Prospect Follow up and Closing New Business Builders

Prospect Follow up and Closing New Business Builders

PROSPECT FOLLOW UP AND CLOSING NEW BUSINESS BUILDERS

Prospect follow up should be done within 48 hours of when you’ve met with a prospect, had them listen to a call or taken them to an event. Keep in mind some people will be ready to jump in right away and others may take longer. It takes most people 3-4 “touches” before they are ready to jump in. This could be using the products, attending and event, going to coffee with you, hosting a party, attending a party or a combination of any of them! It took me 3 touches before I was ready. If your prospect is someone you don’t know that well, continue to get to know them and build a relationship with them.

Remember that often what holds people back is FEAR. They will mask this as other excuses such as “I’m too busy” or “I don’t want to sell to friends and family” or other typical excuses. Don’t be afraid to ask them what is holding them back. If you can peel back and get to the root cause of their hesitation, you will be able to coach them onto success and getting started. Typically people need more information and to know that their fears are normal. Giving examples of situations similar to theirs often helps. Getting started, for most people, is the toughest part! Continue to keep things as simple and easy as possible and give information as needed, being cautious not to overwhelm or overload your prospect. A confused mind or overloaded mind often says no.

  1. Follow up—Ask questions after someone has listened to an event or attended an event

Start by asking some or all of these questions, and really listen to their answers.

  1. What was most valuable for you last night?
  2. As you were listening, what possibilities did you begin to create for yourself?
  3. If those possibilities became a reality, what difference would that make in your life?
  4. Would you mind if I took a couple of minutes to walk you through how our system works, then you will have all of the information about our business plan?
  5. First goal, help you finish your first promotion to DM. Here is how we will launch your business and help you achieve this!
  6. Complete your 100 person name list
  7. Put stars next to the people you think may host a party for you
  8. Put some other symbol next to the people that you think would be great at this or who you would love to work with
  9. Schedule 2-3 back-to-back launch classes with your sponsor and at least 4 -6 more classes with friends – schedule within the next 30 days. This is THE most important step. Send one invitation with all dates and times to as many people as you know (try to shoot for 50 people). You want to create a commotion around your business!! I will give you wording for this.
  10. Get the products you need
  11. Place your start order, which is your initial order for products, catalogs and samples
  12. Be a product of the product. If you are currently using something that Arbonne makes, switch it to Arbonne! You now want to be shopping from your own “Mall” so support your own business!!! *Remember… if you don’t use it, you can’t sell it.
  13. Take out the Suggested Start Order file, with the summary page on top.
  14. Say, “It is $6000 in volume to finish you first promotion, here is how the products that you purchase to start your business count toward this promotion.”
  15. Using the summary page, show them the out of pocket cost and the amount that they get toward their promotion for each package.
  16. Ask them what questions they have for you
  17. Ask them on a scale of 1-10 where they are at, 1 = I don’t ever want to hear the word Arbonne, 10 = I’m ready to jump in!
  18. If they are 2-8 ask them what would be helpful
  19. Host a party to see how our business works
  20. Try a tester set
  21. Come to an event
  1. More Great Closing Verbiage

Power Closes: (I usually present these as my revelations so they are free to come to their own conclusion)

I thought…I can sacrifice now in the short term by taking the time to build a business with residual income…or I can sacrifice and sacrifice and sacrifice in the long term until I am 65…and still not have financial freedom.

The long term is a LOT longer than the short term.

This is a business that pays you for life.

You can live life on your terms. You can use Arbonne to be the vehicle for your dreams…for your life’s purpose.

What would you do if you had the money and the time to do it? What is your dream or purpose?

Are you living out your bucket list…if not, why not?

What hit home for me was when someone said…If you keep doing what you are doing, you are going to keep getting what you are getting. I wanted to work smarter.

For once…I am in the perfect place at the perfect time with the perfect company.

I am following people at the top of the company. I am going to the top, and I will take you there with me.

  1. Final Tips
  2. Remember that there will be some NOs and some rejection here….that is okay because it will free you up to find those who really want this! Some will. Some won’t. So what. NEXT! Also, often NOs turn into yes’ later on!
  3. When someone isn’t sure, continue to build the relationship with them, and keep in touch with them by asking them to more events and having them do a party for you.
  4. If they do say no, still ask them to host a party for you….if they say no to that, ask them to try a tester set. You will, at the very least, end up with a client!
  5. Most of the time fear is what holds people back—if you can show them how this business equals their dreams, they will be more willing to conquer their fear!
  6. When they say yes (expect YES), make sure you teach them the next steps (see section I, #4 above) and help them be as successful as possible!
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