3rd Party Follow Up – Recruiting like a Pro
Typically a prospect for your Network Marketing business will look at your business at least 4 or 5 times before they are ready to make a decision. Therefore it is important that you understand the single biggest weapon in the recruiting process is 3rd Party Follow up.
3rd Party follow up and validation, It’s a subtle, but powerful element of your Business.
Psychologists call this element social proof. What it means is that people are more likely to do something if other people are doing it too. The more testimonials your prospects hear and the more 3rd party tools of your business they see, the more likely they are going to say “yes.”
TOOLS such as …..
Webinars
Company publications
Network Marketing Publications
3-way calls
Product – Business Testimonials
Events
Local business presentations
Websites – Training websites
Marketing STRATEGIES
Product Demos
Home/office presentation
DVD Presentation
A Call from your upline business partners
Branding sites – Your own or upline Youtube channel
Branding info (anything that adds to the credibility of you or your business partners)
i.e – Photos or videos of Company trip promos, photos – videos of your or business partners lifestyle
videos of conventions etc…..
Using third party is a simple thing to do. When someone has been presented the business, the next thing you want to do is introduce them to others doing the business.
After they see your main tool that you use to show the business i.e website, recruiting video etc.., the next step is to do a 3-way with one of your upline business partners or even sideline if needed. With new or relatively new distributors one of the main purposes I use 3 way calls is as a teaching strategy. Network Marketing is a show and tell business the more you work with your new distributors in this way you are teaching them what to do and what not to do.
It is important to understand that in prospecting speed is very important to always follow up no later then 24 hours after your prospect is presented the business or get’s the 1st look of the business. In most cases don’t tell your prospect that you will be introducing them to a business partner when you book a time to get back to them. Obviously there are some prospects that they would get very excited about the opportunity to speak with a successful business person, you would have to gauge this, if they show incredible amount of enthusiasm after the 1st look then this would be a good opportunity to let them know.
The proper way to do a 3-way call to most can be commonsense, however, most 3-ways are not done properly. Here’s what should happen in a 3-way.
Step 1) Distributor calls prospect with upline business partner
Step 2) Prospect answers and Distributor introduces themselves and asks if they have a minute (this is critical, they may be in the middle of something, if they don’t set up another time with them)
Step 3) Distributor edifies the upline like ‘Bob I would like to introduce you to my business partner she is extremely successful in _______ and does business all over the world.'(Always discuss with your upline business partners how they want to edified. The purpose of edification it builds
the credibility of that person with your prospect. The prospect immediately thinks they are talking to an expert. Make sure you do not miss this step if you do the call I guarantee won’t in most cases go as well.
Step 4) Upline tells their story and background ( again this is critical remember stories tell facts don’t). Upline takes care of their questions & tells more stories about product, company etc..
Step 5) Upline asks for close.
Another great way to use a 3rd party call is too have one of your upline leaders call your prospect by themselves. In our organization we use this strategy very effectively, particularly in cases of mature distributors & Leaders who are prospecting quality successful entrepreneurs.
In local business briefings, take your guest around and introduce them to successful leaders in the room and or distributors that your prospect will relate too.
Have your prospect tap into a webinars/conference call so they can hear the successful testimonials. (Please note to my surprise many in the industry are still not using Testimonials on their business presentation Webinars/conferences, the FACTS don’t SELL, it is the STORIES – it is a huge error in judgement when you are not using 3rd party on these presentations)
Again if you are not doing this you are missing one of the best tools to close a prospect.
Even if someone wants to get started, then immediately connect them with others who are in the business. The first 30 days are critical for a new distributor, help their belief by introducing them over the 30 days by as many of your upline leaders as possible. Just this simple technique done repeatedly can spark an individual to Greatness.
When you watch the professionals in Network Marketing, they are constantly introducing people to others.
Even at major events, they are introducing their leaders to other leaders. The third party validation happens throughout the entire life of your business.
Follow-up is a critical factor in your business. Too many times, people get someone to the website or go to a meeting and they never contact them again.
It’s responsible.
It’s professional.
It’s accountable.
It’s critical.
The fortune is in the follow-up particularly when it is done with SPEED. Remember that. If you are contacting a lot of people, but you are not getting results, it’s probably because of your poor follow-up.
Remember all you need to do is invite the person to hear from other people through the many tools you have available to you in your business. The third party follow up will explode your business!
“Never, never give up and never give in. Tenacity and toughness are taught. Those who persist win!
The wolves are always out there prowling around for strays, preying on the unsuspecting and weak.
It is true that a smooth sea never made a good sailor! Never promise more than you can or are will to give.
Never give anything but your best. Never give up or give in.”
Have a prosperous Day!!!
GOD BLESS…
Joe Garcia