It’s true what they say: the fortune is in the follow-up.
Did you know it takes an average of 8 contacts to finally convert a lead into a customer?
Most people stop at 2.
What’s shocking is that 48% of marketers never follow up with a prospect, 25% follow up twice, and only 10% follow up more than three times.
Diligent and active follow-up sends a message that you want to work with the person and you’re serious about your business. Now, this doesn’t mean you should hound people over and over again until they never want to hear from you again. So what should you do?
Inside this training, you’ll find the most effective tips and ways to follow up with prospects without sounding salesy!
How To Effectively Follow Up With Prospects
Research shows only 2% of sales are made on the first contact, which means 98% of the people you talk to are not going to buy or join you after one conversation. And that’s OK! First, you need to create relationships and gain people’s trust. They need to believe you care about them and their goals.
Use the ATM System
SYSTEM stands for Save YourSelf Time, Energy, and Money. When you're enrolling new people, you have to teach them to get themselves out of the way by using the ATM (add, tag, message) system.
In short, it works like this: you Add your prospect to a hidden private Facebook group, you Tag them in a presentation video, and then you Message them to follow up and see what they liked best.
Leverage Group Chats
The beauty there is that you have a higher close ratio when you introduce your contact to someone else. Plus, you’re showing them the simplicity of the ATM system.
Here’s how your initial message should sound like:
"Hey, Sam, great news! I added you to our [name] private community. To see the content, you have to accept the invite. Let me know once you're in, so I can tag you in a couple of explanatory videos about the products, the company, and the compensation plan."
Ask Closing Questions
Your job is not to sell/recruit every person you come across. You're interviewing people to identify individuals who would be a good fit for your team. Remember, you have to work with these people. When you follow up with prospects, ask:
- “What did you like best about what you saw?”
- “If you were to get started, what results would you be looking to get?”
- “What would you goal be getting started?" (get them to sell themselves on why they want to start a business or why they need your product)
- "Where are you on a scale of 1 to 10: 10—you're ready to get started right now and 1—you just want to be a customer?”
PRO Tip: The reason most people suck at selling and recruiting is they're always selling and recruiting. You've got to take a value mint. Your goal is to interview people, to identify individuals who would be a good fit for your team.
Handle Objections Like a Pro
Most people don't join after the first exposure. They have questions, doubts, or concerns. And that's all right. They just don't know enough, because I haven't met anybody who doesn't want residual income. Maybe the timing is off, or they simply want to see how you do first.
That’s why you have to establish a relationship. They may follow you for months or even years before they join. Stay the course. The key is to stay in the game long enough, until eventually, the “NO” becomes “YES”.
Rule #1: Don't get defensive when people ask questions. We all have questions. That’s normal.
Rule #2: Stay away from negative people who are simply not open to your opportunity. They're not the ones you should spend your time and energy on.
Rule #3. We’re not here to convince people or beg them to join us. Following up is like dating: people can sense desperation and neediness is not attractive.
There are three key principles to effective follow up:
Key Principle #1: Keep Your Promises
If you say, "Hey, I'll follow up with you tomorrow", make sure you do so. Nobody wants to work with someone who is unreliable.
Key Principle #2: Keep Track of Your Contacts
Get organized: use a planner or a digital calendar and add every interested prospect to your follow up book. Pack out your follow up book with as many people as possible, as quickly as possible.
PRO Tip: I put a reminder in my phone that pops up every day to make sure I reach out and touch base with people. If you're in search of an app, here are some good ones:
Key Principle #3: Keep Them in the Loop
Create a relationship with your best prospects! Connect with them on Social Media, give them a call or even meet with them in person if they live close by. Strike up a conversation by saying something like:
- "Hey, [name] how are you? How's the family? What are you up to these days?”
- “Happy birthday, Sarah. How have you been? How are you celebrating your big day?"
Keep them updated on special offers, big events, product launches, etc. Even if they don't buy or get started now, they might come around later.
How To Deal With People Who Ghost You
Follow up with:
If still no response:
PRO Tip: I always assume everybody wants to hear from me and partner with me. Keep showing up with positivity on your social media stories, in your videos, and with your content. A "NO" is not forever. It's just, "no, not now".
When to Follow-up
My favorite day to follow up with people, hands down, is Friday. Why? Because people are in a good mood on Fridays and we also have our weekly team training call on Saturday, so it’s a great way of keeping them in the loop.
How to Invite Someone to a Team Training Call:
The whole system we use to convert people is based on 3 principles: expose, involve, upgrade.
You expose them to the ATM groups, to the products and the videos. You then get them involved in the Facebook Group, Group Chat, Team Call, etc. That's how they'll upgrade by getting started or becoming serious about building the business. Got it?
These are the most effective ways to follow up with your prospects! Which tips did you find most useful? What are you doing in your business that’s bring you results? Let us know in the comments below!
Additional Resources to Help You Build Your Business:
- How to Convert Social Media Likes and Comments into Sales
- Conquer Your Fear of Prospecting! How to Recruit More People on Social Media
- Close Close More Prospects: How to Build Trust and Pop the Question
- How to Build a Profitable Network Marketing Business in 60 Minutes a Day
- LIKE Our Page to Plug into our LIVE Videos Here
Want to Know What Tools we Use to Build Our Business and Our Brand?
- Resources - we often get asked what tools we use and recommend, so we put together one page with all our favorite resources. Enjoy!
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