Ever heard someone say, “The fortune is in the follow up,” when talking about sponsoring in our direct sales businesses?
Of course, all the time, right?
Well, we’re bringing an elephant into the room.
We knew you’d say this. That’s why we brought the elephant. We knew this would come as a complete shock to everyone so we want to cushion the blow and explain exactly where the fortune is in our network marketing home party plan businesses. How better to cushion the blow than to take a heart-warming, old fashioned look back at our past.
In the 1940′s we had “Rosie The Riveter” a cultural icon who certainly blazed the trail for many . . . and now . . . we have our own pioneers of sorts blazing similar trails for us today, Darcy The Distributor and Connie The Consultant.
Darcy The Distributor has a very busy life. She will wake up on a Friday morning and attend a yoga class, stop by the grocery store, post office, and dry cleaners, fill the car with gas, have lunch with a friend, pick up her teenagers from school, drop them off at their athletic events before preparing for her party. Darcy loves her party plan business, but usually can only fit one party a week into her schedule. At her party, she offers the opportunity at the beginning and end of her presentation and she usually has two people who are interested in joining her company. She’s been told many times the fortune is in the follow up and so she always calls her prospects the day after the party. But most of the time they don’t answer back. Darcy will follow up with an email and usually another call on the Monday after the party. Not many respond to her voice-mail messages, but that’s okay, she knows that’s how it’s supposed to work. The fortune is in the follow-up, after all. She’s also been told to call people eight to twelve times before they respond.
By the third voice-mail message she remembers what she was told at an earlier training, “I’ll assume you are still interested unless I hear from you and I will call you back on _____ ”
Darcy admits to herself that she’s feeling a little frustratedbecause she always has several leads every month from parties and she calls them over and over, follows up with email in hopes of receiving a response or, better yet, getting someone to sign up, but . . . not much changes. It’s slow going.
Our question is this . . .
How is the “fortune in the follow-up” process making Darcy The Distributor feel? How is she feeling about herself and her business?
Chances are, she’s probably feeling doubtful and maybe a little too pushy and, as we say at The Mind Aware . . . (as much as we can) . . . if it’s “not feeling good“, . . . it’s pretty much a given it’s . . . “not going to work” . . .
And even though Darcy has been following well-meaning advice, she could learn a thing or two from our next trail blazer Connie The Consultant.
Connie also has a very busy life. She also wakes up on a Friday morning, attends a yoga class, stops by the grocery store, post office and dry cleaners, fills the car with gas, has lunch with a friend, picks up her teenagers from school and drops the kids off at their athletic events before preparing for her party.
The difference is, Connie brings new catalogs and product samples to her yoga class. She is always talking non-stop to everyone about how happy she is in her business. People sense her fun and energetic attitude and they want a piece of her happiness. She has several members of her class who are very interested in her business.
Essentially Connie’s become great at approaching people about her business using the simple techniques outlined in a previous The Mind Aware post that can be found HERE.
She’s constantly meeting potential prospects at the grocery store, post office, and dry cleaners. Even if she’s less than enthusiastic sometimes or at a loss for words, she’ll just pull out her business card, and with a big smile say, “Here you go. I’m shamelessly promoting my business!” This always gets a chuckle from people.
She purposely pays for her gas inside the gas station instead of at the pump because she knows it will give her another opportunity to engage people about her business.
At lunch, she will strike up a conversation with a waitress because she knows waitresses are great in direct sales. Given that they work hard for tips, waitresses truly appreciate being able to control their own income.
While dropping the kids at the athletic field after school, Connie runs into one of the other moms who ask her, “How are things going?”
“Just great!” Connie responds,” I had lunch today and there’s a really nice waitress interested in joining my team!”
“It seems like you are always running into people who want to work in your business.” the other mom says to Connie.
Connie says, “It’s true. I’m not surprised, though. People can see it’s the best job ever.”
“Why don’t you give me some information too,” the other mom says, It can’t hurt to look.”
Connie consistently treats her business like a business, meaning she’s continually testing a variety of ways she can offer the opportunity more often at her parties. Right now she’s using a game at parties which generates a lot of interest in her business.
At the end of a normal day, she routinely has three or more new people interested in her business each day and sometimes as many as ten! Which might not sound like a whole lot, but this means at the end of a month she might have anywhere from 90 to 300 new prospects . . . each and every month! That is a whole lot.
While Darcy is calling her eight prospects over and over, Connie does her best to keep up with just the really, really hot leads. And, because she brings so much happy enthusiasm to the table, she typically ends up dealing with people who are charged up and excited about the business opportunity. Connie. . . connects.
She has so many good things happening in her business, she can’t help but talk about it non-stop. She is excited and it shows. She can say to people with honesty and integrity, “People are lining up to join my business!”
Connie has simply and effectively created an “energy” or “good vibe” about her business which attracts positive and enthusiastic team members.
So, we at The Mind Aware don’t really believe the fortune is in the follow up. We think the fortune is in offering the opportunity at such a high level, and offering it so consistently and so often, our only worry regarding follow up is . . . how will I ever be able to follow up with all my new potential prospects! This is one worry we’d all give an arm and a leg for, right?
Now that we’ve become a bit more aware of where our fortune can be found (in offering the opportunity more often), we willingly admit that none of those new leads we’ve generated will sign up with us if we don’t follow up in some fashion. So. . . we do need some type of follow up system. It might not be as equally important, but our follow-up system is still crucial to our success.
Remember, an elephant in the room is impossible to overlook.
Article courtesy of: “Dana Wilde is founder of The Mind Aware, at http://www.themindaware.com. The Mind Aware is dedicated to helping network marketers, direct sales people, and party plan entrepreneurs attain success in their businesses quickly, simply, and to have fun doing it.”