Can you believe it? The holiday's are knocking at our doors. Where did the time go? What a wonderful time to hangout with family and friends! Catch up with them and see what is going on!
This is a great time for your business. Talk with the people you know and the people you don't know, work on your communication skills and also find out more about them.
Dig a little deeper, find out their interests and maybe a way you can help them jump start their goals in the New Year. Not to mention creating ideas of health for their Holiday gifts!
Let them speak! Take all their information with you and when you get back home you can follow up with them and share some great information that might help them achieve what they are looking for!
My team and I are having Health and Wellness Spa Seminars and networking parties all the way up until the New Year so that we can bring people together and share this wonderful gift, USANA.
Also incorporate giving "True Health" to people in the form of sampling out products. It is a great way to create curiosity and interest. You do have to make sure to follow-up with your potential prospect!
I hope that everyone enjoys the Holiday Season!
To Your Health!!
Stacy Stehle
Saturday, November 22, 2008
Wednesday, November 19, 2008
How to Grab and Hold your Prospect's Interest
By Tim Sales
In last month’s newsletter and training call I discussed how to present to your prospect without being too shy or too pushy. This month’s newsletter is all about communicating easily - which has to do with you being a sharp presenter, and presenting with professionalism.
Not winging it… but also not sounding rehearsed. No fumbling over your words. No being out of breath because you’re scared. No apologizing for being scared. Simply put, being a confident and professional presenter who delivers good content effectively.
Sound hard to do? It’s not.
Unfortunately too many people in the M.L.M industry don’t take the time to learn a few simple concepts. In presenting, right or wrong, your prospect will judge you, the business and the M.L.M industry based on how you present. Is it any wonder the industry has a public relations black eye? Too many presenters in M.L.M “wing it.”
Communication Quality number five is Communicate easily— no tension, strain,
fakeness, sounding rehearsed, stuttering or hesitating. If there were a word that defined this Communication Quality it would be articulate. Which means: 1. to express oneself clearly and coherently; 2. to pronounce distinctly;
I’m not talking here about using perfect English. I can not claim to have mastered this Communication Quality from an English professor’s viewpoint. But I have mastered it enough to communicate to my audience. Sometimes things said with perfect grammatical correctness make no sense to the person you’re talking to. No, I’m talking about true communication – which is articulating words so they make complete sense to the person you’re talking to. If you’re speaking to a typical teenager in perfect English tongue – they will think you’re an idiot.
There are several things that cause you to speak easily and clearly. I will go into depth on these topics on the training call. I’m just mentioning and defining them here, because if I wrote everything about them it would be a 10 page newsletter! Here’s a list of things you need to be aware of that will cause your prospect to pay attention to you and truly learn from you.
Vary the speed of your speech
Your speed of delivery must vary – meaning you have parts of your presentation that are faster and other parts slower. Why? Because this is how you stress importance. I’ll go into details about this on the conference call.
Vary your voice tone and volume
A varied tone of voice and volume are very important if you want to keep your prospect’s attention and have them understand what you say. It’s what gives your prospect a clue about what is important and what is very important.
Create strategic pauses
Extremely effective so the audience feels that you are speaking right to them.
Use set-up words and sentences
Set-up words are words you say that prepare your prospect for what you’re about to emphasize. Like if I were to say, “If you learn nothing else out of tonight’s presentation…” that would be a set-up sentence to emphasize what I’m about to say.
Build bridges
Another topic is the use of what I call bridges. Bridges are words and or sentences you use to transition from one topic to another. When you’re shifting topics – you need to use a bridge – otherwise your prospect doesn’t follow you and there’s a gap. Many prospects get lost in this G A P between topic 1 and topic 2. It’s not that they don’t understand topic 1 or 2, it’s that they didn’t hear you move from topic 1 to topic 2 and they don’t see how the two topics relate.
Be easily heard
You need to communicate with a volume that each person you’re talking to can hear easily but not so loud that it causes the prospect to feel you’re shouting at them.
Make frequent eye contact
Make frequent eye contact with individual people. I used to practice this at my kitchen table with stuffed animals. I would talk to one animal sitting at the table and then to another one. If you’re talking to a husband and wife, you should talk directly to the wife for 5-10 seconds and then directly to the husband for 5-10 seconds. When speaking to 10,000 people, you look at ONE person and talk to them for 5-10 seconds then pick out another person. Never talk to a crowd.
When I complete talking about these sections on the training call I’m going to cover FEAR! Because if you are afraid you will not be speaking easily!
Please reply with any questions about ANY of the subjects I’ve written about. Your questions and comments help me to understand exactly what your thoughts are about this subject so that I can better talk to you and give you what you need. Do you have any questions? Leave them in the comments section at the end of this article here: http://www.firstclassmlmtools.com/MLMSuccessTips/
With admiration,
Tim Sales
www.firstclassmlmtools.com/training
In last month’s newsletter and training call I discussed how to present to your prospect without being too shy or too pushy. This month’s newsletter is all about communicating easily - which has to do with you being a sharp presenter, and presenting with professionalism.
Not winging it… but also not sounding rehearsed. No fumbling over your words. No being out of breath because you’re scared. No apologizing for being scared. Simply put, being a confident and professional presenter who delivers good content effectively.
Sound hard to do? It’s not.
Unfortunately too many people in the M.L.M industry don’t take the time to learn a few simple concepts. In presenting, right or wrong, your prospect will judge you, the business and the M.L.M industry based on how you present. Is it any wonder the industry has a public relations black eye? Too many presenters in M.L.M “wing it.”
Communication Quality number five is Communicate easily— no tension, strain,
fakeness, sounding rehearsed, stuttering or hesitating. If there were a word that defined this Communication Quality it would be articulate. Which means: 1. to express oneself clearly and coherently; 2. to pronounce distinctly;
I’m not talking here about using perfect English. I can not claim to have mastered this Communication Quality from an English professor’s viewpoint. But I have mastered it enough to communicate to my audience. Sometimes things said with perfect grammatical correctness make no sense to the person you’re talking to. No, I’m talking about true communication – which is articulating words so they make complete sense to the person you’re talking to. If you’re speaking to a typical teenager in perfect English tongue – they will think you’re an idiot.
There are several things that cause you to speak easily and clearly. I will go into depth on these topics on the training call. I’m just mentioning and defining them here, because if I wrote everything about them it would be a 10 page newsletter! Here’s a list of things you need to be aware of that will cause your prospect to pay attention to you and truly learn from you.
Vary the speed of your speech
Your speed of delivery must vary – meaning you have parts of your presentation that are faster and other parts slower. Why? Because this is how you stress importance. I’ll go into details about this on the conference call.
Vary your voice tone and volume
A varied tone of voice and volume are very important if you want to keep your prospect’s attention and have them understand what you say. It’s what gives your prospect a clue about what is important and what is very important.
Create strategic pauses
Extremely effective so the audience feels that you are speaking right to them.
Use set-up words and sentences
Set-up words are words you say that prepare your prospect for what you’re about to emphasize. Like if I were to say, “If you learn nothing else out of tonight’s presentation…” that would be a set-up sentence to emphasize what I’m about to say.
Build bridges
Another topic is the use of what I call bridges. Bridges are words and or sentences you use to transition from one topic to another. When you’re shifting topics – you need to use a bridge – otherwise your prospect doesn’t follow you and there’s a gap. Many prospects get lost in this G A P between topic 1 and topic 2. It’s not that they don’t understand topic 1 or 2, it’s that they didn’t hear you move from topic 1 to topic 2 and they don’t see how the two topics relate.
Be easily heard
You need to communicate with a volume that each person you’re talking to can hear easily but not so loud that it causes the prospect to feel you’re shouting at them.
Make frequent eye contact
Make frequent eye contact with individual people. I used to practice this at my kitchen table with stuffed animals. I would talk to one animal sitting at the table and then to another one. If you’re talking to a husband and wife, you should talk directly to the wife for 5-10 seconds and then directly to the husband for 5-10 seconds. When speaking to 10,000 people, you look at ONE person and talk to them for 5-10 seconds then pick out another person. Never talk to a crowd.
When I complete talking about these sections on the training call I’m going to cover FEAR! Because if you are afraid you will not be speaking easily!
Please reply with any questions about ANY of the subjects I’ve written about. Your questions and comments help me to understand exactly what your thoughts are about this subject so that I can better talk to you and give you what you need. Do you have any questions? Leave them in the comments section at the end of this article here: http://www.firstclassmlmtools.com/MLMSuccessTips/
With admiration,
Tim Sales
www.firstclassmlmtools.com/training
Thursday, November 6, 2008
MLM Training: The Strongest Prospect Magnet is Great Promotion!
By Tim Sales
The worst thing you can ever do in your MLM business career is to think, ponder, worry or even get the idea that it’s unprofessional to promote! Here are some MLM training strategies for generating your own MLM leads, even if you’re on a tight budget.
Prospects are basically the foundation of any business as they are the - potential customers to the business. So just how do YOU find MLM prospects?
Let’s start out with a definition of the word promote which is the most important word in finding prospects for your MLM Business. The word promote means: to make known.
I was recently doing some MLM training with a person in my downline. She needed some help with her business, which was not growing. As I asked various questions I finally found the “nasty bug” that was stopping her network marketing business from moving forward. She didn’t want to come off as being or sounding sales-y. This stopped her from promoting.
How does everyone else promote?A politician promotes how he/she can make a whole community’s life better - so he’s/she’s making herself known to the public by promoting and making known to as many people as possible what he/she can do for them. If you’ve noticed, politicians promote on TV, radio, signs stuck in the grass or on telephone poles along a busy street or maybe speaking at various group meetings.
A college promotes what courses it offers. It might promote on radio, might promote to high schools or through sporting events. A stockbroker promotes that he can help his/her prospect make money. A local restaurant will promote via radio, or mailing brochures or discount coupons.
The worst thing you can ever do in your MLM business career is to think, ponder, worry or even get the idea that it’s unprofessional to promote!
You really need to know and understand promotion. The only way you can have prospects, therefore customers or distributors - is to promote. The only way for you to make money in network marketing is to promote. You can write down your dreams and goals and study them every night. But you’re as effective as a billboard in the middle of the desert. No one knows you exist until you make yourself known. So if you ever find yourself where your business isn’t growing or you don’t have enough prospects, enough customers, or enough distributors - what do you do? Promote!
Why do you promote? The reason you promote is to create desire for your product. If you don’t create a desire for your product, it’s very difficult to achieve MLM success. How would you know that someone desires your product or business? Well certainly if you sent a post card and someone called the number - that’s someone showing desire in your MLM Business. Even if a person called and asks, “How much is this?” It would still be someone showing desire - or at least slight interest. If you called a friend and asked them to look at something and they said, “Send it to me.” That’s showing a desire. People sometimes refer to desire as “responses,” as in, someone responded to my promotion.
Different types of promotion
So now let’s talk about different types of promotion that create desire. You could promote your MLM Business in:
1. The Help Wanted, the Sales & Marketing or the Business Opportunity sections of a newspaper,
2. Advertising section of magazines,
3. Direct mail, such as sending out post cards to everyone in your zip code,
4. Door hangers,
5. Email, banner ads on the internet,
6. Networking. I’m sure you could have guessed that I would name that one. But you would be surprised at how many people, when mentioning all the ways to promote, miss that one. In fact, if you use traditional promotion with the mindset of just finding a network of people to work - you will fare far better than most who only measure their responses with how many people respond to their advertisement. You can turn one response from a promotion into thousands if you properly network.
One other place to find prospects for your business is to promote to MLM leads you purchase from a lead company. The advantage of this is you’re only paying for those who’ve responded and you’re not paying for all the people who didn’t respond. If I send out 10,000 post cards and get 20 responses, then I paid for 9,980 post cards that didn’t get a response.
The advantage of writing your own ads of course is being able to target your specific audience with your specific product or opportunity message. Which is VERY important and should not be underestimated. In contrast, when you buy leads, you’re buying general ads - perhaps people who’ve responded to wanting a home based business. The other down side to buying leads is that very often, lead companies resell their leads to more than just you - so you’ve got extra competition to deal with.
Three broad ways to promote
Now, it probably sounded like I just contradicted myself; I didn’t. I just saved you years of running in circles trying to figure the advantages and the disadvantages to generating your own leads or buying leads. This is the game. You must promote. There are three broad ways to promote.
1. Networking- which costs the least - you’re going to have costs of meals with prospects - costs of joining clubs and associations. So I have rock climbing club fees, I have mountain climbing association fees, horseback riding fees, mountain biking fees- these are like $50 - $100 dollars a year.
2. Buying leads is more expensive than networking, less expensive than generating your own - but has some advantages and disadvantages. Sometimes you get some hot leads - sometimes, you swear you’re calling a graveyard.
3. Generating your own. Most expensive, but has the advantages of targeting your prospects.
Here’s a list of advertisements that I’ve run to promote my own MLM business opportunity.
* Some people earn Ten thousand dollars a year. And some people earn One million in the same year. Click here to see difference.
* Need more money; NOW!
* Does it ever break your heart to leave your kids at daycare?
* Looking for a FUN business?
* Go to the golf course when it’s not crowded.
* The truth about making money. A lot of it.
* WEALTH FORMULA. Click here (banner ads)
* Wealth formula that takes a lot of effort - but retires you in 4 years.
* Extremely well paying position available to right person. Must have sales & marketing experience. Sales training a big plus.
* Immediate Need for Effective Sales Person. Unlimited earning and growth potential. Self-starter, sales writing skills and team player will be keys to success in this growing, high tech organization. Will be responsible for generating sales leads, preparing and giving presentations on company products and training sales team for development company. Great benefits. Great FUN TEAM! Fax resume to:
Be “in” business
The bottom line is you must be using at least one of these three methods to achieve MLM success. If you’re not, you’re not in business - you’re out of business. What you should be doing, if you see the big picture and want the very big income is you need to be doing all three. All the time. Ideally you start out by networking, which will create enough money to buy MLM leads, then you’ll generate enough money from the leads you purchased to generate your own leads. My point is, as soon as you start making any money, reinvest it in promotion.
One other MLM training tip: don’t measure your success by just your immediate responses. Any marketer who is of any value knows that how you measure return on promotion investment is based on the “life of the customer.” NOT immediate return. Get one leader from a MONTH or 6-MONTHS of promotion and it can pay you for the rest of your life. People often ask me, how much money did you make your first year in network marketing- I tell them, “I don’t know, I’m still earning it.”
Much respect and admiration,
Tim Sales
www.FirstClass MLM Tools.com
www.firstclassmlmtools.com/training
The worst thing you can ever do in your MLM business career is to think, ponder, worry or even get the idea that it’s unprofessional to promote! Here are some MLM training strategies for generating your own MLM leads, even if you’re on a tight budget.
Prospects are basically the foundation of any business as they are the - potential customers to the business. So just how do YOU find MLM prospects?
Let’s start out with a definition of the word promote which is the most important word in finding prospects for your MLM Business. The word promote means: to make known.
I was recently doing some MLM training with a person in my downline. She needed some help with her business, which was not growing. As I asked various questions I finally found the “nasty bug” that was stopping her network marketing business from moving forward. She didn’t want to come off as being or sounding sales-y. This stopped her from promoting.
How does everyone else promote?A politician promotes how he/she can make a whole community’s life better - so he’s/she’s making herself known to the public by promoting and making known to as many people as possible what he/she can do for them. If you’ve noticed, politicians promote on TV, radio, signs stuck in the grass or on telephone poles along a busy street or maybe speaking at various group meetings.
A college promotes what courses it offers. It might promote on radio, might promote to high schools or through sporting events. A stockbroker promotes that he can help his/her prospect make money. A local restaurant will promote via radio, or mailing brochures or discount coupons.
The worst thing you can ever do in your MLM business career is to think, ponder, worry or even get the idea that it’s unprofessional to promote!
You really need to know and understand promotion. The only way you can have prospects, therefore customers or distributors - is to promote. The only way for you to make money in network marketing is to promote. You can write down your dreams and goals and study them every night. But you’re as effective as a billboard in the middle of the desert. No one knows you exist until you make yourself known. So if you ever find yourself where your business isn’t growing or you don’t have enough prospects, enough customers, or enough distributors - what do you do? Promote!
Why do you promote? The reason you promote is to create desire for your product. If you don’t create a desire for your product, it’s very difficult to achieve MLM success. How would you know that someone desires your product or business? Well certainly if you sent a post card and someone called the number - that’s someone showing desire in your MLM Business. Even if a person called and asks, “How much is this?” It would still be someone showing desire - or at least slight interest. If you called a friend and asked them to look at something and they said, “Send it to me.” That’s showing a desire. People sometimes refer to desire as “responses,” as in, someone responded to my promotion.
Different types of promotion
So now let’s talk about different types of promotion that create desire. You could promote your MLM Business in:
1. The Help Wanted, the Sales & Marketing or the Business Opportunity sections of a newspaper,
2. Advertising section of magazines,
3. Direct mail, such as sending out post cards to everyone in your zip code,
4. Door hangers,
5. Email, banner ads on the internet,
6. Networking. I’m sure you could have guessed that I would name that one. But you would be surprised at how many people, when mentioning all the ways to promote, miss that one. In fact, if you use traditional promotion with the mindset of just finding a network of people to work - you will fare far better than most who only measure their responses with how many people respond to their advertisement. You can turn one response from a promotion into thousands if you properly network.
One other place to find prospects for your business is to promote to MLM leads you purchase from a lead company. The advantage of this is you’re only paying for those who’ve responded and you’re not paying for all the people who didn’t respond. If I send out 10,000 post cards and get 20 responses, then I paid for 9,980 post cards that didn’t get a response.
The advantage of writing your own ads of course is being able to target your specific audience with your specific product or opportunity message. Which is VERY important and should not be underestimated. In contrast, when you buy leads, you’re buying general ads - perhaps people who’ve responded to wanting a home based business. The other down side to buying leads is that very often, lead companies resell their leads to more than just you - so you’ve got extra competition to deal with.
Three broad ways to promote
Now, it probably sounded like I just contradicted myself; I didn’t. I just saved you years of running in circles trying to figure the advantages and the disadvantages to generating your own leads or buying leads. This is the game. You must promote. There are three broad ways to promote.
1. Networking- which costs the least - you’re going to have costs of meals with prospects - costs of joining clubs and associations. So I have rock climbing club fees, I have mountain climbing association fees, horseback riding fees, mountain biking fees- these are like $50 - $100 dollars a year.
2. Buying leads is more expensive than networking, less expensive than generating your own - but has some advantages and disadvantages. Sometimes you get some hot leads - sometimes, you swear you’re calling a graveyard.
3. Generating your own. Most expensive, but has the advantages of targeting your prospects.
Here’s a list of advertisements that I’ve run to promote my own MLM business opportunity.
* Some people earn Ten thousand dollars a year. And some people earn One million in the same year. Click here to see difference.
* Need more money; NOW!
* Does it ever break your heart to leave your kids at daycare?
* Looking for a FUN business?
* Go to the golf course when it’s not crowded.
* The truth about making money. A lot of it.
* WEALTH FORMULA. Click here (banner ads)
* Wealth formula that takes a lot of effort - but retires you in 4 years.
* Extremely well paying position available to right person. Must have sales & marketing experience. Sales training a big plus.
* Immediate Need for Effective Sales Person. Unlimited earning and growth potential. Self-starter, sales writing skills and team player will be keys to success in this growing, high tech organization. Will be responsible for generating sales leads, preparing and giving presentations on company products and training sales team for development company. Great benefits. Great FUN TEAM! Fax resume to:
Be “in” business
The bottom line is you must be using at least one of these three methods to achieve MLM success. If you’re not, you’re not in business - you’re out of business. What you should be doing, if you see the big picture and want the very big income is you need to be doing all three. All the time. Ideally you start out by networking, which will create enough money to buy MLM leads, then you’ll generate enough money from the leads you purchased to generate your own leads. My point is, as soon as you start making any money, reinvest it in promotion.
One other MLM training tip: don’t measure your success by just your immediate responses. Any marketer who is of any value knows that how you measure return on promotion investment is based on the “life of the customer.” NOT immediate return. Get one leader from a MONTH or 6-MONTHS of promotion and it can pay you for the rest of your life. People often ask me, how much money did you make your first year in network marketing- I tell them, “I don’t know, I’m still earning it.”
Much respect and admiration,
Tim Sales
www.FirstClass MLM Tools.com
www.firstclassmlmtools.com/training
Saturday, November 1, 2008
MLM Training - Why Prospects Disappear and How to Get Them Back
By Tim Sales
Over the past several months I've received many questions with a similar theme. Each of these questions leaves me a clue as to what's going on...what you're doing and what you're not doing.
The questions start off explaining that you're doing everything I taught you in Professional Inviter, specifically, you GREET correctly and the prospect talks with you in a friendly manner and then you move to the QUALIFY step and the prospect tells you what would make their life better. You INVITE them to look at a video and just like some of the live calls you heard me do they are eager to watch the video and you CLOSE THEM TO ACTION by getting the specific date and time to FOLLOW UP with them. Both of you happily hang up the phone and then POOF, the prospect vanishes.
What did you do wrong?
You start backtracking through everything in your mind trying to figure out what you missed and what you possibly could have done wrong. You felt such a great connection with the person - surely they wouldn't avoid your call. Surely they would at least have the decency to say they're not interested, if that's the case. But maybe they had an emergency come up and simply couldn't come to the phone. Maybe you got the time wrong - maybe you said 8 pm but thought 7 pm.
This is all NOISE in your head.
If you do not follow my FOLLOW UP procedures exactly, this noise in your head could destroy your confidence and walk you backwards right out of the business. I cover this in detail in Professional Inviter (www.ProfessionalInviter.com in the Follow Up section) along with letting you hear live calls. But here, I will outline the procedures and why they are so important.
DAY OF SCHEDULED CALL
On the day of the scheduled follow up call - call them exactly when you said you would.
If they do not answer the phone - leave an upbeat message something like this, "Hello Mark; this is Tim Sales. I'm calling you at the scheduled time. You can give me a call at 801.222.2222. Let me give that number to you again 801.222.2222. I'll also try to reach you as well because I'm going to be out and away from my phone for a while. I look forward to talking with you and finding out what you thought about the video. Bye bye."
You can call them one more time today provided it's not past 9pm. If you do call a second time, don't leave a message.
DAY 2
Call them one time. Leave a message, "Hello Mark - this is Tim Sales. I'm just trying to catch up with you. I'll try you later or you can call me back. 801.222.2222; again 801.222.2222."
OVER THE NEXT 7 DAYS - CALL 3 TIMES
Only leave a message on one of those calls.
OVER THE NEXT 7 DAYS - CALL 2 TIMES
Only leave a message on one of those calls.
OVER THE NEXT 7 DAYS - CALL 1 TIME
If cold market: Leave a final message, "Hello Mark; this is Tim Sales. I'm calling you to let you know that I won't be calling you again. I'm taking you not returning my call to mean that you're not interested - which is fine because I really just wanted to help you get ______. If you want to pick this up at another time I'd be happy to help you. I wish you well Mark, bye bye."
If warm market: Leave a final message, "Hello Mark; this is Tim Sales. I'm calling you to let you know that I won't be calling you again concerning the business. I'm taking you not returning my call to mean that you're not interested - which is fine because I really just wanted to help you get ______. Mark, I sure hope that me inviting you to look at ______ didn't in some way violate our friendship. If it did, please let me know because I definitely want to make that right. Your friendship to me means more than anything we could ever do business-wise. If you'd prefer to email me, my email is _______. Please do get in touch with me, bye bye."
Why you MUST do this...
You need to follow this exactly as I laid it out because it's what got the best results for me and people joining my downline. Sure, you could not call them again after their "disappearance" - but you'd be missing out on some that would have otherwise joined your business after a bit more objection handling.
Also, you need to leave a "final" message so that YOU can move on and your PROSPECT can move on.
You see, when you have something incomplete (such as two people who scheduled an appointment but didn't have the meeting) - you will keep bringing it up in your mind over and over again - this is damaging to you because it continually keeps you looking at that event "wondering." The prospect also has something incomplete in that they know they made a commitment they didn't keep. Now, they may justify their actions with "they'll take the hint" or some other such thoughts but the mere fact that they have that thought is enough to know that they too are incomplete.
By you leaving a final message which concludes the event for both of you - both of you can move on. I'd say 1/3 of the time that I've left a final message, I've gotten some kind of call back apologizing for them not calling me back. Many times they claim it was because they "got busy." It honestly doesn't matter what happened. You're doing this so you can fully move on.
So, earlier when I said that your questions leave me clues to what you're doing and what you're not doing - the questions surrounding you being upset about people going "poof" on you told me you're not doing sufficient follow-up and not leaving final messages.
Just try it - you'll see that you really will recover some of those who disappeared and you really will move on when you leave the final message.
Tim Sales
P.S. The follow-up sequence is only one small part of what you'll learn in Professional Inviter (www.professionalinviter.com). To know what to do every step of the way, from introduction to distributor sign-up, get and listen to Professional Inviter. You'll increase your confidence and your income.
www.firstclassmlmtools.com/training
Over the past several months I've received many questions with a similar theme. Each of these questions leaves me a clue as to what's going on...what you're doing and what you're not doing.
The questions start off explaining that you're doing everything I taught you in Professional Inviter, specifically, you GREET correctly and the prospect talks with you in a friendly manner and then you move to the QUALIFY step and the prospect tells you what would make their life better. You INVITE them to look at a video and just like some of the live calls you heard me do they are eager to watch the video and you CLOSE THEM TO ACTION by getting the specific date and time to FOLLOW UP with them. Both of you happily hang up the phone and then POOF, the prospect vanishes.
What did you do wrong?
You start backtracking through everything in your mind trying to figure out what you missed and what you possibly could have done wrong. You felt such a great connection with the person - surely they wouldn't avoid your call. Surely they would at least have the decency to say they're not interested, if that's the case. But maybe they had an emergency come up and simply couldn't come to the phone. Maybe you got the time wrong - maybe you said 8 pm but thought 7 pm.
This is all NOISE in your head.
If you do not follow my FOLLOW UP procedures exactly, this noise in your head could destroy your confidence and walk you backwards right out of the business. I cover this in detail in Professional Inviter (www.ProfessionalInviter.com in the Follow Up section) along with letting you hear live calls. But here, I will outline the procedures and why they are so important.
DAY OF SCHEDULED CALL
On the day of the scheduled follow up call - call them exactly when you said you would.
If they do not answer the phone - leave an upbeat message something like this, "Hello Mark; this is Tim Sales. I'm calling you at the scheduled time. You can give me a call at 801.222.2222. Let me give that number to you again 801.222.2222. I'll also try to reach you as well because I'm going to be out and away from my phone for a while. I look forward to talking with you and finding out what you thought about the video. Bye bye."
You can call them one more time today provided it's not past 9pm. If you do call a second time, don't leave a message.
DAY 2
Call them one time. Leave a message, "Hello Mark - this is Tim Sales. I'm just trying to catch up with you. I'll try you later or you can call me back. 801.222.2222; again 801.222.2222."
OVER THE NEXT 7 DAYS - CALL 3 TIMES
Only leave a message on one of those calls.
OVER THE NEXT 7 DAYS - CALL 2 TIMES
Only leave a message on one of those calls.
OVER THE NEXT 7 DAYS - CALL 1 TIME
If cold market: Leave a final message, "Hello Mark; this is Tim Sales. I'm calling you to let you know that I won't be calling you again. I'm taking you not returning my call to mean that you're not interested - which is fine because I really just wanted to help you get ______. If you want to pick this up at another time I'd be happy to help you. I wish you well Mark, bye bye."
If warm market: Leave a final message, "Hello Mark; this is Tim Sales. I'm calling you to let you know that I won't be calling you again concerning the business. I'm taking you not returning my call to mean that you're not interested - which is fine because I really just wanted to help you get ______. Mark, I sure hope that me inviting you to look at ______ didn't in some way violate our friendship. If it did, please let me know because I definitely want to make that right. Your friendship to me means more than anything we could ever do business-wise. If you'd prefer to email me, my email is _______. Please do get in touch with me, bye bye."
Why you MUST do this...
You need to follow this exactly as I laid it out because it's what got the best results for me and people joining my downline. Sure, you could not call them again after their "disappearance" - but you'd be missing out on some that would have otherwise joined your business after a bit more objection handling.
Also, you need to leave a "final" message so that YOU can move on and your PROSPECT can move on.
You see, when you have something incomplete (such as two people who scheduled an appointment but didn't have the meeting) - you will keep bringing it up in your mind over and over again - this is damaging to you because it continually keeps you looking at that event "wondering." The prospect also has something incomplete in that they know they made a commitment they didn't keep. Now, they may justify their actions with "they'll take the hint" or some other such thoughts but the mere fact that they have that thought is enough to know that they too are incomplete.
By you leaving a final message which concludes the event for both of you - both of you can move on. I'd say 1/3 of the time that I've left a final message, I've gotten some kind of call back apologizing for them not calling me back. Many times they claim it was because they "got busy." It honestly doesn't matter what happened. You're doing this so you can fully move on.
So, earlier when I said that your questions leave me clues to what you're doing and what you're not doing - the questions surrounding you being upset about people going "poof" on you told me you're not doing sufficient follow-up and not leaving final messages.
Just try it - you'll see that you really will recover some of those who disappeared and you really will move on when you leave the final message.
Tim Sales
P.S. The follow-up sequence is only one small part of what you'll learn in Professional Inviter (www.professionalinviter.com). To know what to do every step of the way, from introduction to distributor sign-up, get and listen to Professional Inviter. You'll increase your confidence and your income.
www.firstclassmlmtools.com/training
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