By Eric Worre
I have been around the Network Marketing profession for a long time. If I look back and deconstruct the success I have hand over the past 30 years I see one thing over and over again.
The majority of my new recruits were found when I went on a recruiting binge.
With the new recruits came peaks of profit and prosperity. When I look back on my career there are areas where I made more money and my business grew faster than at any other time. Those peaks were created during the times I could recruit 20 people in 30 days. The growth that followed that binge supported my entire career.
I wanted to get down and dirty and compare my career to other people who have made significant incomes in Network Marketing.
Once I got into it, I realized that many million dollar earners were even more efficient than I was. Some of them would recruit 40, 50, or even 60 people in 30 days. It was amazing to see. I spent the next several days finding out how they did it. These were the techniques I gathered.
- Define and condense your passion. The tighter you make it the more powerful it becomes.
- Define a short period of time and get as much done during that time as you can.
- Be the rabbit while recruiting and the turtle when it comes to following up.
- Decide why you want to recruit people. Don’t say for money.
- Push through the objections, the barriers, and the denials.
Now that you know how the best in the profession recruit. It is important to focus on follow-up. The majority of your new recruits will come from following up. Here is what I have learned about follow-up.
#1 Do What You Said You Would
At the end of your first meeting with the prospect, you should have set up a specific time to get back in contact with them, whether it was a phone call or another meeting. So, if you said you’d call them at a certain time, call them. If you said you’d meet them somewhere, go meet them. If you said you’d set up a three-way call with another leader, make sure you have it set up.
This is just a professional courtesy. When you say you’re going to do something, do it. Your prospects will respect you more if you do.
#2 Set Up Exposure After Exposure
Following up is really just another exposure, and exposures are what help prospects make their decision. The more exposures, the more you are helping them reach that decision. So, when you follow up, it is essential that you set up the next exposure.
My business took a huge turn for the better when I changed my mindset from “getting” the prospect on the first exposure to just keeping the process going by setting up the next follow up exposure, then the next and the next, until the prospect comes to a decision.
Remember, your job is to educate your prospects about your opportunity and help them come to a decision. Most often, that will require multiple exposures, and so you need to always set up the next exposure. Otherwise, you run the risk of never getting back with that prospect and having that opportunity drop away.
#3 It Will Take Multiple Exposures
Again, it will most likely take several exposures before a prospect comes to a decision. In fact, it can take an average of 4 to 6 exposures for the average prospect to join. So, following up is not just something you will do once with each prospect.
Be patient as you meet with your prospect several times to talk about your opportunity. Everyone is different, and so they come to decisions at different rates. Don’t get discouraged when it takes one prospect longer to understand your opportunity than another.
Just keep holding exposure after exposure. Keep talking with them about your product and opportunity. Talk about why you decided to join. Tell stories of lives that have been changed. Answer their questions about compensation plans, the company, the product, and anything else. Address their objections and concerns. But most importantly, foster the relationship with them.
Don’t just treat your prospects as someone to get into your business. Treat them as a friend. Ask them about their family and lives. Get to know them. All of your interactions with your prospects don’t have to be exposures where you talk about the opportunity. Invite them over for dinner or get your families together for a day at the amusement park. Be their friend, and they will respect you and listen to your opportunity more.
#4 Condense Time Between Exposures
While it will take time for your prospects to make a decision, too much time between exposures can actually do more damage than good. Life has a way of being distracting. If a month passes between exposures, more than likely your prospect hasn’t been thinking about your opportunity. They may have even forgotten a lot of what you talked about. Each exposure becomes like the first one then.
So, set up the exposures close together. Have a meeting, three-way call, and show them a video all in a week or two. Use whatever combination of exposures your company uses. But do them quickly. This will keep your opportunity on your prospect’s mind, and they will have a chance to really think about it.