Follow Up

Follow up - Please adjust your headset or speaker volume

So many people initiate a contact, send Prospects information packs, DVD’s, Videos, Audio cassettes, or to websites, only to fail to follow up, to find out whether their prospect found the information of interest or not. What a waste of time, money and effort. So should we consider Why?.. Well I think it is quite simple really.. they don’t want to hear NO. So they’re waiting for the person to ring them and say YES… Pigs might Fly! The reality is, the more No’s you hear, the more Yes’s you’ll get! Anyone in sales will tell you that.

It is essential to follow up as quickly as possible and at the agreed time, if you have arranged so.

In essence, the Follow Up, is to find out one of three things. From the information provided:

1.       If your prospect is NOT interested at all.

2.       If your prospect is interested, but has questions.

3.       If your prospect wants to get started right away!

What should you say when you follow up?

"Hi John, just getting back to you as I promised... is it convenient for a few minutes? Great.. so what did you find interesting about the information?" or...

"So does it look like something you wish to explore further?" or, "So it looks like something you wish to explore further then?" or...

"What questions do you need answering or information you need to have, before you are ready to make a decision whether to get involved or not?"

1. If your prospect is NOT interested at all.

Well this is easy to deal with.. thank them for reviewing the information and good day! Don't try and change their mind.. just move on. The only question I ask is 'Why', just so's there hasn't been any misunderstanding of the information.

2. If your prospect is interested, but has questions.

"So John, if I can answer you questions completely to your satisfaction, are you in?"

To answer the questions you might send him to another website or, refer him immediately to your sponsor on a 3-way call. Don't try to be the expert!... Remember the saying 'The Stranger's the Expert'.

3. If your prospect wants to get started right away!

That's great John, but let's make sure you understand what being involved really entails... then go through you getting started commitment criteria!.. Find out exactly what is motivating him to get involved. What is it he wants out of it.

Make sure your prospects aspirations are realistic and that he knows what is entailed, both financially and as a time commitment. Let him know what you expect of him. After all, you are both going to be Business partners for a long time and you want to be sure you’re going to be able to work together. It is essential your new Partner will follow our proven, duplicatable system.

You can down load an A4 .pdf copy of this information by clicking here