If you’re a network marketer building your business online, you might have wondered…
- When is the right time to take your prospects from online to offline?
- How do you ask them to take the next step?
- Finally…how do you ensure your prospects actually show up for a call?
After all, we don’t want to waste our time with people who won’t show up, right?
So if you’re ready to say goodbye to all the tire-kickers and “looky-loos,” read on and I’ll show you how to…
- Pre-qualify everyone, before you invite them to a conversation
- Create a sense of urgency, so they don’t put off connecting until “tomorrow”
- Hit enough of their pain-points to get them into action immediately
By the time you’re finished with this post, you’ll know how to create your own sales process, unique to your opportunity.
Plus, I’m going to share with you how…
I have a 100% closing rate…once I pull prospects from online to offline!
So I have a few proven tips to share with you…and they work!
But first, a quick story…
When I first got started in this wonderful profession of network marketing, I used three-way calls.
Remember the three-way call era?
If you’re still doing three way calls, that’s cool.
Whatever way that you’re building, I don’t want to knock it—but you know what?
When I got started, I had a lot of prospects reach out to me in my first month.
I created a curiosity post on Facebook, which resulted in 45 people reaching out to me.
And I thought…
“Great! So what do I do now?”
My upline told me, “Get them on a call!”
Can you imagine the struggle I had?
I felt like a secretary, matching people’s times with my time, and my upline’s time with their time.
And after doing this for three and a half years, I was completely burnt out with three-way calls.
I felt tethered to my phone constantly, while running away from my children (bribing them with suckers) and hiding in the pantry.
It was hilarious.
But that is how we were doing calls back then.
Now my #1, go-to tool is Facebook Messenger
If you’re not using Messenger…then you probably want to start thinking about using Messenger in your sales process.
Once they start to ask about your product, opportunity, or what you have going on, go right to Messenger and say…
“Hey I’d love to share more with you.”
“So what really intrigued you about my post?”
“What is it exactly you want to know more about. I don’t want to assume.”
They will love you for that.
What I specifically use is “three-way Messenger.”
Sometimes I’ll do four, but mainly I just keep it to three individuals, because the last thing you want to do is bombard your prospect with a lot of new people.
You really just need ONE person there to edify.
But even though we’re using Messenger, you still want to ascend the conversation to a phone call or video chat to actually close the deal.
Because a phone call or video chat is the most effective way to close.
More on that later.
Now, we all lead busy lives, so…
How do you transition from messenger to a phone call (or a video chat)?
Well, the first things you need to think about are…
- Did you build a connection with them?
- Did you build rapport and trust?
- Are you making the conversation about them (and not just the sale)?
- Are you giving them a reason to be invested?
- Have you offered them enough information to help them make an informed decision?
Because if they have a lot of follow up questions, the LAST thing you want to do is keep going back and forth through Messenger, it’s only going to delay their enrollment.
Now, a lot of people will enroll through messenger; boom—I give them a link to the website and they order.
Does it happen all the time? No.
But it does happen.
Usually, you’ll have people with some reservations.
People will always have questions
You might be enrolling network marketing leaders from another company—they’re going to have questions.
You might be talking to people that are new to the network marketing space—they’re going to have questions.
Or, you might be talking to people that are new to the online affiliate marketing space and are confused about multiple income streams—guess what…they’re going to have questions.
Anytime there are multiple questions involved you’ll want to invite your prospect on a call or video chat.
Here’s a simple script you can use…
Listen we can hash all this out. I want to save you time, and I want to save time too. Let’s just jump on a quick 10-minute video chat, or a 10-minute Skype, or a quick 10-minute phone call. Let’s pick up the phone, so I can help you more effectively.
Basically, you’re moving them along the process of making a decision—that’s ALL you’re doing.
And you need to express that to them.
You’re simply there to help them make a decision
You’re looking to best serve them.
Whether it’s to…
- Get going with your product,
- Join you in the business,
- Create an additional income stream
Whatever they need – you’re there to help.
So, to eliminate all the back and forth through Messenger, make sure you invite them to get on a live call, because that’s how you can best guide them to their decision.
You have to give them a reason to get on that call with you, because life is busy.
And when you’re on the call, you ask questions, you focus on being human, and you simply let them know why you’re there, which is to address their concerns and ask, “How else can I help you?”
It’s a really simple process.
I feel like people get nervous or over complicate it.
So here are a few tips to help you get started…
Remember to smile!
When they hear you, and especially when they can see you, they can FEEL your excitement, your emotions, and…that makes relationship-building 10x more effective.
When you’re on the call, you express empathy.
The phone call allows you to express your emotion and they get to hear your tone of voice.
They get to hear you’re excitement.
That’s why they taught us inside network marketing…
Smile when you’re on the phone, because it automatically lifts you up.
It’s way more effective than text and email.
Especially if you are doing a video chat, or you’re doing a Skype and they get to see you.
Like I said, “They get to feel you.”
That’s why I love video chat.
Now, the number one thing you need to remember is to make sure that you’re not completely eliminating your human for a sale.
And you want to show them that by authentically answering all of their questions.
Get the little “yeses” along the way
On the call, all you’re doing is asking questions; you’re asking how you can help them.
And as you’re guiding them to enrollment, ask them questions like…
“Have we addressed all of your concerns?”
Then get little “yeses.”
“Did this help you?”
“Did I address your concerns?”
“Okay great, are you ready to get started?”
You’re getting them to say, “yes,” all the way through.
This gets them to talk more and more, so that you’re just asking questions and guiding their decision-making.
Keep it short!
Another thing is when you’re on the call, stop rambling.
You can even tell them…
“Listen I have 10 minutes, I know you are short on time. Let’s get going.”
You don’t need to know all the answers!
If you are not fully clear on something, or you just don’t know something, be straight up with your prospect.
I know what some people think…
“I don’t want to bring them on a call because I’m nervous; I don’t have all the answers.”
Guess what, you don’t need to.
You need to know how to point and guide.
If you are doing a video chat, one of the greatest things on Zoom is the ability to share your screen.
So you share your screen.
You can take them to a tool.
You could show them your back office, your website.
Basically, you can just show them stuff; point and click.
There are several times when I was asked questions and I didn’t have the answers.
And if I didn’t have my upline, or somebody with me I said…
“Okay, that’s a great question and I definitely want to get that answered for you. I don’t want to give you the wrong answer right now, so after we hang up I am going to contact somebody. I will get that answer for you and I will get it back to you as soon as possible.”
Make appropriate upline introductions
I hear this a lot…
“Well, my upline is not the best at connecting people.”
You have to find the people around you that are a match to the persona of your prospect.
This is a really important thing.
For example, my last company was in health and wellness.
A lot of it was about weight loss and fitness and anti-aging.
So when I would do a three way call, I would not match somebody that wanted to lose 30 pounds with somebody who was a fitness competitor.
That’s a mismatch.
Because not only are you building rapport, you also need your upline to build rapport with your prospect.
Focus on building your brand
Want your prospects showing up because they specifically want to talk to YOU and feel a connection with you?
You do that by building a brand.
Now, if you are sitting there thinking…
“Well, what does that mean, to build a brand?”
I get it.
Many people look at “branding” as the concept of having this beautiful website, or having these beautiful pictures.
And yeah, that’s all an aspect of branding.
But branding, to me, is just an emotional connection.
It’s this persona that you are projecting onto others about who you are, which is why you always want to be yourself when you are building your business.
It’s not about your product, your website, your company!
Your brand is all about how you make people FEEL.
It’s about creating that rapport, creating that connection.
Making your prospects feel like there’s a reason they want to know more about your company, your opportunity, and your business.
Whether you inspire them, lift them up, or make them feel happy, excited, or like they can believe in themselves, they are excited to learn something new from you, because you’ve been giving them value.
I don’t want to dive completely into branding, but if you want a bulletproof way to get your prospect on the phone—build your brand!
Finally, and most importantly…
Don’t let fear stop you from moving forward!
Don’t be scared of the sales process.
And don’t be scared of the closing process.
Remember, you’re just helping your prospect make a decision.
I hope these tips helped you know when and how to take your sales conversations offline.
And if you found this post valuable, please share it with your team.
Now, while you’re still here, let me ask you this…
Do you need help finding prospects on social media?
Because if you’re just starting out in network marketing, or are just starting to put time into building your social media presence…
Then you might like a tool I created to help out other network marketers who need to kick start their social media efforts.
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Ready to learn more?
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Cheers to your success!
Top producer and creator of “Social Media Recruiter”
700k Social Media Recruiting Frenzy!
How This Busy Mom Built a Team of Over 8200 Distributors on Social Media…
…Without Leaving Home!