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The purpose of follow-up is to gauge your prospect's interest about the opportunity and move them closer to a positive decision to join Waiora. Following up and assessing your prospect's level of interest is Step 2 in the business-building process. It is best to follow-up with a prospect when the information is still fresh in their mind. The more time that passes, the less interest they may have. A good rule of thumb is to follow-up within 24 hours of your prospect receiving the information you forwarded, i.e., prospecting CD, brochures, etc.
The goal of the follow-up is to assess your prospect's interest, answer any questions they may have and build belief. In fact, effective follow-up can be the driving factor in a new prospect's decision. Based on your assessment of your prospect's interest, it is possible to move immediately to Step 3 in the business-building process and get a positive decision.
If you are a new Distributor, it is strongly recommended that you use your upline to help you follow up. Setting up a three-way call with your upline allows you to have an expert answer your prospect's questions. More importantly, it allows your prospect to see that the business is built by a team and allows you to listen and learn from your upline.
When using an audio CD to introduce the business, the follow-up process should be as follows:
Make a follow-up call. "David, did you receive the CD I set you?" "Yes? Have you had an opportunity to listen to it?"
If the response is "yes," say something like, "Based on what you heard, does this sound like something you would be interested in learning more about?" If they are interested, set up a specific time for a three-way call with your upline.
If the response is "no," say something like, "I know you're busy. If you have five minutes, I can give you an overview of what's on the CD. Do you have five minutes now?"
- If they have the time available, conference your prospect into a five minute overview call. After the call, ask your prospect if they are open to learning more about the business. If they are interested, set up a specific time for a three-way call with your upline.
- If they don't have the time available, ask them if they could listen to the CD in the next couple of days and schedule another follow-up call.
Gauge your prospect's level of interest. After following up with your prospect, you should have a better sense of their level of interest. They may want to build a business, they may want to order product or they may not have an interest at this time. If they don't volunteer this information, you will have to ask them how they feel about the opportunity.
Overcome objections and move toward a positive decision. If you encounter hesitation, ask your prospect "On a scale of one to 10-10 being ready to go-where is your level of interest?" If they are anything less than a 10, ask them what they would need (answer, information, etc.) to be a 10. This numeric scale will help you assess their level of interest and focus your efforts, energy and attention on helping them overcome their specific objections and concerns.
It's important to keep the invitation simple and direct. Once they are interested and ready to get started, three-way them on a call with a Waiora Distributor Support Specialist to sign them up and get them started.
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