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Three-way phone calls are one of the most valuable, but under-used tools available in building your Waiora business.
These are the reasons that three-way phone calls are so important:
- It answers questions specific to your prospect so they can come to a positive decision.
- It validates the teamwork approach of our industry. Most people engage in this business part-time and it is very comforting to know that a support system is in place - they don't have to be an expert and do this by themselves.
- It becomes a teaching tool for your new Distributors. It demonstrates how easy it is to duplicate the business and teaches them how to present the business through repetition.
And it's simple to use. In fact, it's a perfect fit in the three-step presenting process.
First, you share your personal story with your prospect, why you started with Waiora. Then, determine their interest level, saying for example, "Are you as excited about this as I am?"
Second, introduce them to the opportunity using a recorded 5 minute overview call (making sure to be on the call with them) and/or giving them a prospecting CD (like the "Got Choices" CD). At the conclusion of the call or after following up with them on the CD, it is important to determine what interests them the most. So, reassess their interest level, with for example, "Do you see the same potential here that I do?"
Third, invite your prospect to a three-way phone call (set it up immediately after steps one and two). Introduce your upline (their professional background or personal story) and explain how they have additional important information to share. This introduction establishes the credibility of the presenter in the mind of your prospect.
When I do three-way calls, one of the first things I ask a prospect is, "What interested you in Waiora?" followed by, "What do you hope to accomplish with Waiora?" These questions start the call with positive affirmation of their interest and also gauge their business-building goals.
Then, I share my personal story, and tailor the Waiora presentation according to their interests and goals (that's why it is so important to understand the needs and interests of your prospect). Then, as the call concludes, it's important to always ask "What else do you need to know before you get started?" or "Are you ready to join our team?" Simply hearing a second, similar opinion shared with excitement and passion provides the all important belief that a prospect needs.
With a three-way call, you have someone doing the presentation for you, providing not only third-party validation to your prospect but also training for you, so that you learn how to do it for your team. Use three-way calls to access valuable third-party experience and validation and your business will grow.
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