This Will Make Or Break Your Business.
3-way calls will make or break your business. It is the single most important thing to execut each day with both your upline and downline. If you think its just get a prospect on the phone with another business partner you probably won’t have success with it. Here is how it should be done from both sides.
When arranging a 3-way call, say “I’d like to get you on the phone with someone that will really be able to help you figure out if this would work for you.” Then get 3 three available times the prospect will be available in the next 24 hours.
The 3-way call is the most important tool we have to close prospects. Just remember to position the call as a resource to help your prospect. Don’t ask to have the call, tell the prospect that is the next step.
You are the expert, speak with confidence. Tell them this is the next step to help them decide. You know they have questions and this is how they get them answered. Execute this right and it will change the speed of their decision.
Don’t get caught up in being a question answerer. This is easy to do. Here is your pivot statement. “These are great questions and it definitely sounds like you want more info, so I’ll tell you what we will do next.” Then go through the process of setting up the call. Or if they are a NO with an excuse. “I understand, but I’d like you to talk with my upline, they had similar issues before they started. I promise it will be worth your time.” Then set it up.
Now lets execute the 3-way. Believe in the 3-way, crave the 3-way, master the 3-way call! They provide, 3rd party validation, they allow your upline to train you on how to handle objections and how to bring a prospect to a close. They move your prospect through your funnel efficiently. Even if you are great at closing, the majority of your team won’t be able to. Duplicate the 3-way call!
The pre call checklist.
1. Give the prospect a concise background on the person you will be getting them on the call with. Make sure you let them know that person is successful and is an expert.
2. Prepare your upline on your prospect before the call. An email or text at least an hour before the call with the following info is sufficient. Include Prospects name, location, your relationship with them, Their concerns, what do they currently do professionally or in the past, why you think they would be good at this business and what is their attraction to the business and any strengths or relevant info you think is important.
3. Confirm your call with prospect the day of the call.
4. Get prospect on phone first, then upline.
The flow of the call goes like this. A short introduction by you about your prospect and their name, how you know them and why you think they would be great at the business.
Example. “Hi Dan It’s Jeff, I got Joe Prospect on the phone, we used to work together at the ABC Company. Joe is one of the most professional people I know. He has some interest and some questions; he loves the concept but doesn’t want to bite off more than he can chew at this time. Dan this is Joe.” Then shut up until Dan or the prospect calls you back into the call.
There is no need to give background on Dan, you already did that and there is never a reason to interrupt. You already told them Dan is the expert, sit back and let your upline run the call. The upline person doing the call may sound like this. “Hi Joe, I remember being in your shoes on one of these calls. I don’t know what you expect, but I want you to know I’m not in the business of trying to convince anyone that they should start a home based-business, my job is to share my experience and answer any questions to see if this may be a fit. Does that sound good? “
Then the upline may share a short story about why they like the company based on the info you gave them about the prospect. The upline will then ask them what intrigued them about our business. Their answers will help the upline formulate the best way to get a decision. The upline will then answer the prospects questions with facts and stories that are true and relevant.
So the upline tells the prospect what we do, how we do it and then answers the objections. After that, the upline says “on a scale from 1-10, one being you’d like to hang up and run away and 10 being you want to start right now where are you?”
If the answer is 1-4 customer
5-7, it seems you still have some questions, what can I answer?
8-10, I’m asking them to join, right now.
If they can’t, schedule an enrollment call. Immediate enrollment doesn’t always happen, it’s a process, not an event.
Reasons 3-ways go bad.
1. Call is too long. 15 minutes tops. Do not overwhelm the prospect.
2. It’s not duplicable to do 30 minute calls
3. Leaders can’t do long calls, not enough time in the day.
4. You haven’t gotten prospect the basic info before the 3-way call.
You will be surprised how fast your business grows in comparison to how many 3-way calls you do. Find different upline people to do calls. We all have different personalities, try to match up the right upline with the right prospects! Now go set up a 3-way call!
If you are struggling to find success email me at jeffsfreeleads@gmail.com and in the subject line put “Help Me Succeed Now” I will provide you with information that will change your financial future. Rest assured, I have nothing to sell you, I will not send you to a landing page, I will not prospect you. I WILL HELP YOU get where you want to be, no obligation!
