Don't give up on someone too soon! Be
direct, clear and assertive in your communications — it'll help
your prospect know you'd be a strong person to partner with
and/or it'll save you lots of time and energy!
Here's another important insight into building your Network
Marketing business : If you believe strongly in your offering,
it's probably SO compelling, that MANY people WANT what you
have. If they're in your prospecting "pipeline," they're
often impressed with what you've shown them so far.
Yet the complexities of their lives and family obligations sometimes
make it appear to us that they're "flaking out"
on commitments they make with us for follow-up phone appointments.
And too often, because of our prior conditioning to just accepting
situations which may appear to be set backs and failures,
we incorrectly ASSUME that an unexplained failure
to connect back up with us TRULY MEANS that they're no longer
interested in our offering. That's often just plain WRONG.
Often, we give up on someone way too soon. Sure,
it's a guessing game, but we need to go with our intuition
and the direct clues, questions and expresssions of interest
our prospects have given us from our early discussions and rapport
building efforts.
When it looks like a formerly "strong" prospect
is now acting elusive (but we're not positive yet), we need
to press on with our communication efforts — by e-mail, fax
or phone (phone is the BEST) and simply say:
"Hi (prospect), looks like we missed our phone appointment
together, which I had down for (time and date). You can probably
understand where some people might assume that the challenge
I've had getting back in touch with you would be an indication
that you're no longer actively looking for a strong, viable
home-based business venture with the top Network Marketing company.
Is that true, or are there some other questions about this which
have come up that I can help you with? Does this look like something
you sincerely want to explore further?" (And if they're
still balking, say: "Or shall I just close your file?"
- most people hate to have their "file closed!" -
so timing or money might just be bad for them right now).
And if they're sounding at all positive, then ask: "Shall
we proceed with the paperwork so you can become happily involved
with us? OK, what's your Social Security number?"
Now, you have lain your cards flat out on the table - in a nice,
but direct way. If they balk here or decline to get involved
right now, the timing might be bad for them - and it could be
anything - a promotion at their job, a family situation, a trip,
tight finances. See if you can handle it and move forward to
facilitate their happy involvement NOW. If not, ask:
"Would it be OK then if I simply keep you advised occasionally
of new developments with our business and products?" OR
- even better - say "Then do see any reason why you can't
simply become one of our satisfied customers for now?"
Most people want SOME reason so say "yes" to you.
If you give them an easy question that they CAN say "yes"
to, they will - AND, you NOW have an open door for future dripping
and followups! If they agree to become a customer, you've just
closed them on the sale of at least one of your key products.
And their use of that product could well be successful enough
for them that their attitude about working with you and your
product line might change.
Future followups can be worth a FORTUNE to you! (Remember,
I ignored Essentially Yours for 2 months while my upline friend
slowly and steadily dripped influential information on me -
until I saw that there was probably strong value in building
this company, and I called him).
Communication is the key - and it may take a few tries - by
YOU. When you connect, just be direct and open - and LISTEN.
Then you'll know what to do!
—Art Burleigh
