3 Steps To Effective Follow Up

You hear it all the time, the money is in the Follow Up.  It is so true, if you never follow up with your prospects how can you expect to really have people join you in your business?

Follow Up, Follow Up, Follow Up, if it is so important than why do so many people never do it?

Unfortunately, many people think when they start in Internet Marketing they will never have to follow up with anyone again. They hide behind their fear of the phone. The truth is that you will need to learn how to effectively follow up with your prospects if you want to be successful. After all, Network Marketing is all about creating relationships with people. How can you ever create a relationship with someone if you never talk to them?

While listening to a Morning Wake-Up call for MLSP the other day with Marc Barrett, I learned some really effective ways to use Follow Up in your business. I’d like to share with you how Marc uses Follow Up in his business. Here are some great steps to help you have a more effective follow up that Marc shared with us on the call.

Determine How Much Time You Have Available For Follow Up Calls

Only you know how much time you have to do follow up calls. Be realistic though. Don’t say you have several hours a day when you really don’t. Also, if you don’t have at least 1 to 2 hours a day to work your business, you may need to re-look at your schedule. Your business will grow very slowly if you can’t devote at least 5-10 hours per week to it.

When you look at how much time you have available it will help you decide if you are really treating your business like a business or more like a hobby. You can grow your business as fast or as slow as you want, but the faster you can get your business into momentum the better you will be in the long run.

Determine How Many Prospects You Have To Follow Up With Each Day

If you are only talking to a few people each day or only generating a few leads a day, it will be worth your effort to follow up with every prospect. A general rule of thumb I tell people is 20-25 or less per day and you should follow up with all of them.

Once you are generating more than 25 leads per day you may not need to follow up with all of them. You will need to understand their level of interest when you talk to them the first time. I’ll get into this more in a minute.

When you look at the number of people you need to follow up with, you will need to look at prospects that you talked to that were both online and offline. Online could be from many different sources. For example, Facebook, Twitter, Digg, from your Opt-in on your blog, from one of your capture pages, etc. Offline would be people you meet during the course of your day.

Take a look at all the different ways you are finding prospects for your business and see how many of them you need to follow up with each day.

Determine Their Level Of Interest

This is one of the big keys to your success. You want to only follow up with the people that are worth your time. You would be surprised at how wrong you may guess their interest is. The only way to know for sure is to ask. Near the end of your initial conversation with them, simply ask them. Hey <Name>, if I were to ask you right now what your interest level is, 10 being I want to sign up right now, 1 being I’m not really sure I like this at all, where would you be at this point?

Just like that, let them know you want to know how excited they are. You may hear someone say yes a lot on the phone, agree with everything you are saying and you may think they are really excited, but when you ask they may say they are only a 3.

My rule of thumb is that anyone that is a 6 or less, don’t bother following up with them unless you have a really small number of people to talk to. You want to follow up with the 7 through 10s. When you take this scale into play, you may see that you have more time to follow up than you thought.

If a person tells you they are only a 3, what is the sense of calling them back? They are probably unmotivated anyway and will only be a time consuming person for you to deal with.

If you want to be successful, you need to find the people who will duplicate your process. If you teach them how to effectively follow up, they will only be talking to people who are really interested in what they have to offer. Those are much more fun conversations. It will help them achieve even a small level of success much faster and can help keep people on your team for longer period of time.

I hope you found this post helpful. Definitely leave a comment. I’d love to hear your feedback.

 

Here’s to Your Future Success!

 

 

 

 

Steve Harris

Steve@WorkWithSteveHarris.com

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Follow Up is where the money is made!

Tagged with: Coaching • Follow Up • Internet Home Business • Network Marketing • training

Filed under: Coaching • Follow Up • Network Marketing • Success • Training

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