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Myth or incompetency ?
“The average sale or decision takes seven visits by a salesman.”
Really ? I don’t know if that is true.

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Maybe it is just a myth to keep salespeople optimistic after hearing “No !”
from the same prospect after multiple harassments.
We know there are two types of prospects.
First, there are prospects who buy right away. Why?

#1. Perfect timing. Maybe the timing is so good that the prospect has to make
a decision right away. For example, the prospect falls down and hurts his knee.
We sell a pain solution.

How awesome is that ? Or, the doctor tells the prospect, “Lose weight now!”
And we just happen to sell a diet solution. Or better yet.

The boss yells at our prospect, the prospect’s co-worker trims his toenails at work, and now the prospect is stuck in commuter traffic … our prospect is ready to act now. Yes, timing is everything!

#2. Perfect rapport. We know our prospect, and we have perfect rapport
with our prospect. It is easy to make an instant decision with someone you trust. Prospects will buy from and join with a person they trust.

However, if our prospect doesn’t believe us, or doesn’t trust us, nothing is going to happen. The offer can be the greatest offer in the world, but when
we don’t feel comfortable with a salesman, we will delay our final decision
as long as possible.

Professional network marketers constantly work on improving
their rapport techniques. Instant “Yes” decisions are fun to get.

Unfortunately, when we first start our network marketing career, we don’t have great skills. There is a lot to learn, and we won’t master everything on our first day. Second, there are prospects who don’t join or buy right away. Why?

#1. Bad timing.
Our offer could be perfect, but the prospect’s circumstances could be awful.
Do these examples of bad timing sound familiar ?
* Loss of job.

Our prospect is completely focused on survival and finding another job to pay
the bills. We are an unnecessary distraction at this moment.
* Overtime at work.
There’s not much time for life when the employer takes up every waking hour.

* Moving.
The second most stressful event in one’s life.
No time to humor a salesman and sit down for a presentation.

* Family issues.
When our children have problems in their lives,
our attention is on fixing those problems.
Coming to a follow-up meeting or webinar is far down on our list of priorities.
* Relationship difficulties.
Lots of drama and no time to think about our offer.
More about bad timing later. Let’s look at the next reason prospects delay.

#2. Distractions.
Our prospects might get distracted with an email alert and forget to go to our web page. Or worse, there is an incoming telephone call, an urgent request from a child, or the doorbell rings. Your offer quickly fades into the background, never to be considered again.

#3. Bad sales presentation.
The prospect needed our product or service, but our presentation was amateur and awful. Maybe we committed one of these presentation sins that distanced us from our prospect:

* We read a PowerPoint presentation or flip chart to our prospect like the prospect was reading-impaired. Boring.

* We showed the prospect a commercial video. If our prospect can’t stand to watch a 30-second commercial on television, forcing our prospect to watch a 10-minute company commercial might be deadly.

* We told the prospect all about us, our facts, our awesomeness, our company history, our life history, and never once concentrated on our prospect’s needs.

* We sent our prospect away to a web page.
That is going to take a lot of time away from our prospect’s day.
* We used an amateur high-pressure close that offended our prospect.

#4. Bad skills.
Let’s say you boarded an airplane and the pilot said,
“Welcome aboard.
I don’t know how to fly this plane, but I have a great attitude
and I am motivated.” Would you get on that plane ?

Of course not. Prospects can smell incompetency.
If we are unpracticed and unsure, prospects will avoid doing business with us.

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Prospects are desperate for someone to follow, but only want to follow someone who knows where he or she is going, and has the skills to get there. Not many prospects are ready to jump on an incompetency mission.

Let’s focus on what we can control so that we can get “Yes” decisions.
While we can’t control the bad timing in our prospect’s life
(Reason #1), and distractions
(Reason #2), we can at least control our presentation
(Reason #3), and mastery of our skills

(Reason #4). What can we do if we come across the prospect who doesn’t say
“Yes” right away ? This is when our follow-up begins.

If we have built “Instant Trust, Belief, Influence, and Rapport!” – then follow-up will be easy. By having good rapport on our first contact with prospects, they will look forward to our second contact.

We won’t have unanswered voicemail messages or people refusing to acknowledge our other follow-up attempts.

Unless there is future communication, all hope is gone.
When we follow up with prospects, what are they really unsure about ?
What holds them back ?

Here is the follow-up secret that will make the difference.
Prospects don’t understand everything about our business.

And they won’t understand any business fully until they have experienced
the business for a while. Prospects are desperate to change their lives.
What prospects are really looking for is a trusted path and a trusted guide
for their future success.

They want to know if:
1. You know where you are going.
2. You know how to get there.
3. You have the skills to teach them how to get there also.

So focus on the real issue. Build that trust and rapport with your prospects,
and then show them that your skills will get them to their desired success.
For now, let’s assume that our sales presentation and skills are adequate.

Now what ? That leaves “timing” as the issue.
What happens in the average day of our prospect ?
How does follow-up help to gradually change the prospect from a “No”
to a “Yes” decision ?
Let’s look at the three effects of follow-up:
1. Repetition.
2. Sorting.
3. Moving parade.

The “billboard repetition” effect.
This is how repetition works in follow-up.
Let’s say that five days a week I drive to the gym to work out.
Same route every time. I pass the dentist, the dry cleaner, the coffee shop
and the same five billboards.

Unless there is something out of the ordinary,
I don’t even remember the drive.
One day while returning from the gym, a billboard appeared for a brand-new Italian restaurant. I love Italian food. And after working out, I am hungry !
But the timing? Well, bad timing. I had another appointment to get to.

The next day, while coming home from the gym,
I remembered the Italian restaurant billboard.

This time I noticed that their specialty was wood-fired oven pizza.
My stomach growled with anticipation. But this weekend’s schedule was filled with errands and activities. Again the timing didn’t work out.

By now, the billboard had faded away in the automatic drive to the gym.
A few days later I was reminded of the Italian restaurant. Why ?
Because I found a door hanger flyer on my front door. It was the new Italian restaurant, advertising its wood-fired oven pizzas.

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I quickly stuck the flyer on my refrigerator so I wouldn’t forget their wood-fired pizzas the next time I got hungry. Now the Italian restaurant flyer gets lost in the shuffle of fridge wall craziness. One month later, I drove back from the gym.

My stomach growled, “Calories. Give me more calories !”
And then I looked up.
What did I see ? The billboard of my dreams.
The billboard I had ignored and forgotten for a month.
Yes, the Italian restaurant was calling my name.

In just a few minutes, I was seated in a booth, looking at the menu and texting my friends to join me for an Italian-calorie-overload. Follow-up pays. The Italian restaurant now has my repeat business and I am a walking salesman,
recommending their food everywhere I go.

The Italian restaurant has the repeat business of many of my friends.
We are committed, long-term customers. The Italian restaurant doesn’t need
to advertise to us again. We are fans. How much did the Italian restaurant pay
for the billboard ?

Probably thousands of dollars.
Did the Italian restaurant recoup the cost of the billboard ?
I think my friends and
I paid for the billboard personally with our weekly consumption.
Now, if my friends and I ate enough food to pay for the billboard, just think about all the other drivers who saw that billboard.

Did they have a similar experience ?
I bet some did. Between the billboard and some door hangers, the Italian restaurant kept following up with us and others.
Yes, follow-up pays.
Beautiful Ladies Store
Health and Personal Care
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