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Forget Your Phonophobia and Followup to Your Fortune
You have no doubt heard the phrase, “The Fortune is in the Follow-Up”.
But it can't be repeated enough when some of us don't want to admit that we really might shy away from it, and might even be making every excuse to avoid it.
It’s not just cliche. To be sure, following up is the most important of all the business activities you can do in network marketing.
So how much time are you spending on this activity?
Think about this. It is critical to your success. Is it Ten hours a week? Five? Or Two?
I’m not talking about the auto-response emails you have going out. I’m assuming you’ve taken that into account and have identified a set of qualified, targeted leads.
Don’t count on them calling you!
While you are having fun on your computer doing training, social networking, conversing in forums, or writing articles 
, ask yourself if you are just doing them to avoid the dreaded 500 lb telephone.
If you think you might be, then stop and reconsider where your priorities should lie.
Because in the end, if you are not following up with those people opting into your list, it doesn’t matter what marketing activities you do, or how many leads you get.
You’ll simply be leaving your fortune in residual income on the table if you do not consistently make following up a priority.
That is not to say that learning the skills for success isn’t important, because you’ll definitely want to know how to find and approach your leads and what to say to those people with whom you will follow up. You definitely want to know how to deal with objections, and lead the conversation.
But the point is that this is your focus, your primary and most important activity. And not for just that first or second call .... quite the contrary.
Statistics show that only 2% of sales or sign-ups ever occur on the first contact.
3% of sales or sign-ups occur on the 2nd contact
And only 5% of sales or sign-ups occur on the 3rd contact
But this jumps to 10% on the 4th contact
And here’s the kicker:
>>>> 80% of sales or sign-ups occur on the 5th to 12th contact!
Someone from a direct marketing business once told me that direct the biggest hit happens on the 8th mail piece. After that 8 mail piece, he saw a success rate of 80%, confirming this statistic.
But, if you are in network marketing, remember that it is a relationship business. So if you think that an auto-responders can take care of initial contacts, whereby on your first phone call they’ll be signing up, just think about the quality of relationship you may have with the sender of auto-response emails that you may currently be receiving.
Pick up that Phone!
Do you find this a difficult decision to make?
One that is trumped by most other activities that you can think of instead?
If this is true then you may have a slight case of phone-o-phobia.
Is it just on that first call? Well, think about this – if they opted into your list and gave their phone number, then they’ve given you their permission!
Breaking the ice is most often the most challenging part. It might help to realize that when you get right down to it, they’re no different than you, even with different backgrounds we’re all cut from the same cloth.
Remember the FORM – Ask them about their Family, Occupation, what they do for fun (Recreation), and whether they might need to make some extra Money.
For me, I like asking about whether they are running a business from home, and if so what is their biggest challenge. This last question usually gets them to open up.
And be sure to listen carefully! Determine their personality type and adjust your approach accordingly. See if you can find out what problems they might have which you could offer some help to solve.
But above all, remain in control of the conversation! You will not be perceived as a leader (or someone who can help them) if you allow them to direct the conversaion, asking you a hundred questions, and even possibly begin prospecting you..
Or do you have trouble with that second or third call? Leave them something to follow up with on each call. If you have a training system then this is an excellent tool for building a relationship over time. Just keep pointing them to the next segment.
Whatever it is, leave something on the table to get back to them about.
When establishing a relationship with your prospects, you will want to ask questions that will establish:
- A connection with them
- What their background is, current employment, and home business activity
- What they like to do for fun (and what they would do if money were not an issue in their lives)
- What their problems are; time, money, personal issues, etc
- A Solution to their problems which can be provided by your service or opportunity
- What their (money) ambitions are; short and long term.
- Consequences of doing nothing or something about it
- What are their qualifications; are they coachable? Do they have a positive attitude? Are they willing to work or do they expect this to be easy? Remember, you are qualifying them to see if they might be someone you want to work with, not the other way around!
You should at least be covering the first 4 or 5 in your first contact.
Ultimately, it is the quality of your relationships that will bring you the highest retention rate, and therefore your biggest fortune. And all this for having followed up enough times to actually build that relationship!
Wishing you every success!
Vicki Berry
http://MLMPathToSuccess.com
About the Author: Vicki Berry
Member Since: 03/28/2009
I'm a Distributor For:: SISEL International, LLC
Other Company: Empower Network
Industry: No Industry Selected
Primary Web Site: http://MLMDreamSaver.com
So true Vicki
There is a sign in one of our local restaurants that says "A stranger is just a friend you haven't met yet." And if you establish that it is the right time to call, you're not interfering, you are there to help them with a solution. So easy yet so hard.
Great article, enjoyed reading it.
Joyce
Wow, Vicki , This ARTICLE ROCKS!!!!!
Vicki, Follow up is critical but like you said you need to be in control of conversation. Marketers get so caught up doing so many other things which gives them excuses not to follow up. I believe that you have to ask questions. I have it implanted in my mind. What is the worse thing that could happen, if prospect isn't intereseted in what I have to say. "they'll hang up the phone". If I keep that mindset, I am able to be in control and ask right questions, because I am comfortable, professional, and confident. That's all it takes. It is so true, that the follow up is what is going to get your prospect trust. I think it is important to Listen and ask the appropriate questions, Vicki, this is an excellent article. It has sooooo much value. It is absolutely Brillant and Flawless, so much value in this. Thank you for excellent value and leadership skills. You are a role model. Thank you.
Thank You!
Thank you Joyce and Therese! Joyce, I was just mentioning that exact quote to someone the other day - such a truism! And thanks Therese for mentioning the listening part, I do believe I forgot to stress that point and I should go back and add it!
Thanks again!
Follow up, follow up, follow up!
I couldn't have said it better myself. lol Awesome article covering all the bases. I have always heard that quote..."the fortune is in the follow up". The statistics are so interesting. Sometimes my tendency is the thought that.....I don't want to bother them after 3 times, but you helped me see differently. Thanks for sharing you expertise with us!
I use to hate follow up
But when you know you care about the other person and you can invite them to a valueable generic call or you know that they need you It makes it easier. Great Article Vicki I needed to hear this today. And remmember to follow up!
Nurture What Has Been Given~
There is so much joy in nurturing what has been given to us. Taking care of one another, walking in love. The greatest gift is love! When we come from abundance, others feel loved and cared for and that is so important. This article was beautifully written Vicki, consistantly building that relationship without an agenda will bring fruit and abundance to our garden of friendships.
I love your tips on calling and moving past that fear. Every person we talk to is a normal person just like ourselves. They all have hopes, dreams and desires that burn within and yes, they all need a friend. I look at every call I make as a friend for life and eternity! Thank you for another excellent write!
Most people won't take action. Great tips for those who do
Vicki - Great article. Your little pictures kept me going right along with your post. I could see my "old" self doing just that. I've gotten past the first call follow-up fear; however your tips for the next calls are going to keep me going to the 8th! Thanks - Debi
The biggest fear...
... is that they won't like you or just hang up on you. But it is also not the worst thing in the world that can happen. I am offering a good book and if they choose not to read it my feelings will not be hurt. I would not be crushed if they turned down a cup of coffee.
The biggest fear...
... is that they won't like you or just hang up on you. But it is also not the worst thing in the world that can happen. I am offering a good book and if they choose not to read it my feelings will not be hurt. I would not be crushed if they turned down a cup of coffee.
Oh Yes The Follow Up ?
Yes I will make my follow up calls, Sure I'll get around to them.
Fear is a fascinating thing, it could really control our lives if we don't face our fears. There are 4 factors in my life that are helping me to overcome the accumulation of fears that I have compiled over the last 46 years. #1 My Personal Mentors and Friends that are diligently coaching me and are able to guide me in the right direction. #2 The Mastermind Group that I am actively participating in, after all in one of the Greatest personal developement books ever written Think and Grow Rich by Napolian Hill clearly states that the one thing all of the 500 successful men that he interviewed had in common was that they were a part of a Mastermind Group. #3 Taking part in a weekly call on the study of the book Think and Grow Rich to improve my personal developement. #4 The Faith in, The Following of, and Studying of My Lord and Savior Jesus Christ.
Well, alrighty then...
...this is such on-target advice for all of us! I believe I am going to print this and post it on my wall. :-D
Addressed this very issue with someone on my Team today...
The dreaded phone, like the plague, it was so hard for her to reach out and touch it, much less pick it up! I've found it much easier calling people who are expecting me to call, it just flows so much better!
Wow, I loved the steps/info
Wow, I loved the steps/info that you should take in you first phone conversation. That is like and icebreaker and will help alleviate nervousness!
What else needs to be said?
This article says it all. Thanks Vicki. Your leadership really shines!
Thankyou!
For all your votes, shares and feedback!
These are things I have to remind myself of from time to time, I don't mind following up but I do sometimes find myself spending more time on other things and not enough on that one critical activity! Then when I switch gears and just do it, it ends up paying off :)
Vicki the green is coming out in you!!!
I love to work with you and YES follow up is essential for a solid base business. Relationships are built in that circle personal friendship, growth and life. Saturday I was in a building that my cell did not work so could not get connected. We all had problems. Tried four different phones.................So sorry.
Jan
Sometimes You Need Us Greens!
LOL yes it helps sometimes to understand ~why~ the 5th and later follow ups ARE so important - we'd never have known that without someone doing some number crunching! And so it proves once again that business IS about relationships, and even almost no matter what business!
This is Brilliant...
A value filled article here!!...thanks for this and for sharing...
kiki