FOLLOWING UP LEADS
DEALING WITH ENQUIRIES
When someone responds to your ad through one of your adverts there is a standard message to send out via email and text...
Hi Name, Thank you for your enquiry about AVON. When would be a convenient time to call for a chat to answer any questions and if OK get your account set up?
Kind Regards, Austen
FOLLOW UP CALLS
YOU CAN’T SAY THE WRONG THING TO THE RIGHT PERSON!
MAKE UP IN NUMBERS WHAT YOU LACK IN SKILL &
PRACTISE, PRACTISE, PRACTISE!!!!!
THE FOLLOW UP CALL:-
Explain who you are
Ask if it is convenient to talk
Be friendly
Be enthusiastic
Use the Phone Script
Personalise the info (if you send them any)
FOLLOW UP EMAILS:
Personalise any emails you send This could be perfect to fit around Little Tommy & all your other commitments.
Ask that they let you know if its not what they're looking for OR you will give them a call in a couple of days to answer any questions. Let them know they can contact you by email or voice mail.
If you don’t hear back from them within 2 – 3 days make sure you follow up until you get an answer! People have busy lives, don't assume they're not interested until they say so.
USE THE PHONE / EMAIL & TEXT MESSAGES. DON’T GIVE UP ON ANY LEADS
OBJECTIONS & HOW TO HANDLE THEM:-
Some of the main objections you are going to encounter are as follows:
It’s not for me!
I’ve got a job now!
I can’t sell!
I know someone who tried it years ago & it didn’t work
I wanted to work from home!
I don’t have the time
I don’t wish to go door to door!
I’ve been in networking before it doesn’t work! This is the best response you can get! Learn how to handle this call!
These are the most common objections. Your job is to eliminate misconceptions one at a time and handled correctly, you will be amazed at the results.
Learn to handle objections
There are many objections, which are not necessarily rejections but are usually misconceptions that can be simply overcome or at least explained.
One very good approach to an objection is the FEEL, FELT, FOUND response.
**Always use "realized" instead of "found"
For example:
"I don't have any time, I have a full time job"
"I know how you feel, I felt the same but what I realized was that I could fit the business around my full time job, and other commitments, because of its flexibility - you do what you want when you want - there are no fixed time requirements".
- "I don't have the time"
“Hey, I know how you feel. I felt the exact same way. I was in the same situation"
“What I realized is the biggest reason why I needed to do this was because I didn’t have the time. Because I didn’t want to be stuck a few years from now still not having any time.”
- "I don't have the time"
YOU:
"How much time do you think it takes."
Prospect
"I don't know. 15-20 hours/week?
YOU:
"Dude! I mean, even a lot of the people who are full time in our company, they're not working 20 hours a week. The reality is we're all busy. What this is about is buying back your time. It's about referring a few people who refer a few who refer a few.
If you could put two to three hours of committed time, which I know you have. I know you've got an extra two to three hours a week, then you can start to get some people on your team, and you'll start earning income based on the efforts of not just yourself, but based on the efforts of many."
- "I don't have the time"
This is basically if you've got a lot of time and you're showing it to someone who maybe they're a doctor, maybe they're a chiropractor, maybe they're a busy executive, and they don't have a lot of time.
They know 100 people that you don't know. So, if they'll introduce you to those people, then you can go present on their behalf. Now personally, I don't like doing that because I want people to actually put the effort in.
But if I were hungry for leads, and I had the time and I had someone who was a powerful person who had credibility with a lot of other people, this is one that you can certainly use....
"Okay, I'll win you over with pay checks."
YOU:
"I don't need your time. You know 100 people that I don't know, introduce them to me and I'm going to win you over with pay checks."
"I have young children and don't have time"
"I can appreciate how you feel but actually I’ve realized is that there are many mothers with young children in this business because of the flexibility it gives them."
It is advantageous to mention members of our group (not necessarily by name) who operate the business in these circumstances. Learn the stories. “Facts tell stories sell”
"I don't have a car"
That's not really a handicap, we have people in our business that operate without transport, and they receive help when necessary from friends or family.
- "I've been told AVON doesn't work"
Ask that they watch this video www.Bit.ly/MLM-WhoIsLying
- "Most people fail in AVON"
Ask them to watch this video www.Bit.ly/MLM-DoMostPeopleFail
"I've looked at AVON before"
"Oh have you - what was it that didn't appeal to you?"
Very often the response will be that they did not like the person who contacted them and because of this, rejected the business outright. Often they will then move to one of the other objections.
“I don't want to go around putting out brochures”
"I know exactly how you feel because I felt the same but I when I realized the income potential, it completely changed my view of brochures. And we do also sell online so you could work from your computer if you wish”
- "I already have a Rep in my area"
"That' great It means that people in your area buy from AVON...
Where do you do your weekly shop? Tesco, Asda, Morrisons??"
Prospect: Tesco (or wherever).
"So you have a favourite supermarket and so does everyone else. AVON reps are just like supermarkets, some people will like shopping with the other reps and some people will like shopping with you."
“I’ve just got a job”
This is very often a ‘get out’ so they can get off the phone because they are not interested (or have not read the information fully).
These people are usually the type who will always work for someone else and, as a consequence, will never change their lifestyle.
Ask what the job is that they have just been given. This may lead you into asking the question whether they really want to do it forever and whether they wish to receive a salary over which they have little or no control. Would they rather work for themselves where they would earn what they are worth – not what the job is worth? Ask if you can keep them on file – explain that most people operate AVON on a part time basis alongside full time employment.
“I can’t sell”
“I know just how you FEEL – if there was any selling involved I would not be in the business – I realized you don’t have to 'sell' to anyone – you just put the brochure through the letterbox and the brochure does all the selling for you”
- “I can’t sell”
You:
"That's great, you promise you're not a salesperson?"
Prospect:
"Yes."
You:
"Awesome because if you are a salesperson, there's a good chance you'll fail at this. Because here's the thing, 95% of the people in the world don't like to sell.
Only about 5% of the population actually like selling. So, realize 95% of the people that you would show this to don't like to sell.
The fact that you're not a salesperson, they're way more likely to join, because they see that you don't have to be a salesperson to do this.
In fact, this is more of a sorting business than a selling business. You're just showing people whet we have and allowing them to make a decision.
Here's what I know, if you don't like selling, you're never going to be pushy with anyone. So, people are going to love that and respect you for it. You'll actually create a stronger connection with your friends by showing them this and offering them an opportunity to change their life. So, what do you say we get you started?"
“Its one of those pyramid things”
Answer by asking “What is a pyramid? How does that work?”
9 times out of 10 the prospect will not know what pyramid selling is all about – its something they have heard of but know little of.
When the ‘don’t know’ answer is given you can then explain that pyramid selling is illegal. It consists of a business where there is no product and people only get paid when they recruit other people. Unlike AVON where nobody gets paid unless product is moved.
- “Its one of those pyramid things”
"Oh, you mean like McDonalds... (this usually stops them in their tracks)
Yeah, so if you opened a McDonalds restaurant you would sell their burgers etc and you get to keep a percentage of the takings.
You can then help other people setup their own McDonalds restaurant and you earn small percentage from what they sell also."
- "Only people at the top make any money"
- " I have to think about it"
You:
"Hey, listen, what do you think good can happen in your life from getting started with me?"
Prospect:
"Well, I start earning some additional income."... (Help them list a few)
You:
"Listen, what are the negative things that can happen by you getting started? What's the worst thing that's going to happen?"
There may be other responses you will encounter but these are the main ones.
Experience will allow you to vary your response using the basics above. Discuss any challenges you have with your up line who will be more than pleased to help you.
You will encounter the individuals who will tell you they are not interested in the business but would like to see the info!
ORGANISING YOUR CALLS
Have 12 large dividers (one for each month)
Many people who reply to our advertising are at home during the day & they have more time to talk to you then. Evenings can be very stressful for mums – children’s bath & bedtime / homework/ teatime. Many people will be much more receptive to your call through the day or on weekends!
Have a separate call for “FUTURE CALLS” Divide into this file into months.
If a prospect has expressed an interest but not joined, always ask if you can keep them on file & give them a call in a few months to see what their situation is then. You should have hundreds of “FUTURE” leads on file.
THE TELEPHONE IS THE GATEWAY TO YOUR FUTURE
“Think about what your phone calls are ultimately going to bring to your business achievement. Set your mind to consider the enjoyable parts of getting on the phone. Spend concentrated times making your calls. Enjoy making calls. The phone is the gateway to your fabulous future.”
- Jan Ruhe
Once someone has joined your team you need to Get Them Started