MLM Training: Techniques for Converting Cold to HOT Prospects
In this article, I’m going to explain how to follow up after you’ve invited your MLM prospect to view your network marketing business or product. This is the final step of the invitation formula, the formula I use successfully to get prospects to take a look at my MLM business.
The invitation formula is:
Say hi
Qualify
Guest
Handle any questions/objections
close to the action
Tracking or Tracking
The purpose of Follow Up is to reconnect with your prospect and guide them to what they have said they need, want, or don’t want that relates to your network marketing business or product.
The purpose of Follow Up is when your prospect indicates they are ready to take action (join, sign up, sign up for your MLM business), then you follow up by delivering everything they need to get what they have stated they need, want or don’t want. This can start by completing simple distributorship agreements, getting products, signing them up for services, and then providing them with MLM training.
Your ability to be effective in following up and getting people to sign up with your network marketing organization depends on the previous step of the invitation formula: closing the action. When you close your prospect to action, they agree to do some things and you agree to do some things. One of which was to contact them again at a scheduled time.
Do that.
That’s tracking.
You may need to follow up or get back in touch with your lead a few times to get them to the stage where you follow up with them.
I’m not going to pretend this is funny. It certainly isn’t. But, it is a requirement for your success in network marketing.
I have identified three main areas of follow-up that need to be understood in order to be successful in follow-up…and therefore in network marketing.
1. Close the action right and your follow-ups will work much better.
2. Do…follow up. Most don’t, that’s why most don’t succeed.
3. It’s not you. I know it doesn’t make one iota of sense, but she keeps reading and it will.
So let’s imagine a typical MLM prospecting scenario.
Mr. MLM Business Prospect has this need/desire. For this discussion, I’m going to say that he needs money to pay off his debts and have some “breathing room.” I could trade time or anything else here, but for this discussion I’m going to use money.
So Mr. MLM Business Prospect is very, very concerned about his credit card bills. He has gotten into his head. There was a time when he didn’t have credit card bills. He was able to pay off the credit card the same month the charges were filed. He then he collected something that he required two or three months to pay off. He used some discipline and cut his spending in other areas and proudly sent the payment and paid it all off.
And at some point he went too deep and couldn’t pay it off in a month or two. He has been in debt for years. But Mr. MLM Business Prospect has pride. He is completely convinced that he will pay for it. So convinced that he begins to erect “walls of determination.”
“I won’t spend money on anything I don’t need!”
“Okay family, we need to cut back on spending money.”
“We can’t afford that.”
“Honey, can we go to the movies tonight?” “GOOD PAIN, can’t you see WE CANNOT SPEND MORE MONEY?”
A postcard arrives in your mailbox about how to earn money from home. He calls and leaves a message. “I’m just curious…” he says into your message machine. You call him back. You make a good greeting and qualify. He does not express all of the above, he has pride. He sums it all up in a little statement like, “I’m just looking to make some extra money.”
The whole time you’re talking he has one thing on his mind… “How much is this going to cost me?” If it costs anything, he’s going to put that wall of determination between you and him. This question of “how much does it cost?” it doesn’t come up because you are moving directly through the invite formula. You come to the conclusion that he does, in fact, qualify as a prospect for your MLM business and you invite him to watch a movie online. He agrees and you schedule a time to follow up.
You call at the appointed time – he does not answer the phone and does not call you back. You think it’s you. You think he is rejecting you. You think you need to go back to the drawing board because “this (your MLM business) isn’t working.”
Networker – Mr. MLM Business Prospect needs your help. He is trapped behind his “WALL of determination!” You need to help him get around, under, through, over this wall… which requires you to keep track of him. Don’t sit around looking at YOUR problems and dreaming about all sorts of things, that’s not you. Call the man back, call him back, call him back, and keep calling until he reaches you: take his hand and walk him through YOUR wall.
That’s what tracking is all about. It’s definitely not the best part of your network marketing business, but it’s the most honorable thing to ever do.
When you think about… or topic… “Making the Numbers”, remember that each “number” is a human being. Help make being human and then following through so much easier, and you’ll be amazed at how your MLM business will continue to grow.