You may have heard the phrase “The Fortune is in the Follow Up”. If so, would you agree?
In the industry of most sales, but let’s talk NETWORK MARKETING HERE, I believe there are only a couple of actions we do over and over again in our business. One is ‘follow up’.
Here are the actions that come to mind:
• We introduce a product, service or opportunity
• We give them a sample, a video, a ‘tool’ or more information
• We follow up to see on a scale of 1-10 they have an interest
• We share how they can order, join or if they need additional information, we supply it.
That is about it, but HOW it is done varies slightly from person to person, meaning the PERSON doing the SELLING or promotion of the product or opportunity – but also as well – the person they are talking with. 
We need to know what their interests are and excites them. (For example, if someone approached me on a financial service opportunity and began sharing THEIR excitement about numbers and ‘industry statistics’ they would lose my interest immediately.
It is imperative to know WHO we are talking with – their interests, and perhaps even their color-code personality.) See free color code test here: https://www.colorcode.com/choose_personality_test/. There is a FREE test or one that is more in depth for only $39.95.
For the purpose of educating you how to follow up we are simply offering ideas so will keep this generic and we won’t use a product or company name.
A friend recently shared how SHE handles her Follow Ups. Her success rate is higher than the average.
In her own words:
“I had a request for one of our product samples from a woman who follows me on Facebook. I sent her samples, then the information sheet so that we were in touch twice. Then I followed up to see if the samples had arrived. She said she would let me know. 2 days later she sends me a note stating that she has a gag reflex and can’t take the product and offered to send it back. First, I let her know it’s available in capsules and then asked her if she knew of anyone that might be interested and if she would share. She will.
Lesson? Ask more questions. I assumed like I have with all samples, that she was interested in the drink mix because that’s what I say I offer in samples.
As a result, I’ve put some questions together for myself.
Request for sample questions: (In the case here, the product is a Thermogenic Drink that boosts the metabolism, gives you energy and focus, helps suppress the appetite and cravings…. and perhaps best of all, helps with healthy weight loss.
First response will be ………that’s great! I’m excited for you. Then….the questions.
1. Are you interested in the drink mix or would you prefer to try it in capsule form? …. what have you heard or seen /read about this product that you are looking forward to? (Is it energy, appetite control, reduced cravings, inch loss? This will give me a chance to remind them again what the benefits of the product are and it creates a dialogue)
2. How much weight do you want to lose? (This will allow me to guess the best I can, home many orders will get person to goal so that later I can use this during the follow up and sale. I can suggest the savings that auto-ship will provide)
3. Is something special coming up or are you doing this for health reasons? (I will get a better understanding of what the motivation is)
I will ‘close’ with…. your samples will go out right away. I will call shortly to follow up. NOTE: if this person is a business person, I will bring up the side project here…. I will say: Before I let you, go, would you be interested in this as a side project if it didn’t interfere with what you’re currently doing? If they say yes, I will ask: would you say your interest level is above or below a 5? (qualifying for a 3-way call).
Plan: I will call in a couple days to see if samples have arrived and ask them to let me know when they do and I’ll go over how to use it with them. (And they do! Now I’ve been in touch 3 times.). I’ll ask when they plan to take it…. tomorrow, over the weekend etc. this lets me know when to follow up and get feedback if I don’t hear from them first.
Follow up:
1. “OK, I’m excited for your feedback. Tell me what you liked about the PRODUCT (that’s an open-ended question that allows me to have a conversation. I don’t want to ask a question that only gives me a yes or no because I want the person to get excited about what they liked which usually entails some examples…. I cleaned my entire house, can’t believe the energy, I’m amazed that I wasn’t hungry, it made me feel great etc. I’ll have this info for the close).
The close: (Also known as “Bringing someone to a conclusion”.)
“It sounds like you had a great experience. I love how it gave you energy and appetite control. I’m thinking this product is going to get you where you want to go for your upcoming event…….wedding, next couple of doctor’s visits, reunion, vacation, just in time for summer etc. does this sound like the right product for you?” (this will give me a yes or an objection to overcome).
With a yes, I will ask:
1. Do you want to order on line, call it in or have me do it for You? (Once I get that answer I will ask them if they want to order as a customer or as a Brand Partner. When they ask me what the difference is, I will tell them the benefits of being a Brand Partner and how many people do this as a side project. If the answer is yes, I will qualify for a 3- way call.
No matter what the response is, I will then say…. Thanks for being opened to chatting with me and that I love referrals, if they have others who think may benefit.
If someone chooses to become a customer I may add “if you’d like to earn your product for free, let me show you how you can as a customer who is on a monthly subscription order. (Again, I’m asking an open-ended question so I can see how the person is thinking. If I would have asked a closed ended question like….so do you want to do auto-ship? They could just say no and that would be the end).
If you are like our friend Keli, who shared HER method of follow up you may also feel the same way.
She shared “For me, I need a model with steps in my mind that I can visualize. Putting a script together will keep me focused, give me direction and allow me to cover everything that I want right from the beginning.”
If you are new to network marketing, and a little gun shy with the business opportunity even though you know how beneficial your product, service or opportunity is, this may be useful. If so, let us know. In fact, please share how YOU share and follow up at info@DaveandJoy.com.
Dave and Joy/Global leaders and trainers
802-846-7530
info@DaveandJoy.com
www.DaveandJoy.com
P.S. Now that you have become successful with getting a new customer a sound sales follow–up strategy is a great way to boost your revenues by selling more to existing customers and by getting referrals to new customers. The period immediately following a sale is what is often called “the honeymoon phase,” when there’s a certain level of excitement on both sides.
Also many customers then upgrade and become Brand Partners so they can begin to earn income with products or services that they enjoy.
TRIM is the only product on the market that delivers results to a staggering 95% of people who use it consistently- THAT is an amazing statistic in the world of DIETING.
T
If you Google the term “skip breakfast,” more than 10 million results turn up, often with information about how eating breakfast is crucial to maintain a healthy lifestyle. Everyone may know that breakfast is the most important meal of the day, but that doesn’t mean that they’re all scrambling eggs and toasting bread. A recent survey by the NPD Group found that 31 million Americans, about 10 percent of the U.S. population, do not eat breakfast.
older were the most likely to eat a morning meal; only 10 percent reported skipping breakfast. Among children, skipping breakfast correlates with age — teenagers are more likely to not eat breakfast than younger children. See the chart for more statistics.
Dave and Joy/Global Leaders and Trainers
Dave and Joy/Global Leaders and Trainers
Dave DeBerardinis/Global Trainer
