The Magic of Multiple Exposures
by Michael S. Clouse
David wasn't sure what to do next...
Seems he'd contacted an old friend about his new
business two weeks ago. A former co-worker, Mary,
had expressed interest and even agreed—although a
bit reluctantly—to review one of David's business
information kits.
Still, each time David decided to
follow-up, there was that nervous, uneasy,
what-am-I-doing-wrong feeling right in the pit
of his stomach. And to make matters worse, each
time David called, Mary was just kind enough not to say no...
Sadly, but for the moment, our
fictitious friend David now found himself lost
somewhere in that barren mental wasteland we call,
"What-am-I-supposed-to-do-now?"
What about you? Do you know any
business-builders like David? Perhaps intimately?
True, one of the secrets to effective
sponsoring is
multiple exposures over a short period
of time. But what are the steps to that elusive,
upline-driven, magical next presentation? If David
is looking for a better way to advance his
prospects,
perhaps the following suggestions will work as well
for you—ah, I mean for him—as they have for me...
Multiple Exposures Over A Short
Period of Time
-
Make your initial contact using
a system. For purposes
of this example you could provide the initial
exposure by 3-waying your prospect
into your company-approved, on-demand, five-minute
business overview.
-
After your prospect had listened
to your message, you would need to advance them to
the second exposure. In this case, you could e-mail
them a link to your Website. You might also invite
them to listen to your next conference call, mail
them your business information kit, or get
together in person.
-
By this time you could have
sponsored your next business-builder, or your
prospect may still need a little more information.
This third exposure may well include a two-on-one
presentation with your sponsor, an invitation to
attend a home meeting, or an invitation to your next
business briefing. The point is, your prospect needs
something more and you have a few options.
-
Once you've exposed your prospect
a third time—and if your prospect still has more
questions—your next step would be that magical fourth
presentation. Here, your upline could answer any
remaining questions your prospect may have, validate
the benefits your company offers, and ask them to
join your business.
Set up this fourth exposure by
scheduling the call with your upline. Few things
in life can be more unpleasant than trying to reach
your sponsor with that hot prospect on the line,
only to find out they're not home—or worse,
they can't take your call.
Next, for the benefit of both
prospect and upline, it is extremely important
that you begin your call with a brief recap.
Something like this...
"Michael, it's David. I have Mary
Smith on the line with us. Mary and I go way back,
and for the last few days she has been looking at
the business... Mary has listened to our recorded
message, watched the presentation on our Website,
and was my guest on our last conference call.
Mary mentioned she had a few questions
regarding ______, and I suggested you would be
the best one to answer these... Mary this is
Michael. Michael this is Mary."
Your next step is to listen, and
learn everything you possibly can.
When your upline is complete, they
will turn control of the call back over to you, and
that should sound something like this...
"Mary, it has been a real pleasure
speaking with you this evening. David and I work very
closely together, and believe me, he can show you how
to make this business work for you. I'll go ahead and
let the two of you finish up. And Mary, I am looking
forward to working with you..."
Multiple exposures over a short period
of time—teach everyone the magic.
All the best,
MSC
P.S. If you're looking for a
simple step-by-step system—to master
prospecting, presentation, and duplication—then
The Total Success Pack is for you!
Here's
why >>>
© 2008 by Michael S. Clouse. All Rights Reserved.
About the author:
In addition to over 50 published articles on the
subject of Network Marketing,
Michael S. Clouse
is the author of numerous books
and CD programs on the
subject of Network Marketing. An
internationally recognized Network Marketing expert, Michael
is a well respected business consultant,
personal success coach, and a dynamic
educational speaker. His
weekly
newsletter is read by
tens of thousands of Network Marketing Professionals around
the world.
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