Improving your Follow up
Quality People Quickly To Your Organization
~ Improving your Follow up
Don't let your emotions get in the way of production
How many times have you heard this one?
"I can't get my prospect to pick up the phone when I call them back!"
It happens to everyone. People don't show up, don't answer or don't reply after expressing interest on an initial call. They disappear and become part of the Prospect Protection Program.
This happens to the best-of-the-best in the business. It is part of the game. Some people simply don't have the intestinal fortitude or the professionalism to simply pick up the phone when you call and say they aren't interested in your opportunity.
There's good news! There is a way to dramatically reduce the number of people who "no show" on follow ups AND make you feel better when they don't show up.
We are all emotional beings. That's what humans are. We have highs and lows and good days and bad days. It's just part of life. One thing you DON'T want to do is let your emotions get in the way of your production if someone who you thought was going to join decides not to engage.
Six Strategies to Improve your Follow-up
1. Do a Three-Way Call.
During your first call with a prospect, introduce them to another leader to help bring the person closer to making a decision on that first call. A third party validation from another expert may just be the ticket to create enough interest to get them to that next step.
2. Firm it up.
Instead of just leaving it open-ended, set up a firm follow up appointment. If I am sending further information to a prospect, I'll ask them how soon they will be able to review the information I am sending them. If I am sending them to a website, I may be able to get back to them as early as an hour from the initial call. The sooner the better. Don't ever wait longer than you need to in order to make the second call. I get them to tell me when they will be able to look at the information so we can talk intelligently about getting them going. Then, I book an appointment to meet with them. I'll give them two options. For example: If a prospect tells me that he can look at the information tomorrow morning, I will then ask them if morning or afternoon will be better for them to talk. Once I've gotten confirmation from them that either morning or afternoon is better, I will then give two options for appointment times and have them choose one of them. I always make sure the "pencil" me into their calendar.
3. Put the responsibility on them.
During this process, I give them my phone number and have them repeat it back to me. At that point I'll say something like "Joe. I am a very busy person. If for any reason you can't make that appointment, you will give me the professional courtesy of calling me and letting me know you can't make it so I can put someone else in your spot, won't you?" Once I get their agreement, I now have released myself of any emotional burden I might have been feeling if they pulled a no-show and I didn't get that agreement up front. So…when I call my prospect back and they don't answer, I'm done.
4. Be on time.
This is a professional business. You need to show that in everything you do. Don't ever be 15-minutes early or 5-minutes late. Be on time, every time!
5. Don't ever chase.
Even though you may have been excited at the possibility of your prospect joining, chasing never works. Leaving 17 messages over the next two-weeks is not going to get them in the business. Those who are interested show up. Those that aren't, don't show. It is just that simple. If you fill up your pipeline with enough people, you won't ever need to worry about coddling prospects that aren't showing any interest.
6. Don't get emotional.
Regardless of how well you set up the follow-up, you will still get no-shows. It is part of the business, even when you're good! Move forward. Find someone else to talk to about your business. Don't let someone who can't even make a simple appointment ruin your day. It just isn't worth it.
A great majority of your prospecting calls will require a second or third call before they enroll in your business. Do your best. It's all you can do. Get them to agree to look at the information, agree to a time to meet again, and agree to call you if something comes up and they can't make it. If they show up, they're probably interested! If they don't, they aren't.
Ask yourself this question. Were you begged, convinced, chased, or coerced into joining your company? I doubt it. So…why is it that so many people continue to call people back who never respond? I have asked this question on calls and on stage in front of hundreds of people and no one has ever said "yes" to that question. People that are interested show interest by being there when they say they will, or at least calling you back and re-scheduling if they can't make it.
Be professional, do your best, and don't chase. And remember, there's always someone else who IS looking to make a change in the quality of their life.
Keep prospecting!
Success=Action
Ron Outlaw
http://www.cashin2000.com/
P.S. Credits given to my mentor:
Todd Falcone
~ Improving your Follow up
Don't let your emotions get in the way of production
How many times have you heard this one?
"I can't get my prospect to pick up the phone when I call them back!"
It happens to everyone. People don't show up, don't answer or don't reply after expressing interest on an initial call. They disappear and become part of the Prospect Protection Program.
This happens to the best-of-the-best in the business. It is part of the game. Some people simply don't have the intestinal fortitude or the professionalism to simply pick up the phone when you call and say they aren't interested in your opportunity.
There's good news! There is a way to dramatically reduce the number of people who "no show" on follow ups AND make you feel better when they don't show up.
We are all emotional beings. That's what humans are. We have highs and lows and good days and bad days. It's just part of life. One thing you DON'T want to do is let your emotions get in the way of your production if someone who you thought was going to join decides not to engage.
Six Strategies to Improve your Follow-up
1. Do a Three-Way Call.
During your first call with a prospect, introduce them to another leader to help bring the person closer to making a decision on that first call. A third party validation from another expert may just be the ticket to create enough interest to get them to that next step.
2. Firm it up.
Instead of just leaving it open-ended, set up a firm follow up appointment. If I am sending further information to a prospect, I'll ask them how soon they will be able to review the information I am sending them. If I am sending them to a website, I may be able to get back to them as early as an hour from the initial call. The sooner the better. Don't ever wait longer than you need to in order to make the second call. I get them to tell me when they will be able to look at the information so we can talk intelligently about getting them going. Then, I book an appointment to meet with them. I'll give them two options. For example: If a prospect tells me that he can look at the information tomorrow morning, I will then ask them if morning or afternoon will be better for them to talk. Once I've gotten confirmation from them that either morning or afternoon is better, I will then give two options for appointment times and have them choose one of them. I always make sure the "pencil" me into their calendar.
3. Put the responsibility on them.
During this process, I give them my phone number and have them repeat it back to me. At that point I'll say something like "Joe. I am a very busy person. If for any reason you can't make that appointment, you will give me the professional courtesy of calling me and letting me know you can't make it so I can put someone else in your spot, won't you?" Once I get their agreement, I now have released myself of any emotional burden I might have been feeling if they pulled a no-show and I didn't get that agreement up front. So…when I call my prospect back and they don't answer, I'm done.
4. Be on time.
This is a professional business. You need to show that in everything you do. Don't ever be 15-minutes early or 5-minutes late. Be on time, every time!
5. Don't ever chase.
Even though you may have been excited at the possibility of your prospect joining, chasing never works. Leaving 17 messages over the next two-weeks is not going to get them in the business. Those who are interested show up. Those that aren't, don't show. It is just that simple. If you fill up your pipeline with enough people, you won't ever need to worry about coddling prospects that aren't showing any interest.
6. Don't get emotional.
Regardless of how well you set up the follow-up, you will still get no-shows. It is part of the business, even when you're good! Move forward. Find someone else to talk to about your business. Don't let someone who can't even make a simple appointment ruin your day. It just isn't worth it.
A great majority of your prospecting calls will require a second or third call before they enroll in your business. Do your best. It's all you can do. Get them to agree to look at the information, agree to a time to meet again, and agree to call you if something comes up and they can't make it. If they show up, they're probably interested! If they don't, they aren't.
Ask yourself this question. Were you begged, convinced, chased, or coerced into joining your company? I doubt it. So…why is it that so many people continue to call people back who never respond? I have asked this question on calls and on stage in front of hundreds of people and no one has ever said "yes" to that question. People that are interested show interest by being there when they say they will, or at least calling you back and re-scheduling if they can't make it.
Be professional, do your best, and don't chase. And remember, there's always someone else who IS looking to make a change in the quality of their life.
Keep prospecting!
Success=Action
Ron Outlaw
http://www.cashin2000.com/
P.S. Credits given to my mentor:
Todd Falcone
posted by RJOenetrprise at
1:35 PM
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