The Fortune is in the Follow Up
In business there is a saying that the fourtune is in the follow up. One statistic says that the average is 7 contacts with a person before they are ready to buy from you. If you stop trying they will take their money elsewhere.
The initial contact is important. If you left a message or they said “they need to think about it”, now it’s time to be VERY PERSISTENT! As a Leader in business, it’s important to understand that you do two things. First, you attract people and Second, you motivate them. Your local College Basketball Coach is a perfect example. Do they call a prospect once and never call them again? How many phone calls do you think Patton Manning received from Tennessee before he decided to go there? How many times do you think Dean Smith called Michael Jordan before he went to North Carolina? Once? Twice? Three Times? If you were Dean Smith and you knew what you know now, would you say “As many times as it takes”?
Yes, you would!
We do not expect everyone to buy, but we do expect everyone to make a decision. Yes is great! No is great! We do not accept maybe!
Contact them as many times as it takes to get an answer! If they will not return your calls, put them on your “Call every 30 days list” and call them every 30 days to tell them how excited you are about your business and how much you want them to join your team.
There is a saying in our industry: “Some will, Some won’t, So what?”. Some people will see this business the same way you did and they will join immediately. Some people will not see the business the way you did and they will not join immediately. We always focus on the positives and seek out the people who see what we see! The others will join eventually, that’s why we have to keep reminding them how GREAT this opportunity is.
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