How to Get Prospects to Show Up for the Follow Up Call
1) tap into their pain
2) paint a picture
Most people will not make a change in their lives unless they have a pain that is bad enough to compel them to change. Here are a couple examples to make that easy to understand:
1) hunger- if someone is physically hungry enough that their stomach is growling, they will get something to eat.
2) a chair- you are sitting in a chair that breaks so you will find another chair to sit on or you will get a new chair.
Those are easy enough to understand, right? There’s pain, so they find a solution. Now, to apply that same thinking to network marketing, a prospect has to have enough pain somewhere in their lives that want to get started in business for themselves. Your job is to find out what that is. Otherwise, they will not be there for your follow up call.
Video: How to Get Prospects to Show Up for the Follow Up Call
It could be that they need money to pay their bills, pay off credit cards, save for retirement, buy a new house or car, etc. Or maybe they don’t want to work for anyone ever again; they want to be their own boss.
So find out what their pain is.
Next you are going to want to help them paint the picture of what life would be like if they achieved their goals. Ask 2-3 money questions:
1) Ask them what their monthly income goal is, and when they give you a dollar amount, then ask them, “what would that do for you?”
2) Then you ask them to put their dream hat on for a couple minutes and ask them ONE of these questions to get them to dream:
- “Let’s say it’s 2-3 years from now and you are earning triple the amount you just told me, how would that affect your current lifestyle?” (I actually say what triple the number was that they just told me so if they told me their first goal is $5,000/mo, I would say “let’s say in 2-3 years you are earning $15,000/month, how might that change the way you are living now?”)
- “If, in the next couple years, you came into a million dollars and you had to spend it in 72 hours, what would you do?”
- “If you came into a million dollars and you could not spend it on yourself, what would you do with it?”
- “If you came into a million dollars and you had to spend it on only fun things for just your family, what would you do?”
Don’t ask them all of those questions; ask two of them. Ask how much money they are looking to generate each month, and then ONE of the dream questions. The clearer someone is when answering this question, the better prospect they are for you. So help them along in painting the picture of their dream life. If they want to travel here are a few ways you can dig deep and get that crystal clear picture for them:
Let’s say they want to travel- that’s not a clear image.
Where would you go?
Where would you stay? Hotel, tiki hut?
What would you be doing?
What smells would you smell?
What are you eating or drinking?
Get real clear, so clear YOU can actually see an image of the picture they are painting for you. The more they speak about this, the more emotionally connected they get and the more likely they will want to move towards finding a solution. It’s said that 85% of purchasing decisions are made emotionally, not logically. People usually buy based on emotion but justify later with logic.
You want to lead your prospects to your company presentation to show them how it can help them solve their problems. Not to do you a favor.
If you can master painting the picture for your prospects, it will dramatically improve your chance of them going to the next step in looking at our business.
People are motivated to look at what you have through their own desire to solve their problems and also out of curiosity and knowing we have their best interest in mind, not ours.
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Here’s to your success!