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?”
YOU: “what about me calling you at 9:30PM?”
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
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.
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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