Follow
Up, Trial Closes and Closing mlm Prospects
Downline
Building Strategies for you and your downline
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Contents:
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(((((((( FREE MONTHLY REPORT )))))))))))
Send a free subscription offer to your downline
friends. It's
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Follow Up Questions & Answers |
The
following is a continuation from the last newsletter: If you have not read
"The Art of Asking Questions" please email me and it will
be sent to you
immediately.
riverfront@bentonrea.com
As a
potential sponsor and leader you MUST be in control of the conversation. The
first time you call your prospect will be an information gathering stage.
This is the time to ask questions about their background in networking, how
long they have been in, etc. Please remember to write notes on the
conversation because if they are a good prospect this call will be the first
of many follow ups to this person.
The second call should start out
with a general how are you and then get into talking about their
hot buttons. Remember you should have discovered some of them in your
first conversation and if you haven't then
try hard to get some of them
exposed as soon as you can.
Example: Hey Joe, the last time we spoke you had mentioned that your car was on it's last leg, correct? Well have you buried it or has it found some extra life? Make sure you include a chuckle so they know you are joking.
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How to Transform Cold to Warm |
Hopefully a few chuckles from yourself and the prospect will lighten the conversation to a point that you are now talking to them as a friend instead of a cold (brrr) contact.
Whenever you can get into personal details you have a much a prospect who will be receptive to your offering.
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Find Their Hot Buttons and Push Them |
Start by asking the prospect if they had the chance to review the information you sent them or if they had the opportunity to download it: if they say yes, ask them to grab it and then start asking questions on any aspect of the material, company, compensation plan, products, etc.
- "Joe, you have had a chance to review the material could you please tell me what caught your eye"?
- What areas would you like to discuss that could help clear up some questions you might have? ie: Later in this article we will have a list of "tie-down" questions, and trial closes that you can add to your vocabulary that will really "seal the deal" for you.
NOTE:
If they have not had a chance to review the
material don't be afraid to ask them to get the material anyway because
you want to point something out to them.
For instance: "Joe, I totally understand why you have not had the chance to review the material, if my car was on it's last leg I would probably be outside "sweet talkin" it to death.
But, could you please grab that information now, I would like to show you one critical area you must review before we speak again, OK"?
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Solidify the Next Step |
Then guide them to the particular page, outline whatever it is that is critical to their decision making process...... Make sure and let them know up front that the next call will to be answer their questions (this let's them off the hook, so to speak) and then to fill out the application.....
Remember,
Follow up questions are basically questions that you want to ask your
prospect to make sure they understand your product line, company,
systems, and support. If they are to make a sound business
decision they
MUST have all the material present to make that "sound business decision".
Right? And, if you don't give it to them, the next person
will.
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From Your Heart:
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What I personally write down to help me punctuate or put an exclamation point on the presentation are: the specific reasons of why I joined the company and that particular "group". Then I share those reasons with the prospect. And, I always say something of this nature: Now do you see why we are so excited?
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A Recruiting Partner |
Another way to generate true excitement is to tape record other people who have had positive experiences with your program, products, or systems. Have a tape ready to go before you call the prospect and when it is time you can say "hey Joe, listen I have a good friend in Maui who has shared with us the importance of having a great compensation plan, just listen to what he has to say.
By the time I am half way through the previous sentence, I am now pressing the start button on my tape recorder and they will be listening to the tape instantly. How many times has someone asked you if you "have a couple of minutes to listen to a message that they have recorded on some other phone line"? That drives me nuts and usually I just hang up on them, while they are off trying to call another line. Making a prospect wait will not help you "win friends and influence people"!
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Present it NOW, While They are HOT |
Get them the information now while you have their attention. Can you see how effective it is to have a recorder by your side while you are recruiting? The little telephone devices can be picked up just about anywhere and I highly recommend using them.
Because of the nature of our business we have many testimonials from various networkers in tons of different programs. if someone is in "xyz" company and they have a testimonial specific to this prospect and their situation/company, don't hesitate to play it. Never ask the prospect if they have the time to listen to someone else's testimonial, just plug em in right away without hesitation. Do you see how this works?
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Trial Closes |
Instead of going through a trial question and answer I think it would be best to share with you some of the trial close questions I always use. If you would like the entire list, I will be happy to share it with you, all we ask in return is to share this newsletter with 5 other people. Just send me their address and I will subscribe them to the newsletter. Is that fair enough?
Trial closes should come toward the middle to end of your conversation with the prospect. You should have already answered the majority of their questions, had a chance to find out more about them, and give them your reasons for choosing "xyz" company.
Here are a few that I like:
"Joe, if you were to make a decision right now, what do you think it would be? This is a fair question and nobody should be afraid to ask it.
And another:
"Joe, just suppose you had to make a decision at this very second, which way are you leaning?
You will need to learn when and how to use them. The only way that can take place is by practicing. Someone in your upline is good enough to teach you how to do it. Spend some time listening in on them and take good notes.
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Tie Down Questions |
Do you know what they are? Have you noticed that I have used them in this newsletter? We use this in teaching all the time. In fact, I use this with my kids every single day. I have to or I would go nuts...Would you like to hear some of them?
To bad, your gonna hear them and for very good reason. A tie-down question basically stated is:
a question that you ask to make sure your kids or prospects know exactly what you are talking about.....
For instance, "Robbie, when we are finished with dinner I would like you to go to your room and read for 20 minutes. Got that?
Robbie, what are you going to do after dinner? And I make him answer the question before we proceed with anything else. He knows that from experience and so do I. Do you see where this is leading? Hey, that's a tie down question............Get it?
Alright, here is a brief list for you to use:
- Could you get excited about.......
- Can you see the value of our products..............
- Doesn't it make sense to do it this way.................
- Are you beginning to understand
why...................
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Closing Techniques |
Don't
beat around the bush.....Go for it or as NIKE says................
"JUST DO
IT"
This is the one liner I use all the time:
"Hey Joe, let's get to that website and fill out your membership now......" No matter how awkward it may seem DON'T talk until Joe has spoken. Let them tell you NO, or YES.
That is a great closing technique. It is simple, to the point and grab's their attention. Do you see why?
OK, if they are not committed then use this line it works:
"Joe, I understand where you are coming from so let's just do this, grab your application and while I am with you on the phone, let's fill in the critical areas and then after you have reviewed the material you can just fill out the rest and send it in. OK? Again, wait and let them respond to you.
If they have any lingering questions they should come out now. If not, then fill out the application and see what happens. Usually the prospect will think about it for a short period of time and will then send the application in. Not always but a good percentage of the time this will happen.
Always, speak in terms of "You know he is going to join"
Using the above example, "when you are finished reviewing the information, fill in the rest and click send", we are speaking in a positive tone, and really giving him no other option but to fill it out and click".
This person is IN your business and MAKE him tell you "no, I just don't think this will be a good opportunity for me".
Speak in positives and you will be surprised how easy it really is to close your next prospect.
We really hope this helps you in your recruiting efforts. The next time we meet we will discuss objections and how to handle them. We will leave you with one objection that we know you will run into every day.
Prospect: "I don't have any money"!
Your response: Joe, how much money are you short?
Happy TEAM building to you and your downline. And always remember:
We are Here to serve YOU!
Bob & Sue Alter
15 Years of Coaching High School Baseball & Football as well as MLM Coaching since the early 1980's. Bob lives on the Yakima River in Prosser, Wa. With his wife Sue, two kids, Robbie & Kirsten, and their dogs named Cougs, Champ, Cammie and CJ. Christian Network Marketing Consultants
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how to close mlm prospects
