WHAT IS IT?
AFTER THE PROSPECT IS ALL THROUGH THE PRESENTATION. NEXT STEP IS TO CONVERT PROSPECT INTO ASSOCIATE DO PROPER FOLLOW UP. SPEAKING OF FOLLOW UP IT’S JUST A TERMINOLOGY. FOLLOW UP IS WHAT WE DO IN OUR DAILY LIFE INORDER TO BRING PEOPLE ON THE FREQUENCY OF OUR THOU- GHTS. SUMMARISING IN ONE LINE, FOLLOW UP IS SHOWING OTHERS THE OTHER SIDE OF THE COIN.
ALWAYS REMEMBER, STRIKE WHEN IRON IS HOT WHAT IS MEANT TO SAY THAT PROSPECT IS EXCITED AFTER KNOWING ABOUT THE OPPORTUN- ITY. TRY TO SIGN HIM UP IN A DAY OR TWO. DON’T DELAY IT WILL WEAKEN THE CHANCES OF HIS ASSOCIATION. PRESENTATION AND MEETING PLAYS A MINOR ROLE, MAJOR ROLE S PLAYED BY FOLLOW UP PROCESS IN WHICH YOU OFFER SUPPORT AND EXTRA KNOWLEDGE TO KILL HIS DOUBTS AND FEARS.
HOW IMPORTANT FOLLOW UP IS ?
RAM, SHYAM AND GEETA WERE THREE GOOD FRIENDS. RAM AND GEETA LOVED EACH OTHER. RAM WENT TO LONDON FOR STUDIES WHEN HE RETURNED, HE FOUND THAT SHYAM HAD MARRIED GEETA. WHEN RAM ASKED SHYAM HOW COULD HE DO THAT SHYAM SAID IT WAS JUST A MATTER OF STRONG “FOLLOW UP”. NOW YOU KNOW HOW IMPORTANT IS IT. IN THIS BUSSINESS MEETING’S PLAY JUST 5% ROLE, REST IS JUST FOLLOW UP.IN A REAL STATE BUSINESS THE KEY POINT IS “LOCATION,LOCATION,LOCATION” WHEREAS IN A NETWORK MARKETING BUSINESS THE KEY POINT IS “FOLLOW UP, FOLLOW UP, FOLLOW UP”.
KEY POINTS WHILE YOU FOLLOW UP A PROSPECT:
• LEARN TO “SMILE”. YOU SHOULD ALWAYS CARRY A VERY GOOD SMILE ON YOUR FACE.
• PRESENT YOURSELF IN THE BEST POSSIBLE WAY TO MAKE HIM FEEL AT EASE.
• DON’T JUMP INTO THE TOPIC AS SOON AS YOU MEET TAKE TIME TO BUILD RELATIONSHIP. REMEMBER A DRUM FILLED WITH BLACK PAINT CAN ONLY BE FILLED WITH WHITE PAINT AFTER YOU HAVE TAKEN ALL THE BLACK PAINT OUT. IF YOU FAIL IN BUILDING RELATIONSHIP THE PROSPECT WILL NOT GIVE YOU THE ACCESS TO HIS IDEAS.
• LEARN TO EMPATHIZE, BE A LITTLE TACTFUL AND USE THIS TECNIQUE -“FEEL, FELT, FOUND”.
• USE MOTIVATIONAL STORIES ACCORDING TO THE SITUATION IN YOUR FOLLOW UP AS “PRESENTATION TELLS STORY SELLS” END YOUR FOLLOW UP WITH A MOTIVATIONAL LINE.
REMEMBER, DEEP INSIDE YOUR PROSPECTS ALSO WANT TO IMPROVE THEIR FINANCIAL STATUS THEY ALSO WANT TO BE WINNER IN LIFE. JUST THEY WANT MORE CORRECT INFORMATION TO CONQUER THEIR EXCUSES.
STARTING THE FOLLOW UP:
• MEET THE PROSPECT SHAKE HANDS AND SHOW HUMBLENESS TO BRING HIM AT EASE.
• ASK HIS INTRODUCTION LATER ON INTRODUCE YOURSELF DON’T FUMBLE AS A WELL BEGUN IS HALF THE BATTLE WON.
• TAKE INTREST IN THE PROSPECT’S LIFE WHATEVER HE IS DOING AS TO GET AN IDEA OF HIS NEEDS AND DESIRE. YOU CAN ASK QUESTIONS LIKE WHAT JOB HE IS INTO OR WHAT ACCADEMIC COURSE HE IS PURSUING INORDER TO FIND HIS HOT BUTTON.
• AFTER A CERTIN MOMENT BREAK THE ICE BY ASKING HIM WHEN DID HE SAW THE PRESENTATION, WHICH PART HE LIKED AND ASK IF HE HAS ANY DOUBTS AND CLEAR THEM.
• IF THE PERSON IS HIGHLY MOTIVATED AND POSITIVE TOWARDS THE OPPORTUNITY JUST EXPLAIN HIM THE “LOSS OF DELAY” AND SHARE SOME MOTIVATIONAL STORIES AND TESTIMONIALS AT THE END TAKE COMMITMENT TO JOIN SOON.
IF THE PERSON RAISES DOUBTS AND HAS EXCUSES OR FEAR IN MIND YOU CAN HANDLE THEM AS FOLLOWS:
MONEY PROBLEM
1->GUEST- I DON’T HAVE ENOUGH MONEY TO JOIN?
ASSO- WHICH PART YOU LIKED THE MOST IN THE PRESENTATION ?
GUEST- BUSINESS PART WAS GOOD.
ASSO- SO IF YOU JOIN CAN YOU GENERATE MONEY FROM eBIZ ?
GUEST- YES I CAN
ASSO- THEN Ebiz IS A SOLUTION TO YOUR MONEY PROBLEM, HOW CAN YOU SUCCED IN LIFE IF YOU RAISE PROBLEM IN YOUR SOLUTIONS.
2->GUEST- I DON’T HAVE ENOUGH MONEY TO JOIN?
ASSO- WHAT IF SOME EMERGENCY COMES UP IN LIFE AND YOU HAVE TO ARRANGE 70,000 TO SAVE SOMEONE’S LIFE. WILL YOU DO IT?
GUEST- IF SUCH A SITIUATION COMES I WILL GIVE MY BEST TO ARRANGE MONEY .
ASSO- YOU CAN ARRANGE 70,000 TO SAVE SOMEONE’S LIFE, CAN’T YOU ARRANGE 7,500 TO MAKE TOUR OWN LIFE?
PRESENT GOOD TESTIMONIALS OF LEADERS LIKE GULSHAN JI, APS SODHI JI,PIYUSH BERIWALA JI & TAKE COMMITMENT TO JOIN.
TIME PROBLEM
GUEST-> I DON’T HAVE ENOUGH TIME TO PROMOTE BUSINESS?
ASSO- ASK HIM WHAT BUSINESS HE IS INTO OR WHAT COURSE IS HE PURSUING.ACCORDINGLY YOU CAN PROCEED AS FOLLOWS:
TELL HIM WHY NETWORK MARKETING. IT CAN GIVE HIM MORE TIME IN NEAR FUTURE.
USE FEEL, FELT, FOUND TO MAKE HIM UNDERSTAND THAT IT IS A PART TIME VENTURE AND WONT TAKE SO MUCH OF TIME.
YOU CAN ALSO USE ESBI CONCEPT.
NETWORK MARKETING COMES IN THE FOURTH QUADRANT AND THEREFORE IT CAN HELP YOU SWITCH OVER QUADRANTS IN LIFE.READ “BUSINESS SCHOOL” BY ROBERT T.KIYOSAKI FOR MORE DETAILS.
Q) I FEAR I CANNOT INTRODUCE 2 PEOPLE IN THIS BUSINESS?
A) TELL HIM IF A DEAD MAN CAN FIND FOUR PEOPLE TYHEN WHY CAN’T YOU.SHOW HIM SUPPORT AS GENERALLY PEOPLE WHO DON’T KNOW ABOUT THE SUPPORT IN Ebiz SPEAK LIKE THIS.
YOU CAN ALSO SHARE THAT A PERSON WHO DOESN’T PARTICIPATE IN THE RACE AS HE FEARS LOSING THE RACE, HAS LOST IT BEFORE EVEN THE RACE STARTED. ASK HIM IF HE HAS ANYTHING TO LOSE,HE IS NOT INVESTING ANY MONEY IN BUSINESS SO HE SHOULD BE FEARLESS TO START BUSINESS.
YOU CAN SHARE ANY MOTIVATIONAL STORY TO MAKE HIM BELIEVE YOUR POINT.
Q) I WANT TO DO BUT PARENTS ARE DENYING?
A)ASK HIM WHETHER HIS PARENTS HAVE SEEN THE PRESENTATION OR HE HAS.IF HIS PARENTS HAVE NOT SEEN THE PRESENTATION THEN HOW CAN THEY DECIDE WHETHER IT’S GOOD OR BAD FOR HIM IT IS UPTO HIM TO DECIDE.TRY TO EXPLAIN TO HIM THE POINT THAT FROM CHILDHOOD TO THIS AGE WE HAVE CONVINCED OUR PARENTS FOR MANY THINGS WHICH WERE NOT THAT IMPORTANT, CAN’T WE CONVINCE THEM FOR A VERY IMPORTANT THING.
ONE SHOULD UNDERSTAND THAT OUR PARENTS JUST WANT OUR WELLBEING IF WE SHOW THEM HOW Ebiz CAN MAKE A DIFFERENCE IN YOUR LIFE NO PARENT WILL STOP YOU.
YOU CAN USE “FEEL,FELT,FOUND” OVER HERE RELATE THE SAME PROBLEM WITH YOURSELF AND PRESENT IT.
AFTER SOLVING HIS PROBLEM YOU CAN SHARE THE TESTIMONIAL OF PRIYESH JAIN JI WHO WAS DENIED BY HIS PARENTS IN THE SAME MANNER BUT “HE THOUGHT, HE DID, HE GOT”.
Q) I WILL BE JOINING BUT NOT NOW IN THE NEAR FUTURE?
A) THE RIGHT TIME TO DO ANYTHING IMPORTANT IS BETWEEN YESTERDAY AND TOMORROW .YOU CAN SHOW HIM THE LOSS OF DELAY BY CITING THE EXAMPLE OF APS SODHI JI & JASKIRAT SINGH BHULLAR JI ASK YOUR UPLINES IF YOU DON’T KNOW.TO PROSPECTS LIKE THIS SHOW THEM THE URGENCY TO JOIN AS ALL WHO ARE SUCCESSFUL IN THEIR LIFE TODAY STARTED REALLY EARLY IN THEIR LIFE TO TAKE SOME EXAMPLES SACHIN TENDULKAR,BILL GATES, WARREN BUFFET,STEVE JOBS,LARRY PAGE AND SERGI BRIN.
Q)I FEAR IF THE COMPANY RUNS AWAY?
A)REASONS FOR PRODUCT FAILURE-
1- NOT GOOD QUALITY COURSES- 8 LAC PEOPLE HAVE ALREADY OPTED FOR EDUCATION FROM Ebiz , THEY MUST NOT HAVE BOUGHT AIR BESIDES THE COMPANY PROVIDES A TRIAL FOR TEN DAYS WHICH COMPANY SELLING BAD PRODUCT DOES THAT.
2- BUSINESS REACHES SATURATIN POINT- IN INDIA THE POPLULATION INCREASES IN GEOMETRIC PROPORTION, THE CURRENT POPULATION BEING 120 CR Ebiz HAS JUST 8 LAC USERS NOT EVEN 0.7%. SATURATION IN THIS BUSINESS NEXT TO IMPOSSIBLE.
TODAY EVERY HOUSEHOLD HAS REFRIGERATOR AND TELEVISISON THE MOST COMMONLY USED ELECTRONIC GOOD STILL THEY REMAIN THE MOST SOLD AND IN DEMAND ELECTRONIC GOOD.SATURATION IS ONLY IN YOUR PROSPECTS MIND.
3-IF THE COMPANY IS ILLEGAL- SHOW YOUR PROSPECT THE CIRTIFICATE OF INCORPORATION WITH THE GOVT. OF INDIA THIS IS A LEGAL PROOF ENOUGH BESIDES THAT Ebiz MAKES ALL PAYMENTS AFTER DEDUCTING TAX AND AN ASSOCIATE NEEDS TO FURNISH HIS/HER PAN CARD TO EARN COMISSION.
4- IF THE COMPANY GETS BANKRUPT- THE COMPANY WORKS IN THE RATIO OF 70:30, 30% OF THE WEEKLY TURN OVER IS KEPT BY THE COMPANY AS PROFIT FOR ITS OWN FUNCTION REST 70% IS DISTRIBUTED AMONGST THE ASSOCIATES SO IF THE COMPANY IS ALWAYS IN PROFIT WHY SHALL THE COMPANY GET BANKRUPTED.
TO UNDERSTAND WITH AN ANALOGY IF I GIVE YOU Rs.100 DAILY AND TELL YOU TO KEEP Rs.30 FOR YOURSELF AND DISTRIBUTE Rs.70 AMONGST POOR WHAT WOULD YOU PREFER TO RUN WITH THAT Rs.100 OR TO COME BACK EVERYDAY DAY FOR Rs.30.NOBODY KILLS THE HEN THAT LAYS EGGS.
ASSOCITES CAN READ THE FOLLOWING BOOKS IF THEY WANT TO IMPROVE AT THE ART OF TAKING FOLLOW UP YOU CAN WIN BY SHIV KHERA,QUESTION ARE THE ANSWERS BY ALLAN PEASE,BUSINESS SCHOOL BY ROBERT T. KIYOSAKI AND WAGON TO RICHES.REMEMBER IT WILL TAKE PRACTICE TO PERFECT .
ALL THE BEST
