Here’s a Success Factor Tip by Doug Wilde
The follow up has purpose and value. Like most of this business of prospecting, there are some nuggets to learn. Most people who prospect do not take the time to learn (1) What initiates a follow up, (2) When to follow up and (3) What to say during the follow up.
Follow up doesn’t have to be the long and difficult process that many people make it out to be. As you will find out, follow up can be quick, simple and build your business INCREDIBLY!
I have found a valuable lesson that I teach in my Success Factor classes. You must learn to triage your follow up calls. Figure out who is worth your time and who has potential, then get back with them! Your advantage comes from knowing who to follow up with (it is not everyone) and how to do it effectively. After all “your time is your most precious commodity.”
(1) What Initiates a Follow Up
=> Prospect asked for a better time to speak – No initial contact.
=> Prospect asked for more time to review information, product or program.
=> Prospect asks to speak with spouse or friend or…
=> You state that you are looking for serious business partners, therefore this is an important decision – you ask the prospect to review and list out their questions and that you will call back at a set time.
(2) When to Follow Up
=> You follow up with those who have asked with sincerity.
=> You follow up with those who qualified for your time by showing a genuine interest in your business / products.
=> You follow up with those who have demonstrated a strong desire for change. They have dreams and a WHY.
(3) What to Say During the Follow Up
A standard follow up call looks like this:
“Scott, I haven’t heard from you in a while. A lot of excitement has occurred since we last spoke. I’m calling because you showed a lot of potential of being the kind of person willing to make a lot of money. I wanted to answer any further questions that will assist you in making an educated decision about improving your financial situation.”
Or like this:
“Scott, this is Doug Wilde calling. I was recently thinking about you. I don’t normally do many follow up calls. However, you did shown extra potential and desire for a positive change, so I wanted to take a few extra minutes to get with you and answer any further questions that will assist you in getting what you want.”
A standard follow up call works well when you build with excitement and intensity. Get the prospect re-excited. It is important to get them engaged before moving into asking if they have consulted with the spouse, listened to the call, etc.
A “too busy” follow up call works well, if worded correctly. This approach should be used if they didn’t have time to speak the first time you called them.
“Good morning Scott, this is Doug Wilde (with or from) the reason I am calling you today is when we spoke on (give date or day) you suggested I give you a call today (or this week) to see if we had a mutual interest in providing you some details on you generating an additional cash flow with a home business. Is now a good time?”
Being direct and phrasing it this way – “the reason I am calling you today” – the person has to respond to you. You know they’re going to answer you. Let’s look at worst case, a second time you get ‘too busy right now’ as a master prospector you could say; “Scott, I’m curious what do you do that has you so busy?”
The prospect will answer you with what they do and you can use that to move into your interview script. “Scott, are you satisfied with what you are doing and the money you make?” The prospect will answer – just continue with your interview.
This is a very effective technique. Make sure you qualify them quickly and properly. My first week of using this “Success Factor Technique” I closed a premier sale -approximately $6,000!!
Remember – You must learn to triage who qualifies for your time and learn how to properly interact with your prospect. Next, you must learn how to close in a follow up call. That’s another Success Factor Tip coming up in the next DSN @ Home Seminar.
One more tip to profit from – Dynamic Success Now ~ Doug Wilde
~ Success Factor ~ Prospecting Nugget
“I NEED TO DISCUSS IT WITH _________________.”
When someone tells you they are going to “talk it over with another person,” Consider replying with – “_______, is that because you yourself have a strong interest?” “Are you going to be recommending it to them when you talk it over?” Know the answers to these questions. Listen to how they respond! They could be stalling, which means you’re wasting your valuable time by scheduling a call back. If they truly are interested, you can find that out by asking a few pointed questions – “questions are the answer.”
The results you seek will come from “Prospecting.” You must learn to have fun and develop your “power prospecting” skills. Achieve a success-oriented mindset, prospecting skills and tremendous confidence that comes from knowing how to do something right.
‘Life Rewards Action’
Teaching Success Factors
© 2002, Reprinted with permission from Cutting Edge Media’s MLM Marketing and Sponsoring Tips Newsletter.