Now that you know how to start a conversation with your prospects and which exposures we should invite our prospects to first, let’s talk about 2 important aspects of following up that will help you fine tune your skills – The clock dial concept and the 4 systems you should have in place in your organization.
Since following up with prospects is so important to building your organization, I like to use the example of a clock dial to explain why. Imagine the face of a clock. The times on the clock represent where your prospect is in their decision-making process…
High noon – This is where your prospect is open-minded and ready to make a decision. They want and need to make a change in their life. They are dissatisfied with their situation or ambitious. You might get lucky and catch a prospect when they’re at high noon during your first interaction, but they will usually be on one of the following times on the clock dial.
3:00 o’clock – This is where something has changed in the prospect’s life or situation and only they know it. They haven’t admitted it to anyone else or spoken to their family about it, but something is different and a seed of dissatisfaction has been planted.
6:00 o’clock – This is where something has changed in the prospect’s life, for instance, their spouse lost their job, but now other people know about it and they are considering taking action and making a decision or a change.
9:00 o’clock – This is where something has changed in the prospect’s situation, for instance, the economy took a turn for the worse, and now EVERYBODY knows about it, and they are getting ready to make a big decision or change in their life.
Remember, you’re going to be exposing people to Network Marketing at different times on this clock dial. The most important thing is to be patient, so you’re there when they hit high noon. That’s what a professional does! Now let’s talk about the 4 systems that need to be in place in your organization that will help you with the exposure process…
- Customer Acquisition System – The system you use, teach and duplicate to acquire customers.
- Distributor Acquisition System – The system you use, teach and duplicate to acquire distributors.
- Getting Started System – The system you use, teach and duplicate to onboard distributors.
- Event Promotion System – The system you use, teach and duplicate to ensure your team members attend events.
These systems take time to develop and implement. So how do you know for sure that your system is in place? When it meets these 3 criteria…
- Everyone knows it.
- Everyone does it.
- It works.
Now you can apply the clock dial concept and the 4 systems you should have in place in your organization to your following up process!