This post will outline the key points regarding setting up the 3-way call to increase your phone success when talking to people about your network marketing business. This is an important post as most people don’t do this correctly and since it is such an important part of building your network marketing business, it should be done right! In general, much of this content is taken from the insight from my business partner, Ray Higdon so I have to give him credit when it is due.
This isn’t a post to outline technically “how to” do a 3-way call as this will vary from phone to phone, for details on how to do this, you can Google the instructions for your specific phone and I would recommend doing a test run with either another phone you have, you with someone else so you can make sure you don’t disconnect your call when it is “showtime”.
When Should You Do It
3-way calls can be an important tool for everyone in network marketing, not just people that are new to the industry. In my opinion, these are important to give your prospect a different angle, provide some 3rd party credibility and also to project the idea to them that they will be able to have help from more experienced members of the team when they are just getting started (project ease of business building). However, you don’t always have to do the 3-way call…
Before any thought of a 3-way call can be made, it is important to take them through a process to better understand what you are presenting them with. The first step is to set them up with a presentation tool that provides them with relevant information and make sure to set a concrete date and time for you to call them back. Once this is set, you will then see if your upline is available at that time.
When you call them back, many people will do the 3-way call by getting their upline on the phone first and then calling in the prospect, but this is backwards! What you need to do is call the prospect first and determine if they watched the presentation. If they didn’t, reschedule the call time until after they have watched it, if they have, ask them simply, “what did you like best about what you saw?”
If their response is positive, then follow up with something like, “sounds to me like you are ready to join” and then let them talk. At this point, you may be able to sign them up without the 3-way call, but if they still have questions, it may be time to bring the 3rd person in, but before you do that, consider the importance of the transition…
Transition Is King
Your goal here is to edify the person you are bringing on the phone without making it sound like you are trying to corner them for a “hard close”. In order to make the transition, I love what Ray recommends for this:
“That is a great question and I can tell you are serious by asking that question. Tell you what I would feel more comfortable if I got one of my partners on the line that I work with in the company that can answer it to make sure this is the right fit for you. Please hold one minute.”
That is an easy way to say it that doesn’t feel like it is putting them in a tight spot.
Boost Them Up!
Another mistake that people make is to build up the person coming on the call too much so it in a way can frighten the prospect, again we will turn to Ray’s wisdom to guide us on this one. Here is a sample of something to say AFTER you get the 3rd party on the phone:
“(Prospect Name), boy are we in luck, I wasn’t sure if I could get him/her or not but we got the top something in North America/World, that has won this and that and we caught them in between meetings and he/she has a few minutes to help address your question to make sure this is a fit for you.”
It is that simple, practice going through is by yourself because your prospecting success is related to practice, practice, practice!
To Your Success…