In this article Im going to explain how to follow-up or follow through. This is the final step of the Inviting Formula, the formula I successfully use to get prospects to take a look at my MLM Business. The Inviting Formula is:
Greet
Qualify
Invite
Handle any Questions/Objections
Close to Action
Follow-up or Follow-through The purpose of the Follow-Up is to re-contact your prospect and move him/her towards what theyve stated they need, want or dont want. The purpose of the Follow-Through is when your prospect indicates readiness to act (join, enroll, sign-up) then you follow-through by delivering all they need to get what theyve stated they need, want or dont-want. This can start with completing simple distributor agreements, getting products or signing them up for services etc., then moves on to training them. Being effective at Follow-up depends on the previous step of the Inviting Formula Close to Action. You may have read my article about closing your prospect to action. When you close your prospect to action, they agree to do some things, and you agree to do some things. One of which was to re-contact them at a scheduled time. Do that. Thats follow up. You may need to follow-up or re-contact your prospect several times to get them to the stage where you follow-through with them. Im not going to pretend this is fun. It most certainly is not. But, it is a requirement to your success. Ive identified three main areas about follow-up that need to be understood in order to be successful at it therefore successful in network marketing. 1. Close to action well, and youre follow-ups will work out a lot better. 2. Do follow-up. Most dont, thats why most dont succeed. 3. Its not you. I know that doesnt make an ounce of sense but read on and it will. So lets just picture whats going on here. Mr. Prospect has this need/want. For this discussion Im going to say he needs money to pay down his debts and get some breathing room. I could interchange time or anything else here, but for this discussion Im going to use money. So Mr. Prospect is very, very worried about his credit card bills. Hes gotten himself in over his head. There was a time when he didnt have credit card bills. He could pay off the credit card the same month the charges came in. Then he charged something that required two or three months to pay it off, he used a little bit of discipline and reduced his expenses in other areas and with pride he sent in the payment and paid it all off. And at some point he sunk too deep and wasnt able to pay it off in a month or two. Hes been in debt for years. But Mr. Prospect has pride. He is completely convinced he will pay it off. So convinced he starts erecting walls of determination. I will not spend any money on anything I dont need! Alright family, we need to tighten down on spending money. We cant afford that. Honey, can we go to the movies tonight? GOOD GRIEF cant you see WE CANT SPEND ANY MORE MONEY!! A post card hits his mailbox about making money from home. He calls and leaves a message, Im just curious he states on your message machine. You call him back. You do a good greeting and qualify. He doesnt express all the above hes got pride. He wraps it all up in a tiny statement like just looking to make some extra cash. The whole time youre talking hes got one thing on his mind Whats this going to cost me? If it costs anything hes going to put that wall of determination between you and him. This what does it cost question doesnt come up because youre moving right through the Inviting Formula. You conclude that he does in fact qualify and you invite him to look at an online movie. He agrees and you schedule a time to follow-up. You call at the designated time he doesnt answer the phone and doesnt return your phone call. You think its you. You think hes turning you down. You think you need to go back to the drawing board because this thing isnt working. Networker Mr. Prospect needs your help. Hes trapped himself behind his WALL of determination! You need to help him get around, under, through, over this wallwhich requires you to continually follow-up with him. Dont sit around looking at YOUR issues and dreaming up all kinds of stuff its not you. Call the man back, call him again, call him again and keep calling till you reach him hold his hand and walk him through HIS wall. Thats what follow-up is all about. Its not fun, but its honorable. When thinking about or dreading Doing the numbers, remember that every number is a human being. Help that human beingand then, follow-up is a lot easier. Much respect and admiration, Tim Sales |
