Lead Timing & Following Through
Great Questions Answered: Lead Timing & Following Through
by Tim Sales
Let's start with number one:
How soon after you receive the leads should you call the prospect?
That question is a simple one to answer but sometimes hard to achieve - immediately, as soon as possible; right now! When working with leads, pretend you are the prospect. The prospect fills out a contact form stating they are interested in a business they can work from home (this is assuming you're using leads from Brilliant Exchange). When is the prospect interested? While they're filling out the form!
If you are using Brilliant Exchange leads, you know they're "REAL TIME" leads which means that as soon as the prospect fills out the form the contact form comes to your email - so that is the best time to call them. Even if they say on the contact form another time to contact them - you know they're awake and home - so that is what I've found to be the best time. If you feel uneasy about calling them if it's in the middle of the night - just send them an email and say something like - "Hi - you just submitted a request for information about a business and I just happen to be at my computer - is now a good time to talk for a couple of minutes?"
The last thing I want to add concerning this question is that a lead's value is based on "freshness." The fresher the lead, the more valuable it is. The older the lead - the more it has "rotted." When you're buying REAL TIME leads, don't waste the real value - call them as soon as you possibly can.
Now let's move to question number two:
What are some good questions to ask after they've viewed the Brilliant Compensation video?
First - make sure you've listened to the Follow- Up and Follow-Through sections of Professional Inviter because there's much more detail in there as well as live calls to listen to how I say it. Also, use the Inviting Formula on the Follow-Up call also (you used it to get the prospect to look at the Brilliant Compensation movie). The Greeting is really quick, "Hi, how are you today?" The Qualifying is quick also, "Did you watch the movie?" You may want to use this variation, "Did you watch all of the movie?" Then use some of these questions:
A - "Could you see a way to achieve ___________?" (the blank gets filled in with what the prospect told you they wanted to achieve with a business.)
B - "Did you find it educational?"
C - "What did you like about it?"
D - "Was anything confusing?"
E - "Do you see why I thought it would be a good idea that you watch it?"
F - "Was there a particular part that struck a chord with you?"
G - "Did you like the part about the Baby Boomers - that was the basketball going through the garden hose section?"
H - "The main reason I wanted you to watch it was the section near the end about leverage because that is how you achieve ______, did you understand that part? I know sometimes when I hear numbers I get confused. Did that make sense to you?"
Those suggested questions should help you bridge to the next part of the Inviting Formula which is to connect your company and the products your company sells to some of their answers to the above questions.
And finally question number three:
What is your answer to someone who doesn't know what they want in a business, they reply by saying "I want to know what is out there."?
Great question - I've had this one several times. Basically, it tells you that people want something a business will give them - NOT THE BUSINESS! These prospects are easily won by being helpful to them. They know they want something different, but have no idea what. So take a coaching position to helping them solve it. But don't allow this to take you off the Inviting Formula. Here's what I say when they say, "I want to know what is out there:"
"Alright I think I understand the situation you're in. You want something different but you don't know what's out there so you're curious - am I hearing you correctly?"
Then, continue with the Inviting Formula. By the way, did you happen to notice that I just did what the last newsletter taught you about controlling the conversation?
The prospect will normally answer something like, "Yeah, basically" or will adjust what you said slightly. Then acknowledge what they've said.
"Well first I want to say well done to you for realizing there is more (only use the word "more" if they used that word. If they used the word "different" you use the word "different.") out there instead of being satisfied with the status quo. Tell me something - what motivated you to get up off the couch and decide you wanted more?" Then, after they've answered that, ask, "So you and I are on the same page - what does more (or different - depending on the word they used) mean to you? How much more are we talking?"
This is how you get the person who doesn't know what they want to talk to you so you can help them.
Thanks for these questions they were really good ones.
With love, respect and admiration,
Tim Sales
About Tim: In 1989, near the end of an 11-year tour with the US Navy Underwater Bomb Squad Team, Tim answered an ad in the Washington Post newspaper that led him to his first and only network marketing company. Five years later his network marketing income rose to over $150,000 per month with over 56,000 people in his organization. His most noted contribution to the Network Marketing Industry is the Brilliant Compensation presentation. In addition, Tim is a teacher at the university-affiliated Network Marketing Certificate Seminar sponsored by the University of Illinois at Chicago . To learn more about Tim visit his website at http://mlmlessons.brilliantexchange.com
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by Tim Sales
Let's start with number one:
How soon after you receive the leads should you call the prospect?
That question is a simple one to answer but sometimes hard to achieve - immediately, as soon as possible; right now! When working with leads, pretend you are the prospect. The prospect fills out a contact form stating they are interested in a business they can work from home (this is assuming you're using leads from Brilliant Exchange). When is the prospect interested? While they're filling out the form!
If you are using Brilliant Exchange leads, you know they're "REAL TIME" leads which means that as soon as the prospect fills out the form the contact form comes to your email - so that is the best time to call them. Even if they say on the contact form another time to contact them - you know they're awake and home - so that is what I've found to be the best time. If you feel uneasy about calling them if it's in the middle of the night - just send them an email and say something like - "Hi - you just submitted a request for information about a business and I just happen to be at my computer - is now a good time to talk for a couple of minutes?"
The last thing I want to add concerning this question is that a lead's value is based on "freshness." The fresher the lead, the more valuable it is. The older the lead - the more it has "rotted." When you're buying REAL TIME leads, don't waste the real value - call them as soon as you possibly can.
Now let's move to question number two:
What are some good questions to ask after they've viewed the Brilliant Compensation video?
First - make sure you've listened to the Follow- Up and Follow-Through sections of Professional Inviter because there's much more detail in there as well as live calls to listen to how I say it. Also, use the Inviting Formula on the Follow-Up call also (you used it to get the prospect to look at the Brilliant Compensation movie). The Greeting is really quick, "Hi, how are you today?" The Qualifying is quick also, "Did you watch the movie?" You may want to use this variation, "Did you watch all of the movie?" Then use some of these questions:
A - "Could you see a way to achieve ___________?" (the blank gets filled in with what the prospect told you they wanted to achieve with a business.)
B - "Did you find it educational?"
C - "What did you like about it?"
D - "Was anything confusing?"
E - "Do you see why I thought it would be a good idea that you watch it?"
F - "Was there a particular part that struck a chord with you?"
G - "Did you like the part about the Baby Boomers - that was the basketball going through the garden hose section?"
H - "The main reason I wanted you to watch it was the section near the end about leverage because that is how you achieve ______, did you understand that part? I know sometimes when I hear numbers I get confused. Did that make sense to you?"
Those suggested questions should help you bridge to the next part of the Inviting Formula which is to connect your company and the products your company sells to some of their answers to the above questions.
And finally question number three:
What is your answer to someone who doesn't know what they want in a business, they reply by saying "I want to know what is out there."?
Great question - I've had this one several times. Basically, it tells you that people want something a business will give them - NOT THE BUSINESS! These prospects are easily won by being helpful to them. They know they want something different, but have no idea what. So take a coaching position to helping them solve it. But don't allow this to take you off the Inviting Formula. Here's what I say when they say, "I want to know what is out there:"
"Alright I think I understand the situation you're in. You want something different but you don't know what's out there so you're curious - am I hearing you correctly?"
Then, continue with the Inviting Formula. By the way, did you happen to notice that I just did what the last newsletter taught you about controlling the conversation?
The prospect will normally answer something like, "Yeah, basically" or will adjust what you said slightly. Then acknowledge what they've said.
"Well first I want to say well done to you for realizing there is more (only use the word "more" if they used that word. If they used the word "different" you use the word "different.") out there instead of being satisfied with the status quo. Tell me something - what motivated you to get up off the couch and decide you wanted more?" Then, after they've answered that, ask, "So you and I are on the same page - what does more (or different - depending on the word they used) mean to you? How much more are we talking?"
This is how you get the person who doesn't know what they want to talk to you so you can help them.
Thanks for these questions they were really good ones.
With love, respect and admiration,
Tim Sales
About Tim: In 1989, near the end of an 11-year tour with the US Navy Underwater Bomb Squad Team, Tim answered an ad in the Washington Post newspaper that led him to his first and only network marketing company. Five years later his network marketing income rose to over $150,000 per month with over 56,000 people in his organization. His most noted contribution to the Network Marketing Industry is the Brilliant Compensation presentation. In addition, Tim is a teacher at the university-affiliated Network Marketing Certificate Seminar sponsored by the University of Illinois at Chicago . To learn more about Tim visit his website at http://mlmlessons.brilliantexchange.com
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