How to Follow Up in Network Marketing is a crucial skill you need to learn. If you have ever had any doubt whether the Fortune really is in the Follow up, let me reassure you that when it comes to your success in your network marketing business nothing could be more true.
In fact learning how to follow up in network marketing the right way is without a doubt one of the most important skills you will ever learn.
There is no question that one of the main reasons that people fail is simply because they are not following up with their prospects.
It blows my mind that people will go through all of the hard work of finding a prospect, developing rapport with them and then approaching them about their opportunity only to blow it in the end by not following up with them.
It truly is mind blowing to me. The amount of money people are leaving on the table is wild.
In my experience, there are two reasons why people do not follow up:
Reason #1 – They Let Fear Hold Them Back
Fear is a powerful thing and it is the fear of rejection that stops them from doing the follow up. They are scared to hear that people are not interested.
They don’t want to be rejected. As a result they convince themselves that if their prospect is interested they will call them back.
Don’t fall for that. That thought stems from a place of weakness and it is simply wrong and will hurt your chances of success significantly.
It does not matter if your prospect is the most interested and excited prospect in the world. If you do not follow up with them 9 times out of 10 they are not going to call you back.
Life gets in the way. People become busy. Things come up and people get distracted.
You absolutely must follow up if you want to have success in your network marketing business; it is just the way it is.
Now here is the good news…
Like most things in network marketing, it is not as hard as we have convinced ourselves it is.
In fact, following up is actually a very simple and straightforward process and one that you should not be afraid to do; especially once you learn how to do it the right way.
Reason #2 – They Don’t Know How to Follow Up
Unfortunately like most of the activities we have to engage in in network marketing, most people have no idea what they are doing and are blowing their chances of success as a result.
The majority of people believe that when they follow up they will have to convince their prospect to join their business and that they need to use fancy closing techniques.
Neither of these are true.
In network marketing, we do not sell our prospects and we do not have to convince them. We use tools that do all of that for us.
We also do not have to learn fancy dancy closing techniques.
Having said that there is actually one closing technique I recommend, because it is easy to use and works very well. (I share it with you further in this post).
OK let’s get into the good stuff…
The following 7 tips are concepts you need to understand and start applying right away. And If you do so you will most definitely start signing up more distributors into your business…
Tip #1 – Use the Phone
Yup the dreaded telephone! You absolutely have to use it.
I know people hate to pick up the phone. This was true 15 years ago when I first got started in network marketing and it is just as true today even with all of the technology we have access to.
Everyone wants the easy way. Texting, emailing and messaging people on social media is the easy way, but guess what?
It does not work anywhere near as well as picking up the phone and having a real life conversation with people.
When I say it does not work anywhere near as well, I will flat out tell you that you are not going to succeed unless you use the phone, it is that important to your success.
Just man or woman up, get over your fear, pick up that phone and smile and dial for those dollars!
Tip #2 – Set an Exact Time & Date (and stick to it)
When you call up a prospect and they agree to look at your business you need to ask them when they will be able to check out the information and set a time to follow up with them.
Here is a basic outline of my prospecting call:
“Hey John, how’s thing? Listen man I’m giving you a call as I recently started an internet business and I thought it might be something you would be interested in. I’m not sure if it is for you or not but I wanted to see if you would be open to taking a look at it?”
John says he will look at it.
“Right on man, I will send you over a quick 5-minute video that will give you a good overview of what I am doing, when will you be able to watch it”?
John says tonight at 7pm.
“Sounds good John, I will send you the video in a couple of minutes and call you at 7:15pm to get your thoughts.”
That is it my friend, it is as simple as that. Now the key is to make sure that at 7:15pm you do what you said you would do and call John back.
No excuses, no backing out, make the follow up call at the agreed upon time.
Tip #3 – The Goal of Following Up
All right so 7:15pm comes around and it is follow up time with John.
What is your goal with this call?
It is not to convince John to join. It is not even to sign him up believe it or not (although that would be great).
Your goal is either to collect a decision from John or to provide him with another exposure to your business.
When you call John there are going to be 1 of 3 outcomes.
- He is ready to join
- He needs more information (another exposure)
- He says it is not for him. (I cover what do if John says it is not for him later in this post.)
Now if he says it is for him, get him signed up right there on the spot, do not wait, collect his information and sign him up while he is on the phone.
If John says, he thinks it is interesting, but needs more information or has questions that is when you provide him with another exposure.
What is an Exposure?
An exposure is any presentation of your network marketing business or product not done by you.
It is crucial that you are not the one answering your prospects questions or presenting the opportunity to them.
There are a whole hosts of reasons why this is important. You can learn about them here, but for the sake of this training just trust me, do not answer his questions or present the information to him. Use tools to do this for you.
I talk more about what tools to use and scripts in this post: MLM Recruiting Scripts
Either send them to a new website, webinar, Facebook Group, conference call that explains the opportunity or product; or get them on a 3 way call or 3 way group chat with your upline.
So remember your goal. Collect a decision or provide them with a new exposure.
And guess what?
Tip #4 – Following Up is Not a One Time Thing
Yes sir, it is going to take more than one follow up call with your prospect before they have enough information to make a decision whether your network marketing business is for them or not.
Most people will require at least 5 – 6 exposures to your opportunity before they have enough information to make a decision.
So get your head right about how following up works. It is definitely a process.
You are taking people through a series of exposures to your opportunity until they have enough information to make a decision on their own.
You are not selling or convincing them, just following up and providing them with more information until they decide whether it is for them or not.
Tip #5 – Every 2 – 3 Days
This is an important concept to understand when you are learning how to follow up in network marketing. Do not let any more than 3 days go between exposures.
You want to keep your prospect interested while he or she is hot. If you let a week go by between exposures, you have lost them. Life will get in the way and the excitement about the opportunity will fade.
The shorter the window the better.
Tip #6 – No Does Not Mean Forever
All right so a prospect tells you “no” your opportunity is not for them.
Here is where most network marketers make a crucial mistake. They scratch that person off their list forever. They are gone!
Big big mistake. I cannot tell you how many people I have enrolled who originally told me no.
Here is the thing.
Life Changes for Everyone
Life is always changing for people. People’s situation and circumstances are always in flux.
- People lose jobs.
- People decide they need more money to buy a house or a new car.
- People decide they want to stay home with their kids while they are young.
- Kids get closer to university age and parents realize they don’t have enough money saved to pay for it.
Who knows, there are a million and one different things that can change in a person’s life that might make them reconsider whether a second income may just be a good idea after all.
The key is when someone tells you no, do not scratch their name off your list, but rather put them in your calendar to follow back up with them within 3 – 6 months.
This is part of a powerful strategy of an ever-expanding contact list that I talk about here
Tip #7 – The Only Closing Line You Need
Inevitably, any time you have a conversation or training on following up with prospects in network marketing someone asks about closing lines.
Closing lines are a sales technique and I usually do not recommend many sales techniques because they are complicated and network marketing is a sharing business not a sales business.
However, there is one closing line that works very well and I do recommend it and train on it.
It is a 2 step process and very simple.
Closing Line Example
When you call someone up say the following:
“Hey John, how’s things, did you get a chance to watch the video I sent you”?
John says he did.
“Right on, what did you like about it”? <= Step #1
Don’t ask them what they thought about it as they will tell you and you might not like what you hear. Instead, ask them what they liked about it.
Then let them tell you. Do not interrupt them. Let them tell you as much about what they liked about it as they want to.
When they are done telling you what they liked about it say:
“Right on John, sounds to me like you are ready to get started”! <= Step #2
Bam that is the magic. Now there is going to be an awkward silence. Do not be the one to break it, let them.
They are going to once again give you 1 of the 3 replies:
- It is for them (sign them up immediately)
- They need more info (provide another exposure and follow up)
- It is not for them (follow up in 3 – 6 months with them)
And there you have it my friend my top 7 tips for following up with your prospect. Start using them and you will see your closing percentages increase big time.
Let me know in the comments if you have any questions on what we covered.
Happy following up!
Cheers to YOUR Success
P.S. Since you are studying how to follow up correctly it is clear that you understand that a huge part of your success in network marketing is contingent on your ability to recruit new distributors into your business.
I have put together a free prospecting boot camp where I share all of my top prospecting and recruiting strategies with you. The sign up is on the side of the blog. Get signed up today and learn what it takes to become a top recruiter in your company!