First Step Marketing

Step 2: Follow up the initial contact

Within a couple of days, once the prospect has had an opportunity to see the video, telephone her. Don’t leave it too long. You want to catch her while she is still keen to find out more about network marketing. If she is interested, set up an appointment immediately to discuss the opportunity further. You’ll need about an hour.

Exactly where you hold this meeting is a matter of choice. It could be at the prospect’s home or at your home office, or you could invite the prospect to a presentation meeting where she will meet a group of enthusiastic networkers. Circumstance will dictate which is the best option.

What must you do at this meeting? Firstly, review the basic points you covered in the last meeting, that is, the benefits of joining a network marketing company. This is especially important if a spouse is attending for the first time. Just make sure the benefits you emphasise tie in with what the prospect needs. Secondly, answer any questions and, thirdly, ask the prospect to sign up.

Experienced networkers know exactly what to say at these meetings. But if you are new to networking, yo_ushould ask your prospect whether the person who introduced you (your sponsor) can also attend the meeting: ‘Joan, I’ve only been involved with Wonder Products for a very short while. Would you mind if I brought a colleague, Nancy, with me so that she could answer any questions I might not be able to answer?’

As this is a reasonable request, your prospect will rarely refuse. If she does, you’ve lost nothing.

There are two further reasons why you should invite your sponsor. Firstly, it is more difficult for the prospect to cancel the appointment at the last moment and turn you down once you’ve arranged for someone else to be there as well. Secondly, and more importantly, having your sponsor present is a living testimony that network marketing works.

Your sponsor will gladly help you because, after all, you are building her downline. Let her do most of the talking and explaining. She has the expertise and knowledge of how network marketing works. By watching what the sponsor says and does, you learn how to conduct opportunity meetings. (You should do the same for the distributors you introduce.)

Possibly related posts: (automatically generated)
Selling the Network Marketing Concept part 3

This entry was posted on Thursday, March 6th, 2008 at 9:30 pm and is filed under Business Management, Home Based Business, Marketing. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.