HOW TO FOLLOW UP WITH A NEW PROSPECT:
HOW TO FOLLOW UP WITH A NEW PROSPECT:
When we follow up with people who have looked at “something” related to our opportunity, we have one basic function and that’s to identify “their” needs in life and show them how our opportunity can help “solve” their need(s). The follow up questions below will not work unless your prospect has seen or listened to, watch or seen an overview presentation or has been introduced to a product they are interested in. For BEST results, read my topic on Peak, Plug and Pass. It’s a remarkable system if you use it correctly.
If you are communicating with someone online, you can send him to a replicated site, let him watch some videos and then follow up with him later that day or the next day. Do not allow more than 48 hours to pass. When you follow up with him, ask some of the questions below, but first ask if he minds answering some questions.
Follow up meetings are NOT a training session. These questions are all about getting to know your prospects and getting them enrolled. Once you enroll a new member, start a strategy session immediately.
Example: “Mary, have you had a chance to look at those videos? Great… thank you for taking the time to look at them, weren’t they amazing? I’d really like to know more about “you” and make sure that whatever help you need is addressed, so can I ask you a few questions.”
You obviously don’t want to all these questions, but pick and choose based on the person you’re speaking to. As you get answers to your questions, any of the questions below will help you.
- If time and money wasn’t an issue in your life, what would you do? What would your life look like?
- If you could improve anything in your life, such as your health, your time freedom or your finances, which one sticks out the most?
- What is it about this industry that interests you the most?
- Is this something you think you can do?
- Have you ever been involved in direct sales or in the network marketing industry?
- If yes, who were you with, how long were you with them, how do you feel you did, what rank did you achieve and do you have a following now?
- Are you with “any” company now?
- If yes, who are they with and are they looking for something else?
- What is it about my opportunity that caught your attention?
- From what you’ve seen so far, what do you like best?
- (if cold market contact) Why did you reach out to me specifically?
- What is going on in your life that I can help you with? It’s most likely going to be an issue of time, money or health. (This is when you listen closely.)
- Are you more interested in becoming a customer or building a business?
- If product focused, try to bring him in as a customer and do not push the business opportunity?
- On a scale of 1-10, with 10 being the most ready, where do you see yourself joining me today? If he replies with 5-6, ask what it would take to get him to an 8-9. Maybe he needs a little more information or maybe he needs to talk with a top leader in your organization.
- If what I shared with you is enough to get you going, would you be willing to start your business today?
- Ask if he is able to maintain the minimum monthly requirement to stay active and qualified. Use whatever number fits your compensation plan. If it’s $100.00… tell him it’s $100.00. There is no since in going forward if he is unable to maintain the minimum financial requirements.
- If he is unable to maintain $100.00 per month, thank him for his interest and tell him that the timing is not right for him now and then ask if you can revisit this with him in 3-4 months.
- If he says no to that, ask if he can point you in the direction of a few people who might be a fit for your company.
Note: There is NO right or wrong answer to any of the questions. All you want to do is learn "who" they are and how you can "help" them.
Be ready to share “your” story. Mary will be more interested if you are excited about some of the products, if you have a testimonial and if you have a believable story. Your story, your excitement and your enthusiasm is very important. Your passion and your knowledge will sell YOU, so take the time to learn as much as you can about your opportunity, especially the compensation plan.
You don’t have to know all the ingredients of your products, but you should at least know enough to explain how your products can help them.
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