Getting The Prospect To Follow Through

“I can get appointments to meet with people. My call rate is very good with people I know or have met. But I can’t seem to get a follow through meeting, to go further.

“I’m told that, ‘You can’t say the wrong thing to the right person or you can’t say the right thing to the wrong person.’ I’m supposed to find the person ‘who is looking’ because if they are looking you ‘couldn’t beat them out of getting into Ambit with a stick.’”

-Warren

Great question, Warren. I do agree with the quote – with a few additions and perhaps some alterations. Sometimes, the prospect might “be ready” but isn’t looking or isn’t looking for MLM. Picture a person driving to his job and is pondering that he wishes he could own his own business. Is he looking? No. He’s thinking. If you know this person and do an effective invite (using the Inviting Formula), you will be able to take this person from “thinking” to looking. Rarely have I seen someone who was out looking for an MLM company. It does happen but not commonly.

Most often, your quote is a comment made by speakers from a stage who don’t know how to train on the specifics of inviting, so the quote is a variation of “just do the numbers.” It’s very easy to say, “Just do the numbers.”

It’s harder to say, “Let me show you how to do an effective invite call.” And it’s even harder to say “I’ll teach YOU how to do an effective invite call.” So instead people just say, “do the numbers” and find people who are looking.

The other thing is, you need to be the best inviter you can be when you do talk to that person who is looking. So no matter what you do, you’re going to have to learn good inviting skills. And by the way, follow through is part of the inviting skills!

As for your follow through question, I’m assuming that you’re using the words FOLLOW THROUGH as I discussed in Ambit Pro Inviter Series, which is different than FOLLOW UP. Follow through is once your prospect has indicated an interest to do the business that you follow through and deliver EVERYTHING the prospect requires to get him what he’s stated he needs/wants and/or doesn’t want (Meaning Their "WHY") – this you would have gotten by using the Inviting Formula.

Normally, this is way more than what is in your standard issue Ambit training manual. If you hand the training manual to the new person and the first thing they read is, “make a list of 200 people” and your new person doesn’t do it, have you delivered everything the prospect requires? No. Something is still in their way.

Inability to communicate may be in their way; it may be they need a better understanding of what they will be doing; it may be they don’t see themselves being a salesperson or it may be that they need to fly to the company so they have certainty that it’s a real business!

If you’ve listened to our Ambit Pro Inviter Series, you’ve heard our live calls and heard my mentor on the phone with Ruth and Nadira. The moment they indicated that they were interested in the business he moved toward an appointment. If I can’t meet with someone locally, I just continue the conversation over the phone. Now both Ruth and Nadira had things that were still in the way of doing the business that he had to help them overcome – and both of them were “looking.”

My point is, the key to FOLLOW THROUGH is NOT saying “Next!” as soon as someone is stuck on something! Help them through whatever they’re stuck on. Now I know many people will say that I have the Mother Theresa complex. Well, I don’t mind being compared to her because she was a very noble person and helped a lot of people. But remember, my sponsor would not have sponsored me had he not followed up and followed through with me to help me overcome my barriers.

When do I “quit” following through? When they stop taking my calls or they ask me to stop calling.

The speed at which you identify what the person is stuck on is critical. When you first sponsor someone or you have someone who has indicated they’re interested, do not let a single day go by that you’re not talking to them. Keep them close so you can get them past sticking points.

Also as soon as they start moving, gently (meaning very slowly) ease off so they don’t grow dependent on you. This is a topic I’ll leave for a later time, but I wanted you to see that some people make the mistake of connecting themselves to their people and never passing them the power to do it themselves … so they never do.

I hope this answers your question, Warren.