Recruiting Tips: Following Up With Your Prospect
Continuing on today with going through Eric Worre’s book Go Pro
I wanted to talk about the Follow Up.
As far as recruiting tips go this is probably one of the most important area and the least amount perfected by most new Network Marketers.
I love the way Eric breaks follow up down into 4 concepts.
I am going to give you those 4 concepts in summary so I encourage you to read the book to get the whole story.
There’s an old saying in MLM that the Fortune is in the follow up and I believe that to be true.
So many Network Marketers either don’t do follow up at all or just don’t know understand these 4 important concepts.
Here are the 4 Concepts of Follow Up
1. Follow Up is doing what you said you would do when you said you would do it.
If you say you are going to call someone back at a certain time then you better call back at that time.
This seems like such a simple and obvious concept, but you would be surprised how many miss this totally.
Eric tells this story about his father in the book that I think is worth sharing.
I sold real estate the year before I got involved in Network Marketing. My father and his partner owned the company. One day I was in the office and a gentleman by the name of Chuck Aycock showed up for a 10 a.m. meeting with my dad. It was 9:55 a.m. and my dad wasn’t in the office yet.
I greeted Chuck and told him I was sure my dad would arrive soon. At 10 a.m. exactly, Chuck got up and said, “It’s 10 o’clock. Your dad isn’t here. Have him call me if he wants to reschedule the meeting.”
I couldn’t believe it. He came all the way to the office just to leave 30 seconds after the appointment? I told him, “Mr. Aycock, I’m sure he’ll be here any minute. There’s no need to leave.”
And then he told me something I never forgot. He said, “Son, either you are early or you are late. He’s late and my time is valuable. Have him give me a call if he’d like to reschedule.” And he left!
The lesson of this story is that people respect a person who does what they say they are going to do when the say there are going to do it.
People respect a person who respects their time.
So, the concept is Do What You Say You’re Going to do!
2. The reason to have an exposure is to set up the next exposure.
When I first started in Network Marketing a hundred years ago, I was taught that the follow up was for the sign up.
I’ve have learned over the years and especially after reading the book that it’s for setting up the next exposure.
The goal has totally changed from getting the prospect on the first exposure to keeping the process alive.
Eric talks about how to respond on the follow up call whether they have reviewed the material or not.
If they have had the time to review what you ask of them then the recommendation is this.
First never ask, “What Did You Think” because they are going to tell you and most likely it’s not going to be great.
A better question is “What Did You Like Best” which will get them thinking in a positive mindset.
Another great question is “On a scale of one to 10, with one being zero interest and 10 being ready to get started right away, where are you right now?”
From here you set up the next exposure and keep the process going.
You need to be in control in a professional manner and your prospects will respect you for that.
3. It takes an average of four to six exposures for the average person to join.
When you haven’t learned concept 2 you will put too much pressure on yourself and the prospect to join on that firstThe Money is in the Follow Up
Once you understand that prospects who sign up on the first exposure are rare you will start to become more professional in your follow up.
Because of the undue pressure you put on yourself and the prospect you end up moving on too soon or even worse damaging the relationship you had with that person.
Once you understand that it takes an average of four to six exposures for a person to join you understand that keeping the process going is essential.
Four to Six is an average, which means that for every person who joins on the first exposure, there’s going to be a person who takes more than 10 exposures to join.
Keep Your Urgency–but have patience!
4. Condense the exposures for better results.
Professionals condense their exposures into the shortest time possible.
People are busy and easily distracted, so it’s important to keep their interest. The best way to do that is to stack the exposures as close together as possible.
Trying to get multiple exposures spread out in a week would be ideal. Maybe a video one day, a webinar the next, and then maybe a three-way call.
A slow process will be difficult because they will get distracted by life between each exposure.
Just remember the faster the better.
In his book, Eric Worre goes on with “Questions and Objections” and how to handle them during the follow up process.
This is very important and another reason to get his book and read the whole thing.
I hope these recruiting ideas will help you step up your game and become more professional.
The Eric Worre’s 90 Day Plan is one that you should look at also. If you want to condense time frames like the Pro’s do this is the plan.
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