The toughest job for a lot of network marketers is following up with a network marketing prospect.
You don’t want to feel like a pest, nor do you want to turn people completely away.
The fact is, it takes more than one conversation to close a prospect. On average, 3% of people are ready now. That means that 97% of your prospects will require at least one follow up and almost half of salespeople stop after one rejection.
So, the question is how do you get someone to say yes without being a pain.
Keep reading if you want to know what it’ll take to get your network marketing prospect to commit.
Understand That People Do Not Like Change
The first thing to know about your prospect is this: they have a lot of fear about you and fear of change.
Here’s a scenario you may be familiar with. You’re on the phone with a network marketing prospect. The conversation has gone incredibly well and you think that they’re ready to go.
Then they turn around and say, I have to go, let’s talk tomorrow.
You’re OK with that because you think they’re going to sign up. You call the next day just like you said you would. You get the person’s voicemail. Then you hear crickets from them. They disappeared.
You follow up with them countless times. You don’t hear back from them so you give up.
It’s a frustrating scenario that you probably encountered more than once.
What you need to understand is that it’s not personal. Nor is it because your prospects are bad people and they don’t follow through on their commitments.
The simple answer is that your network marketing prospect is operating from a place of fear. They fear change.
It is much easier and a relief for them to keep doing what they’ve been doing – even if they are miserable in their current state and what they are currently doing doesn’t work for them.
Once you understand that, now you can develop strategies to overcome the fear of change and guide your network marketing prospect to a commitment.
People Do Not like to Say No
One other point to remember is that not only do they fear change, but your network prospect may also be afraid to say no.
So, when you hear nothing from people, it can be considered a passive no.
The bottom line is that some people don’t like conflict, they’ll avoid it. In this case, they’ll avoid conflict by avoiding you.
The Power of “Mico-Commitments”
In Jeb Blount’s book “Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal,” he talks about the power of micro-commitments in a sales call.
It’s a way to overcome the fact that people fear change. We already know that people love the status-quo and will do anything to stay there, even if the status quo sucks.
How can you overcome such a powerful force?
By getting your network marketing prospect to commit in small ways.
Guide the conversation to get them to say yes throughout your entire process. Here’s a brief example.
You: “Did you watch the video I sent about our company?”
Prospect: “Yes.”
You: “Did you see how your payment plan is outlined?”
Prospect: “Yes.”
During the process, you also want to uncover the need for change. For example, if your prospect is worn down from working two jobs, and they said that network marketing can help them, you will want to remind them repeatedly during the process.
How to Set up the Closing Call
If you’re in a conversation and someone says they’d like to meet again or need time to think about things, call them out on the fact they’re gun shy to make a decision.
It’s OK to ask them what they need to think about. Maybe you’ll uncover that there was something in your previous conversation that will help drive a decision.
Before they hang up the phone, what you can do is explain exactly what will happen during the closing call. Your script can go something like this:
“I know that you have some things to consider, and that’s fine. My job is to help you make a decision, whether it’s a yes or a no. It is up to you to make the decision.
We already know that where you are now isn’t working for you. We also found that network marketing can be a great fit for you and for the life you want to create, right?”
Prospect: “Right.”
“So, here’s what’s going to happen. Between now and our next call, you’re going to think about why you do and do not want to participate in this great opportunity. We’ll go over those points one by one. By the end of the call, you will make a commitment. That commitment can be yes or no. The goal is a commitment either way. Does that work for you?”
Prospect: “Yes.”
You: “Great, so, we’ll talk at 10:30 tomorrow, right?”
Prospect: “Yes.”
They are more likely to pick up the phone when you call the next day because they are at ease. You’re not making them right or wrong with what they decide.
How Many Follow Ups is Appropriate
Some surveys have shown that 80% of sales are closed after five follow-ups, yet, only 8% of salespeople follow up five or more times.
How can you follow up without being a pest? Have a system and stick with it. Your system can be to have your first follow-up within 24 hours of the first call.
The second follow up can be 48 hours later. Follow up three can be 48-72 hours after that.
The most successful reps are the ones that don’t operate on assumptions. They keep going until they get an answer, whether it’s yes, no or call me in two months.
How do you keep track of all of these follow-ups? It would be a lot to do in an Excel spreadsheet, but using a CRM system would help you stay on top of your prospects.
Get Your Network Marketing Prospect to Commit
A network marketing prospect who wavers and doesn’t follow through is a frustrating part of the process.
However, it is possible to overcome once you know why it happens and how you can set yourself up for success.
Do you need help nurturing your network marketing prospects? We have the tools and resources you need to be a 6-figure network marketer.
Schedule your consultation today to learn how we can help you.