When calling to follow-up
with your prospect it is always best to have somebody else on
the phone with you ... your sponsor or mentor. This
will really help you to establish credibility right from the
start and EMPOWER your business to grow and duplicate.
When people see you use your sponsors they will realize
that a support network is in place for them to also use.
Many team members will resist
3-way calls because they are afraid the prospect will feel
"ganged up on" and will be offended. First of all,
the vast majority of our calls are "cold market" and
members need not worry about pestering family and
friends.
When we do call friends and
family members, the reasons you want a sponsor on the
phone with you are two-fold:
1) The first people that you
call will usually be your best prospects. Do you want to take
a chance that you could "blow away" your best
prospects because you have not had proper training and
experience? Would you consider going sky diving without the
proper training first? If you start making calls by yourself
without training and team support (3-ways), the results will
likely be the same as sky diving on your own... you will take
a very hard fall.
2) You owe it to your
prospects, family
and friends to provide them with enough good information to
make an informed business decision. Your sponsor or mentor is not on the phone to hammer on the prospect or
"hard sell," but to ensure that your prospect can
get all of his/her questions answered. Also, you want to
present 24/7 in the best possible light, so that your prospect
can make an educated decision.
First 3-Way
Call
The member calls sponsor and discusses the call prior
to the appointed time. Member puts sponsor on hold by
depressing the "flash" key or the "hook"
button (where the handset hangs up). The member should
get a couple quick tones and then a regular dial tone, at
which point he/she can dial the prospects number. When it
starts ringing, press the flash key or hook button again to
re-connect the sponsor. Here is the script when the
prospect answers:
Member: "Sam, hi this is Peggy. I'm calling
to follow-up on the website that you visited. I have on the
phone with me one of my business partners (sponsor's
name), who is here because I am relatively new and I thought
you would have some great questions that he can help us
answer. Sam this is (sponsor)."
At this point the sponsor will take over the call and your
job is to listen, take notes, and learn. Here is what the sponsor
might say:
Sponsor: "Hi Sam. How are you this evening?
Are we catching you at a good time? Great! We appreciate you
taking the time to talk with us. First I want you to know that
I am strictly here to answer questions, fill in the gaps, and
help provide the information you need to make a good decision.
This is a very important decision and our job is to provide
you with sufficient information to make an educated decision.
The one favor I need to ask you is that you not say yes or no
until you have received enough information to thoroughly
research this business and make a good decision. Will you do
that for us? Thanks! Now, did you get some time to do your
homework and review the website?"
From here the sponsor is going to handle the call as
he/she feels fit, but it will be a very comfortable call for
all involved.
Now, if you are doing the calls with your team, you should
follow the script for the sponsor, which will help make
them more comfortable with the calls.
We recommend that every new member do at least 30 3-way
calls before they start talking with people on their own or
doing 3-ways with their team. After 30 calls the member will have heard all the main objections and questions, plus
the answers. The best way to do these 30 calls is to have the sponsor
do all of the call on the first 10. During the
second 10, the member should do the first part of the
call with the sponsor handling objections or answering
questions. The new member should do all of the calls on
the third 10 with the sponsor on for back-up.
The following are examples of how the second and third sets of
calls should go.
Second Set Of 3-Way Calls
Member: "Sam, hi this is Peggy. I'm calling
to follow-up on that information that I (sent/dropped off to)
you. I have on the phone with me one of my business partners (sponsor's name), who is here because I am relatively new
and I thought you would have some great questions that he/she
can help us answer. Sam this is (sponsor).
Sponsor
and prospect say
"Hi", then member continues...
Member: "Sam,
did you get a chance to do your homework and review our
website? (If yes, continue) That's great and did you get a
chance to review it? (If no, set a time to call again) (If
yes, continue) Excellent! What did you see that you liked the
most? What did you find most interesting? What questions can
we answer?"
Sponsor
should now
answer questions for the member.
Third Set Of Calls
Use the same script as in the 2nd set, except that the member will answer questions and call in the
sponsor only when he/she gets stuck.
3-way calls are not only effective for quick and efficient
sponsoring, but it is also a great training tool. A new member
will learn much more by listening in on some calls
than by you telling them what to do.
Key Benefits
Member
- fewer negative calls, better
sponsoring ratios, build team quicker.
Sponsor
-
opportunity to train, assist new member in creating
income, team building.
Prospect
- opportunity to hear different perspectives on the business,
get all questions answered, make a good business decision.
3-way calls are a true
win-win-win situation and a critical part of your success!
If you are not using 3-way
calling, you will probably not achieve the highest degree of
success that you could. Your income with 24/7 MultiMedia Marketing
will be directly proportional to the number of 3-way
calls that you do each day ... in both rolls ... as a sponsor
and as a member.
