How To Do A Follow-Up In Network Marketing

It’s important to follow up with potential customers. Did you know, on average, it takes about 8 contacts to turn a lead into a customer? Surprisingly, many people stop after just 2 attempts. Shockingly, 48% of marketers never follow up, 25% follow up twice, and only 10% follow up more than three times.

Having a good follow-up system is crucial for growing your business. This applies to both potential customers and those you’re trying to recruit. Not everyone is ready to buy right away, so you need to invest in preselling and warming up prospects for future conversions.

However, it’s essential not to annoy people by bombarding them with messages. So, what should you do? In this article, you’ll discover effective tips on how to follow up with prospects without sounding too salesy!

1. Manage Your Contacts

As a business owner and network marketer, your contact list is a crucial asset. Growing and nurturing this list can significantly benefit your business.

Keeping track of your contacts doesn’t have to be complicated. There are various ways to do it, such as using address books, notepads, email lists, or CRM software. Many people also use Microsoft Word for this purpose. But when it comes to moving data from one place to another, the spreadsheet is king.

Popular spreadsheet programs include:

  • Microsoft Office Excel
  • Apple iWork Numbers
  • Google Sheets

If you don’t have Microsoft Office or Apple iWork on your computer, you can create a free spreadsheet in Google Docs. This can be exported to Excel format or CSV format, which is the preferred format for most email marketing databases when importing your marketing list.

2. Create a Follow-Up Plan

Timing plays a crucial role in turning a lead into a customer. Knowing when and how often to follow up can make a significant difference.

The optimal time to follow up with leads is within the first hour of getting their contact information. This is when they are most likely to recall the interaction and be open to further communication. If reaching out within the first hour is not possible, aim to follow up within the first 24 hours.

Consider the time of day when contacting leads. Avoid reaching out outside of regular business hours to maintain professionalism. The best window for contacting leads is usually between 9 am and 5 pm.

To stay organized, set a schedule for when and how often you’ll follow up with each prospect. Plan out specific actions for each follow-up. Here’s a simple example:

  • Week 1: Send a text with a product testimonial
  • Week 2: Email a helpful video
  • Week 3: Reach out via Facebook with a product review
  • Week 4: Make a phone call
  • Week 5: Send a postcard with a coupon or discount offer

3. Deliver Value in Your Follow-Ups

When you reach out to people, make sure you’re offering something valuable. Share testimonials, videos, articles, facts, and useful information. Research shows that 88% of people trust customer reviews as much as recommendations from family and friends.

You can use this info to your advantage by collecting testimonials and case studies on your website and social media. These not only boost your credibility but also ease the concerns of potential customers. They set you apart from competitors by showcasing your established success record, highlighting your value in a clear way.

Remember, your follow-ups shouldn’t feel like a sales pitch. Your goal is to provide value, plant seeds of interest, and position yourself as an expert. Videos are great for this purpose.

You can create a video that tackles the top three questions prospects usually ask. Share it on your website, YouTube, and social media to demonstrate your expertise and deliver value to your audience.

4. Practise Active Listening

To let your prospects convince themselves, encourage them to talk. Active listening is the key. Instead of rushing for a quick fix, focus on understanding what the prospect is saying. Repeat their problem back to ensure you grasp the issue fully.

Listening to prospects is all about building a connection. Pay close attention to their needs and figure out how you can help them reach their goals.

I know dealing with a prospect unfamiliar with your offer can be challenging. They might lack basic knowledge, struggle with the terminology, and it may feel like you’re guiding them through every troubleshooting step. In these situations, stay calm and humble.

Keep in mind, they were once new to the product too, and probably felt just as lost with questions. Every question matters, so you should treat each one with equal importance, regardless of how well the case is progressing.

5. Engage with Prospects on their Preferred Channels

When you follow up with prospects, the aim is to make them more at ease with your business. One way to do this is by talking to them through the channels they like to use. To achieve this, you need to know your prospects well.

For instance, if your prospects are millennials, they might prefer social media for communication. So, use your social media accounts to answer their questions. This makes it easier for them, as they’re already familiar with that channel.

You can also learn more about your prospects from their social media accounts, like Twitter. Check if they’ve shared any articles or shown interest in certain issues. You don’t have to remember everything, but knowing a bit can help you talk about things they care about.

6. Be Concise and Attention-Grabbing

When reaching out to someone through email, Instagram, text, or phone, make sure your message is short and catches their attention. Include three key parts in each message:

  • Explain why you’re contacting the person, focusing on their needs.
  • Share why now is the right time to connect, linking it to your company.
  • Clearly ask for something specific and easy, like a brief scheduled call or a referral to someone in their organization.

For example:

“I noticed you’re frustrated with your current job and downloaded the network marketing ebook from my website. Interested in discussing how you could join my company as a distributor? I have time at 8 a.m. and 1:30 p.m. tomorrow or 9 a.m. and 3 p.m. on Friday.”

Follow up with an email mentioning the message, its purpose, and ask an open-ended question to encourage more conversation. Be friendly and avoid turning it into a sales pitch. Focus on the prospect’s needs to keep them engaged

7. Overcome Objections

It’s normal for people to have concerns when making a purchase. If someone has no concerns, that might be a bit unusual. Learn the basic network marketing objections and learn how to overcome them. 

When your prospect shares their concerns, repeat what they said to make sure you got it right. This not only clarifies things for you but also makes your prospect feel heard and valued, building trust.

Once you’re clear on their concerns, continue building trust by showing empathy and understanding their point of view. This doesn’t mean criticizing your product or suggesting a competitor.

For instance, if you’re selling health supplements and your prospect is worried about their effectiveness, you could say, “I get it, some supplements aren’t trustworthy. Luckily, our products undergo third-party testing, meet FDA requirements, and have a 60-day refund policy. So, as our sales rep, you won’t have to worry about customers being dissatisfied.”

This response acknowledges their concern and offers a solution to ease their worries.

8. Be Persistent but Respectful

Be persistent in your follow-ups, but always be respectful. Avoid being too pushy or aggressive, as it can harm the relationship and trust.

If your first voicemail/email doesn’t get a response, wait at least 48 hours before reaching out again. Reposition the value you’re offering slightly differently this time.

Start with a quick reminder that you’ve reached out before with suggestions to help them achieve their goals. End the message with another open invitation to connect.

Still no response? Wait another 48 hours and then reach out again. The third message should mention your previous attempts (without sounding annoyed) and offer more information. Let them know you’ve been trying to reach them, and highlight the value you can provide in a bit more detail.

In your follow-up email, send one or two relevant materials from your company, like a helpful resource or a recent blog article addressing a challenge they might be facing. Make it clear that you’re available to discuss their goals and that you have expertise in areas that matter to them.

9. Know When to Stop Following Up

After three attempts, consider sending a “break-up” email. This email lets the prospect know you’ve tried reaching out, but if it’s not a good time for them, you don’t want to bother them if there’s no fit.

In other words, use the break-up email to remind the prospect one last time that you’ve been trying to connect. Interestingly, this email often gets the highest response rate, according to many salespeople I spoke to during my research.

Why?

Prospects are busy, and they may actually want to talk to you. They might have been occupied when they first saw your emails and listened to your voicemails. Even though they didn’t respond, those messages left a positive impression, and they’re still interested in talking to you about how you can help them. They were counting on you, like every other salesperson, to persist in getting in front of them.

However, remember the world is full of prospects – so there is no point wasting energy continually trying to corner one particular prospect. Someone who has lost interest isn’t worth wasting your time on when you can move on to a better prospect that will convert.

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