Today, I’d like to share my best follow-up tips for network marketers, so you can follow-up like a pro!
The fortune is in the follow up. You already know that! You can prospect and generate leads until the cows come home, but if you don’t do the proper follow-up you will end up wasting your hard-earned time and money.
What I want to do in the rest of this training is share some of my favorite follow-up tips for network marketers. While this training is geared for network marketers, it will help any small business owner. Let’s get started.
Organize Your Contacts
Keep your contacts in one place. Get organized. If some of your leads are on index cards, some are on your desk, some are in your day planner, and some are on your computer, you will drop the ball. Consolidate everyone into one management system.
Keep notes of your conversations so when you follow up with your prospects you know what to discuss. You could use a CRM program. You could also use index cards, a Microsoft Excel spreadsheet, a notebook, or whatever else might work for you. With each contact, get their email, phone number, social media profile, and mailing address.
You can even rank or prioritize each contact or put them in groups. For example, you could have product leads or business leads. You could group them into hot leads, warm leads, and cold leads. Pick something that makes sense to you and stick to it.
Set a Follow Up Schedule
Set a schedule outlining when and how often you will follow up with each prospect. Have a game-plan of what you will do for each follow up. Here’s an example:
Week 1: Text a product testimonial
Week 2: Email a helpful video.
Week 3: Facebook Message sharing a product review.
Week 4: Phone Call
Week 5: Postcard offering a coupon or discount.
When you follow up with people, provide value. Share helpful testimonials, videos, articles, facts, and good to know information. Your follow-up should not be a sales pitch. Your objective is to offer value, plant seeds, and position yourself as an expert.
You have two ears and one mouth for a reason. Use them in that proportion. Get good at asking open ended questions and listening. You want your prospects to sell themselves. The only way to do that is to get them talking.
Various Forms of Communication
Use a combination of direct mail, email, text, phone, and social media to follow up with your prospects. Some prospects prefer one form of communication over another. For example, some people do not have a Facebook account, but they are active on email. Others hate to get emails and prefer a text. The best thing you can do is ask your prospect HOW they like to communicate and use that form of communication with them.
“Hey Josh, I know how you feel. When I first joined this company I was skeptical too, mostly because of a few negative reviews I found online about the products. However, here’s what I found. When I talked with people who used the product, they loved it. Plus, it comes with a 90-day empty bottle money back guarantee, so there is no risk. Isn’t that great?
Follow Up Forever
Most people will need MINIMUM 10 to 20 follow-ups before they buy or join. It is human nature to procrastinate. My train of thought is to follow up forever, until they buy or die (or ask you to stop). Keep in mind, you never need to use pressure or hype. Be professional and stay in touch.
Ask for the Sale
ALWAYS, and I mean always, ask for the sale. Each time you connect with your prospect is an opportunity to close the sale. You will miss 100% of the sales you do not ask for. Even if your prospect is interested in buying or joining, they probably won’t do it unless you ask them to.
A Secret Strategy
I learned a great follow-up strategy from a gentleman named Robert Blackman. He called it the “Mail, Call, Email” Follow-up System, or something like that.
In a nutshell, you mail your prospect a postcard. Then you call the prospect and leave a message telling them to be on the look out for a postcard in the mail. Then you email them to tell them you left them a voicemail.
It’s simple and works well. Consider doing something like that in your business.
One Last Tip
I highly recommend you use an autoresponder to follow up with your network marketing prospects. This will automate the process, so you don’t forget. I’ve used an autoresponder for nearly 13 years, and I can say with 100% certainty that it works great.