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by Rod Nichols
You’ve probably heard it before – network marketing is a numbers game. The more people you present your products and opportunity to, the greater your success. There is a catch to this theory – Years ago, I was with a company that promoted the use of video mail out. I mailed out about 300 amazing video tapes to warm market prospects and then waited for them to call back and sign-up. After about a week of no calls, I started calling them. Some never received the video, others hadn’t had a chance to view it, and the rest looked at it and weren’t interested. After further follow-up on those who hadn’t had time, I was able to recruit some of them. The key to my success was not the numbers, but rather the numbers combined with effective follow-up. So, financial freedom comes from the follow-up, not purely the numbers.
How do you create an effective follow-up system? Here are some tips:
1. Database – use a computer database to keep track of all your contacts. Time activate your database for follow-ups. Your database should include information about prospects – name, email address, mailing address, phone number, best times to call, fax number, background, marital status, kids, hobbies and interests, goals, network marketing experience, etc. The more you know about a prospect, the easier it is to find their hot buttons. Also, keep track of each contact, in detail, so you will know what information you have already presented.
2. Tools – follow-up can be in-person, by phone, e-mail, text, or good old snail mail. You want to have information packets on products, opportunity, network marketing, the product industry, and information that supports the need to have a home-based business. Make up e-mail and hand-out packages, so you can provide information in the best way for each prospect. Have follow-up phone and in-person scripts, so that you (and your downline members) will remember all the important things to say.
3. When – let’s say you call a friend to invite him to a business briefing and just leave a message. How long should you wait before calling back? First, you should never invite someone to a business briefing by leaving a message. They should receive information and have some interest, prior to inviting them. Effective follow-up must be within 48 hours of the time they receive any type of information from you. If you leave a message to call you and they don’t, call them back after 24 hours has elapsed. If the timing is not right for them and they say “no”, check back with them every 90 days. Call and update them on your progress and that of your company.
Follow-up will mean the difference between your success and failure. So often distributors will do a great job of getting information out, but are afraid to follow-up. Keep in mind that it doesn’t matter what they say – if they are interested, that’s great and if not, that’s ok too. Your job is not to sell them on your company, but rather to present the information effectively and let them decide. That is why it is so important to follow-up, because they may have questions or concerns.
If you are new and feel uncomfortable about the follow-up call, do a 3-way call with your sponsor or another upline leader. Effective follow-up is one of the primary differences between the BIG money earners and the rest of the network marketers. So, get information out there and then follow-up and watch your business skyrocket.
