FOLLOW-UP — THE FORTUNE IS IN THE FOLLOW-UP
FOLLOW-UP
The Fortune Is In The Follow-Up
They've seen the information.
Now ask one simple question.
Because you used BAMFAM, you already know when you're reconnecting with your prospect.
When that time comes, don't give another presentation. Don't start explaining everything you know. And don't try to close them yourself.
Your follow-up begins with one question.
ASK: "WHAT DID YOU LIKE BEST?"
"What did you like best about what you saw?"
Then stop talking.
Listen carefully to their answer.
You're not trying to tell them what they should have liked. You're letting them tell you what caught their attention.
LISTEN FOR THE POSITIVE RESPONSE
Their response might sound like:
"That was interesting."
"I liked what I saw."
"I'd like to know more."
"I have some questions."
"That could be something I'd be interested in."
Don't overanalyze their exact words.
If the response is positive, it's time for the next step.
MAKE THE TRANSITION
When you hear a positive response, don't start presenting.
Simply say:
"Great. I have someone I'd like to introduce you to."
That's your transition to the 3-way call.
GO TO THE 3-WAY CALL
Bring your expert into the conversation.
Follow the 10 Steps to a 3-Way Call you learned earlier.
INTRODUCE. EDIFY. TURN IT OVER.
Once you've made the introduction and properly edified your expert, let the expert lead the conversation.
THE EXPERT ASKS THE MILLION-DOLLAR QUESTION
This is important:
The member does not ask the Million-Dollar Question.
The expert builds rapport, continues the conversation and determines the prospect's level of interest.
At the appropriate time, the expert asks:
"On a scale of 0 to 10, with 0 meaning you have absolutely no interest and 10 meaning you're ready to get started, where are you?"
The expert then guides the appropriate next step.
IF YOUR EXPERT ISN'T AVAILABLE
Don't suddenly become the expert yourself.
BAMFAM again.
BOOK A MEETING FROM A MEETING.
Set a specific time when you, your prospect and your expert can connect.
THE ENTIRE FOLLOW-UP
"WHAT DID YOU LIKE BEST?"
↓
LISTEN
↓
POSITIVE RESPONSE
↓
"I HAVE SOMEONE I'D LIKE TO INTRODUCE YOU TO."
↓
3-WAY CALL
↓
EXPERT TAKES OVER
WHY THIS WORKS
The new member doesn't have to become an expert before they can succeed.
They learn to start conversations, use the tools and connect interested people to someone with more experience.
While doing that, they listen and learn on every 3-way call.
Simple can be duplicated.
THE FORTUNE IS IN THE FOLLOW-UP.
Ask what they liked best.
Listen for the positive response.
Make the introduction.
Let your expert do their job.
This training system carries forward the leadership and duplication principles taught by Silas King III through Duplication Station.
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