Fourth Exposure 3-Way Calls
By Michael S. Clouse
David wasn't sure what to do next... Seems he contacted an old friend about his new business two weeks ago. A former co-worker, Mary had expressed interest and even agreed - although a bit reluctantly - to review one of David's business information packs.
Still, each time David decided to follow-up, there was that nervous, uneasy, what-am-I-doing- wrong feeling right in the pit of his stomach. And to make matters worse, each time David called, Mary was just kind enough not to say no...
Sadly, but for the moment, our fictitious friend David now found himself lost somewhere in that barren mental wasteland we call, "What-am-I-supposed-to-do-now?"
What about you? Do you know any distributors like David? Perhaps intimately?
True, one of the secrets to effective sponsoring is multiple exposures over a short period of time. But what are the steps to that elusive, upline driven, magical next presentation? If David is looking for a better way to advance his prospects, perhaps the following suggestion will work as well for you - ah, I mean for him - as it has for me.
Fourth Exposure 3-Way Calls
1) Make your initial contact using a system. For purposes of this example, you'll provide the initial exposure by 3-waying your prospect into your company approved, information-on-demand, five-minute business overview.
2) After your prospect has listened to your message, you'll need to advance them to the second exposure. In this case, you're going to have them pull your company's fax-on-demand information. You could also direct them to your Web Site, or mail them your business information pack.
3) By this time, you might already have a new distributor, or your prospect may still need a little more information. This third exposure could include listening to a conference call, a two-on-one presentation with your sponsor, or an invitation to attend your local business briefing. The point is, your prospect needs something more, and you have a few options.
4) Once you have exposed your prospect a third time, your next step is that magical fourth presentation. Here, your upline will answer any remaining questions your prospect may have, validate the benefits your company offers, and ask them to join your business.
Set up this fourth exposure by scheduling the call with your upline. Few things in life can be more unpleasant than trying to reach your sponsor with that hot prospect on the line, only to find out they're not home - or worse, they can't take your call.
Next, for the benefit of both prospect and upline, it is extremely important that you begin your call with a brief recap. Something like this...
"Michael, it's David. I have Mary Smith, on the line with us. Mary and I go way back, and for the last few days she has been looking at the business... Mary has listened to our recorded message, reviewed the fax-on-demand information, and has spent some time on my Web Site. Mary mentioned she had a question regarding _______, and I suggested you would be the best one to answer this... Mary this is Michael. Michael this is Mary."
Your next step is to listen, and learn everything you possibly can.
When your upline is complete, they will turn control of the call back over to you, and that should sound something like this...
"Mary, it has been a real pleasure speaking with you this evening. David and I work very closely together, and believe me, he can show you how to make this business work for you. I'll go ahead and let the two of you finish up. And Mary, I am looking forward to working with you..."
Fourth exposure 3-way calls - teach everyone the magic.
All the best,
MSC
©1999 by Michael S. Clouse – All International Rights Reserved.
Still, each time David decided to follow-up, there was that nervous, uneasy, what-am-I-doing- wrong feeling right in the pit of his stomach. And to make matters worse, each time David called, Mary was just kind enough not to say no...
Sadly, but for the moment, our fictitious friend David now found himself lost somewhere in that barren mental wasteland we call, "What-am-I-supposed-to-do-now?"
What about you? Do you know any distributors like David? Perhaps intimately?
True, one of the secrets to effective sponsoring is multiple exposures over a short period of time. But what are the steps to that elusive, upline driven, magical next presentation? If David is looking for a better way to advance his prospects, perhaps the following suggestion will work as well for you - ah, I mean for him - as it has for me.
Fourth Exposure 3-Way Calls
1) Make your initial contact using a system. For purposes of this example, you'll provide the initial exposure by 3-waying your prospect into your company approved, information-on-demand, five-minute business overview.
2) After your prospect has listened to your message, you'll need to advance them to the second exposure. In this case, you're going to have them pull your company's fax-on-demand information. You could also direct them to your Web Site, or mail them your business information pack.
3) By this time, you might already have a new distributor, or your prospect may still need a little more information. This third exposure could include listening to a conference call, a two-on-one presentation with your sponsor, or an invitation to attend your local business briefing. The point is, your prospect needs something more, and you have a few options.
4) Once you have exposed your prospect a third time, your next step is that magical fourth presentation. Here, your upline will answer any remaining questions your prospect may have, validate the benefits your company offers, and ask them to join your business.
Set up this fourth exposure by scheduling the call with your upline. Few things in life can be more unpleasant than trying to reach your sponsor with that hot prospect on the line, only to find out they're not home - or worse, they can't take your call.
Next, for the benefit of both prospect and upline, it is extremely important that you begin your call with a brief recap. Something like this...
"Michael, it's David. I have Mary Smith, on the line with us. Mary and I go way back, and for the last few days she has been looking at the business... Mary has listened to our recorded message, reviewed the fax-on-demand information, and has spent some time on my Web Site. Mary mentioned she had a question regarding _______, and I suggested you would be the best one to answer this... Mary this is Michael. Michael this is Mary."
Your next step is to listen, and learn everything you possibly can.
When your upline is complete, they will turn control of the call back over to you, and that should sound something like this...
"Mary, it has been a real pleasure speaking with you this evening. David and I work very closely together, and believe me, he can show you how to make this business work for you. I'll go ahead and let the two of you finish up. And Mary, I am looking forward to working with you..."
Fourth exposure 3-way calls - teach everyone the magic.
All the best,
MSC
©1999 by Michael S. Clouse – All International Rights Reserved.