about the follow up. I love how you took posture with Bob when you asked him to call you back before you called him if he didn’t watch the video’s so you don’t wast your time. People tend to spend to much time on the phone instead of letting there tools do the work. Sending a prospect to some form of presentation is key and will save you a ton of time. So glad I stopped by Axel!! You rock!!

    1. Yes April. I found out that there is no way to automate the entire process. Those who engage personally with people are making the difference. However, you have to find the right balance between doing everything by yourself and automating what can be automated or outsourced to give you enough time to continue talking to people. Many thanks and best regards. Axel

      1. dlysen says:

        The ingredients of success needs personal touch. I do not hope for instant success. You still have to drive your to make your success perfect.

        1. Fully agreed! Thanks. Happy Thanksgiving. Best regards. Axel.

  6. Antwan Delnoce says:

    Finally a blog that didnt contradict it self, amazing writing. 🙂

  7. Sean Supplee says:

    I have never been one for calling people for some reasons however what you have shown in this post and the response rate makes me think twice about trying it out again.

  8. Axel, This is awesome and that’s how it’s done! Remember, the number one reason that people join you in business is that you’ve asked them to join you! Get out there and see the people…

    1. Thank you Jeffrey. I can already see the power of Attraction Marketing! It takes a bit of time to build TRUST but once it is done, it is for the long run. MAny thanks for your support. Best regards. Axel

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