Are you leaving money on the table in your network marketing business? If you’re struggling to convert prospects into team members or customers, the culprit might be your follow-up strategy. Most network marketers stumble at this crucial stage, often because they don’t know how to follow up effectively after presenting their opportunity.
The truth is, effective follow-up in your network marketing business isn’t about being pushy or just “checking in.” It’s about becoming a valuable consultant, understanding your prospect’s genuine needs, and helping them determine if your offer is the right fit. This approach builds trust, sets realistic expectations, and ultimately leads to more committed and successful partners.
Why Follow-Up is Absolutely Critical (And Why Most Fail)
It’s a well-known sales statistic that most sales don’t happen on the first contact. In fact, many occur between the 5th and 12th interaction. Yet, a vast majority of network marketers give up after just one or two follow-ups. This means they’re doing all the hard work of prospecting and presenting, only to fall short at the finish line.
The traditional follow-up question, “So, what did you like best?” often falls flat. While it sounds positive, it’s easily met with vague answers like “the comp plan” or “the product.” The real problem is that prospects are often wary of being “sold to.” They might be thinking:
- “What if this doesn’t work?”
- “Am I going to look stupid?”
- “What if it’s not what I thought?”
- “I don’t want to waste my money or time.”
There’s inherent risk involved for them. Your goal isn’t to dismiss these fears, but to acknowledge them and guide them toward a solution that addresses their concerns directly.
Embrace the Consultant Mindset: Your Clipboard and Pen
To master how to follow up in your network marketing business, you need to shift your mindset from salesperson to consultant. Imagine yourself with a clipboard and a pen, ready to take notes and diagnose a problem. You’re not there to convince them; you’re there to help them figure out if this opportunity solves their problems and helps them achieve their specific goals.
This approach creates a completely different dynamic. Instead of defensiveness, you invite honesty and transparency. Here’s the proven script – the exact questions I use that changed my follow-up game:
The Proven Consultant Follow-Up Script
After they’ve watched your video, reviewed your page, or finished a three-way call, engage them with these three core questions, plus a powerful bonus question:
1. “Based on what you saw, what would you need to make out of this for it to be worth your while doing it?”
- Why this works: This question cuts straight to their financial goal and their perception of value. You’re asking them to define success for themselves in the context of your opportunity.
- How to handle it: Write down their answer. They might say “
1million"(a"smart−ass"answer),ormorerealistically,"I′dwanttobeabletoquitmyjob,"or"1million"(a"smart−ass"answer),ormorerealistically,"I′dwanttobeabletoquitmyjob,"or"2,000 a month.” Whatever it is, acknowledge it and write it down. You’re now capturing their specific objective.
2. “And how soon do you need to make that amount?”
- Why this works: This establishes their desired timeline and helps you gauge their realism and urgency.
- How to handle it: Again, write down their answer. They might say “a week” for that “$1 million” goal. This is your opportunity to be a true consultant and set realistic expectations.
- “Okay, a million dollars in a week working 10 minutes a month? Let’s be realistic, that’s not going to happen. This isn’t for you if that’s your expectation.”
- It’s better to tell someone “no” upfront if their expectations are unrealistic. You save both of you time and future disappointment. Trust me, setting false expectations leads to quick exits. If their goal is realistic (e.g., “$5,000 a month in 6-12 months”), then you can move forward confidently.
3. “How many hours a day or a week on average are you willing to put in to make that happen for yourself?”
- Why this works: This question assesses their commitment level. It’s crucial because even if their income goal and timeline are realistic, success won’t happen without consistent effort.
- How to handle it: If they say “10 minutes every first Friday of the month” for a significant income, you’ll need to gently bring them back to reality.
- “How many businesses do you know where you can achieve that kind of income working 10 minutes a month?”
- For more realistic answers (e.g., “an hour a day,” “5-10 hours a week”), you can connect it back to their previous answers. For example, “So, you want to make $5,000 a month within 6-12 months, and you’re willing to commit an hour a day? That sounds like a realistic goal that we can work with.”
Bonus Question: “What would it mean to you to make that money?”
- Why this works: This uncovers their emotional “why.” It moves beyond the numbers to the deeper motivation.
- How to handle it: Their answers might include: “I could quit my job,” “I could take my kids on a dream holiday,” or “I could get my partner out of their stressful job.” This personal connection is powerful and helps solidify their commitment. When they hit challenges, their “why” is what will keep them going.
Why This Method Works: Trust, Qualification, and Retention
By asking these questions, you’re not just gathering information; you’re:
- Building trust: You’re showing genuine interest in their goals, not just your sale.
- Qualifying prospects: You quickly identify those with realistic expectations and genuine commitment from those who are just “tire-kickers.”
- Setting realistic expectations: You prevent future disappointment by being honest about the effort required.
- Improving retention: Partners who come in with a clear understanding of what it takes are far more likely to stick around and succeed.
The Unconventional Power of Saying “No”
Sometimes, the best thing you can do for both yourself and a prospect is to say “no.” If someone wants to make an unrealistic amount of money in an unrealistic timeframe with minimal effort, gently explain that your opportunity isn’t the right fit for those expectations.
This might seem counter-intuitive, but it actually strengthens your position. When people know you’re not just trying to get a sale out of them, they respect you more. It differentiates you from the typical pushy salesperson and attracts serious, committed individuals who appreciate your honesty.
Ready to Transform Your Follow-Up?
Mastering how to follow up in your network marketing business with this consultant approach will save you countless hours, prevent frustration, and build a stronger, more sustainable business. It’s about working smarter, not just harder.
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Implement this script today and watch how your follow-up conversations become more productive, leading to better conversions and a more engaged team.
Disclaimer:
The information shared in this blog post is for educational and informational purposes only and is based on personal experience and opinions. Success in network marketing requires hard work, dedication, and individual effort. There is no guarantee of specific results, and individual outcomes will vary. As with any business, there is inherent risk. Always conduct your own due diligence and consult with appropriate professionals before making any business decisions.
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