The Fortune Is In The Follow Up

followup

Many of us focus so much on the approach, but for whatever reason we don’t follow up–or don’t follow up as well as we should. On the other side of the coin, some may follow up way too much to the point of being overbearing. Finding a balance in the “follow up” is very tricky in Network Marketing.

Each person who struggles with the follow up has a different reason. Some might mess up by not getting a firm commitment for a follow up.  Others just prejudge their prospects, thinking their is no way they’ll be interested.  Some of you may even be scared to follow up while others may just be lazy. Whatever the reason, failing to follow up can derail even the best of leaders.

THE FORTUNE IS IN THE FOLLOW UP

I can’t tell you how many MLM’s I’d been called about where I was somewhat interested but they never followed up with me. It happened in all 11 MLM meetings I went to. Had the person who approached me been better at following up, there is a decent chance that I may have joined one or two of those companies. But since no one ever followed up with me, I never got involved any further.

WHAT YOU DO SPEAKS SO LOUDLY I CANNOT HEAR WHAT YOU SAY

Here is some insight.  If you truly believe in what you are doing then you will follow up!  You can tell your prospect how passionate you are,  you can tell them how confident you are–but it doesn’t work unless you actually show it.

Think about it.  If you truly have something that you feel would be a benefit for your prospect you will follow up.  If you don’t, then you won’t.  At least that’s what your prospects will think. People aren’t following your knowledge. Above all else they are following your vision and commitment.

WHAT NOT TO SAY INITIALLY IN THE FOLLOW UP

So the first point:  When you are following up with a prospect, don’t start out by asking questions.  Don’t ask, “So what do you think about this new venture?”  “What questions do you have?” Don’t say anything like that.

GET THEIR INTEREST BACK up before you ask questions. Now why would I say that??  On a scale 1 to 10, let’s just say a prospect is at 7 when they meet with you.  When you call back who knows where their head is at.  They could have had a friend bad mouth network marketing.  They could have read some nonsense on the Internet.  They could just have cold feet and massive fear.  You must empower the prospect and build their belief back up before you ask questions! I say that because once someone says “no” they will defend that position to the death. Once they say they aren’t interested, THEY ARE GONE!! Get their interest high before you ask questions!

HOW TO BUILD BACK THEIR INTEREST

Use a 3 way call.  Get them on a business overview call. Get them to an event. Get with them face to face.  Anyone of those options are helpful in building back their interest. If they live in your area build back their belief with your passion for the business.  Empower them and then get with them face to face.  This business used to be mostly done knee to knee, face to face.  Nowadays many try to take short cuts with technology. Technology has a purpose and can give you more leverage but there is still value in face to face meetings when at all possible. There is no substitute for building real relationships.

TAKE CHARGE

Take charge and tell people what to do! This is such an important principle.  Our whole lives we have been told what to do.  In school we are told what to do by our school teachers.  When we were younger our parents told us what to do. Then most of us get a job where we’re told what to do.  Our whole lives we’ve been told what to do.  Taking charge doesn’t mean you have to rude to someone or overbearing.  It is a principle of leadership.  People want to find leaders not followers.  And leaders KNOW what they want and where they are going!! If you are not that leader in this business then this is the one of the reasons for using a 3 way call. In the meantime practice becoming that person.

So again on the follow up call I would take charge.  I would remind them why THEY are interested and why THEY want to be apart of your business venture.  I would remind them why you’re excited to do this with THEM. I would talk as if they ARE going to do it.  CONFIDENCE and PASSION are vital to the follow up.  I can’t stress enough how being unsure will kill the follow up with so many prospects. If you’re already on board and still unsure, someone without the whole vision will definitely be unsure!

CHASING

First off don’t leave more than one message.  I call from a different number and or text. If they haven’t called back you can use *67 and call from a blocked number.  If you still can’t get a hold of them after a few days I would leave what I have named “the callout” message.  Which is this “I am sure you have been way busy because you haven’t gotten back to me, which is unlike you.  I hope everything is alright.  Call me as soon as you can regardless of where your interest level is at.”  Now when they do call back, remember what we said before: Don’t ask or let them tell you where they are at until you first take charge and build back their belief system.

POSTURING

The next insight I would give for any follow up is posturing.   You don’t want to ever beg anyone to be a part of your business. With that said I have seen network marketers go the extreme where they posture themselves as huge leaders that act like they don’t need anyone. It makes them treat others with no value or importance and can come off as pure arrogance.  Another form of posturing is called the takeaway–where the strategy is that if you posture like the business is so big by taking it away (telling them it’s probably not for them) from others they will be more interested. I agree with this strategy to an extent except sometimes we take that so literally we take away the business before they even have a clue of what we are doing.  Meaning they don’t even know what it is you are doing.  You can not take away what you haven’t given them yet. So make sure that before you take it away you have at least given them what the gist of the business is.

HOW MANY EXPOSURES

Just because the average person will probably take multiple exposures before they sign up doesn’t mean that you have to expect that every time. Each prospect is an individual and unique. Don’t prejudge. The first company that I joined, I signed up the first time I saw the business.  Some will immediately understand what you are offering, some won’t.  One of your goals is to see where they are and get them going As Soon As Possible.  However fast that is.  For some it may be quick and for others it may take a long time. In the meantime the goal is to give your prospect as many exposures as possible. Keep focusing on getting your prospect more and more exposures.

MASSIVE ACTION

I also want to give some last insight. You won’t be perfect and may be awful in your initial follow ups. Who cares?!! Everything worthwhile takes practice. Laugh it off. Figure out your mistakes. Get better and take action again. Massive action solves all fears. Walt Disney says, “The best way to get started is to start doing.”

Most of all, in any part of the process–ALWAYS MAKE IT FUN!  Joke around with your prospects. It is easier for someone to want to do what you are doing IF YOU ARE HAVING FUN WHILE YOU DO IT. Everyone naturally gravitates to happy and positive people. Be that leader and they’ll follow you wherever you’re going.

The Art of Recruiting

mtng2Recruiting really is an art.  There really isn’t anything that is so profound you wouldn’t think that it’s common sense.  The hardest part is putting it all together.  The details, communication, psychology and flow of recruiting make all the difference.  First you need to assess how much time you have to meet.  Some meetings you have to go through the whole recruiting process in 30 min.  Other meetings you have a full hour.  Manage your time wisely.  I am grateful for the opportunity I have had to spend countless hours around 2 of the best recruiters I know in Lance Conrad and Lon Wardrop.  A vast amount of this info comes from observing these two great leaders mixed with my personal experiences.

Build Trust

Get to know your new acquaintance.  No one cares how much you know until they know how much you care.  Yes it’s cheesy but it is also true.  Find out his/her likes and hobbies.  Find common ground and relate in a real way.  Don’t be that guy or gal that is the suck up trying too hard.  We all know the suck up who agrees with everything that is being said.  We all know the suck up who comes off as fake.  Share some of your hobbies.  Open up a little bit.  People love working with someone they feel is a good person.  Find common ground and build on that.

Find hot buttons

During your initial conversation you should be able to start finding his/her hot buttons.  What makes him/her tick?  What drives him/her?

Tell your story in a credible way

Relaxed intensity should be you the entire meeting.  Don’t be over anxious.  Show confidence not arrogance.  If you have done something great share it.  Don’t be shy.  Just share it in a way that comes off as confident not arrogant.  For example I tell people that I did x,y and z as accomplishments but follow it up with, “the better I get the more I learn that I can always learn more.”  Never become a victim!  Don’t start blaming others for past failures.  Regardless of if it is someone else’s fault no one likes being around a whiner.  Turn your negative experiences into positive ones.

Sidenote – Ideally you will have someone else that properly edifies you before your meeting or during your meeting.  If that has been done you will be able to give a shorter version.

Sell the vision

Why would they be interested?  How is it a fit for your prospect?

There are 2 questions everyone asks themselves that you must answer very clearly

Can I do what is required?

Is is worth it?

You see he/she may feel like they can do what is required but then the bigger question comes into play.  Is it worth it?  Good recruiters know how to paint a vision that others want to be apart of.  Stephen Covey said, “leadership is communicating to others their worth and potential so well that they see it in themselves.”  Fit the prospect into the puzzle!

Validate with another voice

It doesn’t matter if you are recruiting your best friend or family member.  At some point (the sooner the better) you always want validation from another voice.  It is a principle that works.  I had to learn the hard way.  After having massive success recruiting I thought I could do it on my own without validation.  I got my butt kicked and quickly went back to the basics with third party validation.

The Close

Ask what intrigues he/she the most and what would be the biggest hurdles.  As you start reading people better and better you will handle most of the objections during the presentation.  Take your prospects favorite parts that you pitched and focus more on those than overcoming obstacles.  Focus 90% of your time on solutions.  10% on obstacles.  Once you have done this ask your prospect on a scale 1 to 10 (10 being the highest for interest) what is their interest level.  If your prospects interest level is a 7 or above on a scale 1 to 10 they are typically wanting to be closed.  They want you to simply take charge and tell them what to do.  If you don’t then you are creating doubt.  If you are sure about whatever it is you are pitching then they will be more confident about it.  If you are unsure then they will be more unsure.  When I say take charge and tell people what to do that doesn’t mean to be overbearing.  If you say it with the right tone and invite he/she to be closed it almost never comes off wrong.  (This is very basic on the subject of the close.  I could and will probably spend an entire article on the psychology of the close).

Have follow up meeting/call setup before leaving

Don’t ask questions right away on the follow up.  For example I wouldn’t call someone up and say, “so are you in?”  First build back belief and remind them why he/she was interested.  Then after you do so you should ask questions.

Amateurs convince experts sift and sort

Recruit without hype.  That doesn’t mean you can’t sell a dream.  You should always be selling dreams and hope.  Just balance it with the reality and averages.  Then empower others they can be better than the average person.  They can be great but that depends on them.  Challenge them and ask them in a world of so many people just trying to get by what is going to make you different?

Sidenote – There should be one main voice in a meeting.  Too many voices jumping in all of the time makes the message complicated and less powerful.  Yes there is power in validation but make sure validation comes at the appropriate time.

Who Wants to be That Crazy Network Marketer and Annoy Everyone?!?

How do you have posture; showing enough confidence but not arrogance???  Showing true confidence by being yourself and not fake??  Stating your intentions in a direct way without throwing up on the prospect with too much info??  Creating urgency without chasing??  Balance balance balance.  We listen to calls, go to meetings and even read books to fine tune our skill set.  To pick up little insights that will give us more vision and enable us to pass that vision onto others.
Most people think that either they have to annoy all their friends and family to succeed in Network Marketing or they won’t succeed.  You don’t have to be in the NFL to succeed. For those of that think the NFL is the National Football League it isn’t. In our industry the NFL would be the No Friends League.
I believe that there is a way to respectfully approach all of your family and friends so that you don’t become that annoying MLMer.
I heard a leader say this once, “all I talk about is (she named her mlm company).  All my friends are only from my mlm company because my other friends know that I am going to keep dripping on them about my company until they do it.”
Really??!!! Now wonder so many people don’t even want to talk to us!! Be a real person. Amateurs convince experts sort. Your job is to get your prospects to take a close look.  Your goal is to make sure that they at least KNOW what you are doing to make some sort of an educated decision. Then whatever decision they make is their choice.
Moving on to the topic of posturing, let me give a personal example. I just ran into a friend randomly.  This friend was approached about several years ago by someone in my organization.  His first question was, “are you still doing that MLM thing??”  I said yes.  It isn’t a job.  It is my lifestyle.  This guys name is John.  John said, “really?” I could never do that kind of thing.  I quickly told him it isn’t for everyone.  Only the willing.   I know how to teach you and anyone for that matter to do Network Marketing as a business.  I also can teach you a way to do it where you won’t lose any friends or family.  Most companies don’t know how to do that.  By the end of the 3 min conversation John said to me that he was leaving to go do sales for the summer but that when he got back he wants to explore doing Network Marketing as his future because residual income is what he has been looking for.
Now I don’t know if he will really sign up.  The point is this.  All of you have the tools to do this business and can say what I said in your own words.  You don’t have to have had massive success to say what I said.  I walked and talked just like I do now after a few days in the business.  Of course you learn more as you go but I kept it simple, passionate and confident.  If you don’t have confidence in yourself then don’t make yourself the issue.  Find something that you do have confidence in like the company and the leadership.  The next important part of that story is this…..  You can’t take away something you haven’t given them. I hear this all the time.  I just took the business away from them because they didn’t seem interested.  Of course there comes a point where that is the best strategy but all too often we take something away from prospects that don’t even know what it is we have to offer.  So posturing isn’t acting so cool that you act like you don’t care about them.  It is a balance.  Have your prospect get on a launch call (which is an introduction to the business), go to a meeting or get on a 3 way call.  Be careful to not sift too early and make sure that as you sift through prospects that YOU GET REFERRALS. In the story about John I was short in conversation, confident, let him know he could do this business.  I let him know I would love to work with him but I didn’t sound desperate.  I didn’t come off as arrogant like I make so much money that he didn’t matter.  What I did is I postured with an attitude that Network Marketing works and it will work for him if he is willing!
The next piece of advice that I have is this…
Call all your friends that said NO. Ask how they are doing without mentioning Network Marketing. When someone says no to you give them a follow up call just to be a real person and let them know there are no hard feelings by your actions.  People don’t care how much you know until they know how much you care.  BUILD THE RELATIONSHIP WITH PEOPLE is not an easy topic.  Some interpret that as, I have to talk with my prospects X amount times before I can mention my business.  Others don’t care and go the other extreme only interested in taking one’s money and their intentions are clear which will turn the prospect off.
Like I said, the balance on this topic isn’t an easy thing to do.  There is no set way.  There is no systematic way with people.  Every person is different and every relationship is different.
Always clearly state your intentions
That isn’t easy.  From your standpoint you want to make money off this individual but you also want to help them make money.  Neither is wrong and both are important.  I always let my prospect know why this is the best business plan on the planet.  In this business we make more money if our prospects make more money so we are incentivized to work as teams. The greatest part is your organization has the opportunity to make more money then you do!!!  If that doesn’t make sense to you then please talk to one of your leaders.  It is called geometric growth.  Each distributor who comes in has the opportunity to make more money then the person who sponsored them and in fact they have the opportunity to make more money then every single person in their upline.
The next bit of advice is FACEBOOK.  As always, don’t take just take my advice.  Each leadership team will have a little different perspective.  Whatever they tell you is RIGHT.
Facebook
I have never heard anyone who has had massive success from postings on Facebook.  Status updates like, do you want easy money, call me if you want to make money and business is so good are so cliche and overused they make people want to run the other way. They don’t help you sponsor the leaders; which is who we are all looking for. If you know of someone that has had success through postings on Facebook it is a lucky exception and WILL not duplicate properly.   Remember what works in our business is what duplicates.  Sure many of the leaders in your company may post stuff about their business but they are plugging their whole organization into the most recent news.  Most of their friends on Facebook are probably from their business.  They also have formed credibility so what they say doesn’t sound as cliche.
Just imagine a scenario with me.  The common person gets on Facebook.  Every week they see their friend post something new about your business.  The more they see the more MOST of them will think, “wow I don’t want to be that annoying person.  I could never do that.”
For some of you it isn’t bad to post something every once in a while but constant bombarding will not attract leaders nor will it attract those who aren’t in our industry.  I separate my contacts on Facebook.  I scroll over each new friend and if I want them receiving my Network Marketing updates then I  list them as business.  If they are just friends then I don’t need to change anything.  This way when I post something that is strictly for my business contacts I am able post solely for them.  If you aren’t sure how to do that just google it and you will learn quickly.  Using this technique I am able to be much more efficient and can properly utilize social media.  
Facebook does have great value.  Use it to build relationships.  Use it to promote lifestyle but don’t use it to spam your friends (your non network marketing friends).  They already think you are crazy!  🙂
Many of you will disagree with me and that’s ok.  Do whatever your leadership team tells you to do.
“Wherever you are be there.” Let me preface this; when hanging out with friends if they ask me about work, “I say this is the funnest  that I have ever done.  It is work just like everything but I love it.  Then say I really don’t talk a lot about work when I am with friends or family.” I change the subject and ask how they are doing. Now understand this is more of a group setting in a bigger function with friends or family.  Also understand that I will call them later to talk about my business. Yes there are circumstances where you probably have someone that is really interested.  In that circumstance keep it short and confident.  If they seem interested then talk about the business but don’t throw up on them. Don’t be DESPERATE!
A couple last little bits of advice
Put all Birthday’s in your phone and text Happy Birthday.  Not just your contacts from your business but all contacts.  If you are on your Facebook account it will say when your friends birthday is.  If you don’t have their birthday in your calendar you should text people asking them when their birthday is because you are updating your calendar and contact information.  Just a simple Happy Birthday goes a long way.  People love to have other people actually care about them.  You will find it becomes fun to see the responses you get back and is great to just stay on contact with people.  Yes that’s even if they never do the business!
Send out a minimum of 3 emails every week to reconnect with friends.  I would send out more and I would do it on red time (meaning do it when it is a non prospecting time like late night or early morning).
Be social. Truly love people and talk to people everywhere.  Do it for the right reasons.  Even if someone isn’t interested in the business I have learned to always love talking and conversing with people.
I learned a valuable lesson from my mentor Lon Wardrop.  I remember coming home from Lake Powell with him in September of 2009.  We got a flat tire on the way home.  There was a gentlemen who was 80 years old who pulled in to see if we needed help.  Lon spoke with this individual for 25 minutes.  Lon never asked this man for his phone number.  He didn’t have any intentions with the business.  Lon just loves talking with people.
I don’t want anyone to take this article and misinterpret it. I was speaking to you directly on the way we handle and approach with those we know. That doesn’t mean you shouldn’t be making contacts with people you don’t know that you come in contact with. We should always be listening and engaging in conversation with those we meet in random places whether that’s at a restaurant, getting your oil changed or wherever that may be.  We are in the business of becoming professional friend makers.
We should ALWAYS be taking massive action.
Don’t think you need to know everything I just taught you.  Don’t be overwhelmed. Your Network Marketing company is a lifestyle.  Walt Disney says, “the best way to get started is to start doing.”  Don’t be afraid to make mistakes.  My point is that you can be a real person and make this business happen.  In fact MOST of the leaders are all Real People and not crazy MLMers.  This business is about leadership.  My goal is to empower you to become better leaders.  Stephen Covey says, “that leadership is communicating someones worth and potential so clearly that they see it in themselves.”  It doesn’t matter where you are at in your Network Marketing business.  What matters is where you are going!  Start seeing yourself for what and who you can be because all of us can be more.  We are here on this earth to be great.  So let’s go make it happen!