The Art of Edification Circle. (How to follow up correctly)

Dear Friends,

Please accept my apologies for the delay in getting out step #4 in my "Success Starts Now" duplication system. With the slowdown in the economy, business is booming! Remember, never before have people been so in need of a money, and they dont know where to fnd it. They are looking for you. You need to reach out and find them!

For those of you that have just recently joined us, we have already covered the following steps leading up to this point.

1.) Get off on the right track/Mental Mindset.
2.) Creating a names list.
3.) Making initial Contact. You are not the expert!
* You can locate these different lessons on the posts section of this site.

It my pleasure now to share with you one of the most important things you can learn in this industry.

Step 4.) Follow up/The Art of Edification Circle.

Every now and again, there are things I come across in trainings, etc. that I refer to as a "Gem". A Gem is something that if applied correctly, will accelerate your business to new levels. The Art of Edification Circle is one of the most important Gems you can adopt in this industry!

The first rule in the follow up is to remember NOT to attempt to handle it on your own! Why? You do not yet have credibility in this business….yet! You are not an expert! You don’t have the answers. The worst scenario of disaster possible is your excitement creates enthusiasm, your prospect asks questions, you attempt to answer and they get the wrong impression about your business. Furthermore; how often do you hear these objections, “how much money are you making” or “how is it working for you”. Have you ever come across those who want to see how things work out for you first? To avoid this from occurring over and over you MUST bring in someone from your up-line that has more credibility and experience than you do. It’s called third party edification and it works.

So let’s talk about the Art of Edification Circle. It’s important when you are gearing up to make a three way call you know your role. When you invite “the expert “ to be on the call with you (usually someone from your up-line) you only have one job; introduce you’re up-line and edify them as an expert in the business, someone who knows all the answers and someone who is having a lot of success with this business. When you do this you put your caller in a position of posture when they are speaking to your contact. This is powerful.

Here is an example: “Hi John, I am following up - per our conversation to see if you had a chance to watch the presentation I sent you? (Yes I did) Great! Listen John, I have JR on the phone – I asked him to be on this call because he’s an expert in this business, he has all the answers and has had a lot of success in this business. John Meet JR.” Then BE QUIET! Never interrupt you’re up-line when they are talking! Why, you might ask? You have already introduced them as an expert. Once you interrupt them you start to take away from the posture you have just created. Your only job on this call is to edify and turn the call over. Don’t say another word unless your three way caller either asks you a question, or turns the call back over to you.

The Expert also has a job on this call. A good “expert” should get to know the prospect. They should try and make a connection with this person. As an expert, you might talk with them about what they do for a living. Ask if they like their job? Find out if they leave their options open if something better were to come along? The more you can learn about the prospect the better. Fairly often your prospect might be feeling skeptical. A great way to handle this is to use the Feel, Felt, Found strategy.

“I understand how you are feeling, I felt the same way when I first heard about this opportunity, but let me tell you what I have found."

This is an excellent time for the expert to share their story. Tell them what was it about Exfuze that was so compelling? When finished make sure to ask what questions they may have.

Now, comes the time to complete the circle. (Remember it’s the Art of Edification Circle”). The Experts primary job is to edify the prospect in return.

Here is an example: “John, you are really lucky that JR invited you to look at this presentation. He thought enough of you to share this opportunity with you first. JR is going to be very successful in this business. If I were you, I would take one of JR’s top spots in his organization right away! This will give your prospect more confidence in joining you in your new business venture.

Folks, as simple as this sounds I can promise you one thing…IT WORKS. Something magical happens on a three way call that would otherwise not happen if you try and attempt to handle things on your own Let’s think about what you have done to this point. You have contacted someone and invited them to a third party tool. (CD, DVD, Business briefing meeting, etc.) You then followed up and asked if they had a chance to watch, and then introduced your prospect to your upline. “Mr. Prospect, meet my upline”. That’s it! Is that duplicable? You bet it is and that my friend is the Secret to your Success in this business! DUPLICATION!

In the spirit of Success,

Travis A. Flaherty
“Let’s dream big, work hard and go change some lives!”
www.squidoo.com/travisflaherty