STEP FOUR: FOLLOW UP CHECKLIST
1. Product Follow up
2.Business Follow Up
3. Close to Action
2.Business Follow Up
3. Close to Action
THE FORTUNE IS IN THE FOLLOW-UP
If you haven't heard this phrase a few times already, you will. Following-up with people is a cornerstone to building a successful business. The more interaction or 'touches' we have had with a person, the more likely they are to do business with us. And when it comes to having someone join your team and starting their own business, it is likely that they are doing so after you have followed-up with them a number of times. Many, many successful Arbonne Consultants said No to the business opportunity when it was first presented to them. They now have successful businesses because someone followed-up with them.
After a client has placed and order and started using the products:
- SAY - "I'm calling to make sure you got everything and are loving your products".
- ASK - "Did you receive everything? What are you liking most about them?" (Avoid asking 'do you like them' or 'what do you think about them').
- If not fully satisfied, remind client of 45-day money back guarantee and help facilitate this.
- Take time to chat about what's happening in their life (listen for a need or desire that you might be helpful with).
- Let them know that you will keep in touch. (If using newsletter or E-zine, ask to add them to the list for notifications) or how they can contact you if they need to.
- (If applicable to this specific client) Inquire about hosting a party or if they have an interest in hearing more about the business opportunity.
After a prospective client has sampled the products:
- ASK - "What did you like about the products?" (Avoid asking 'do you like them' or 'what do you think about them').
- SAY - "I'll show you how to get these products with some awesome deals. But first, as I had told you, I am looking for people to join my team and I would like to tell you a bit about the business in case you might know of someone who would be interested. Okay?"
- Proceed with Discover Arbonne (DA) presentation.
- ASK - "Are you interested in redirecting your spending from what you are currently using to Arbonne products? If 'Yes', move to Business Follow-up. If 'No', find out more about the objections and either handle the objections or ask for referrals.
- ASK - "What parts of the what you just heard (DA presentation/information/video/etc.) did you like?" [Avoid 'what did you think]. "Could you see how this could potentially be opportunity for you?"
- ASK - "Can I ask you a question? On a scale of 1-10, with 1 being you have no interest in a business with Arbonne and 10 being you are ready to get started right now , where are you?”
- If they say 1 (i.e. there is absolutely no interest): SAY – "Fair enough, let’s talk about the products. I can show you how to get a 20 – 80% discount, and a free gift. It's a great deal for a product I know you love."
- If they say 3, 4 or 5 (i.e. some interest): ASK - "What makes you ___ and not 1?" or "What part of this interests you even a little?" Then ASK - "What do you think you would need in order to put yourself at a higher number?
4 Question Close
- “Based on what you have seen, if you were to get started with Arbonne on a part time basis, approximately how much would you need to make per month in order to make this worth your time?” [wait for an amount]. “What would that income give you or allow you to do?”
- "Given that we are all crazy busy, how many hours a week could you find in exchange for that kind of income?”
- “How many months would you work those kinds of hours to develop that kind of extra income?”*
- “If I could show you how to develop an income of $______________, working part-time _____ hours per month, over a course of _______, would you be ready to get started?”
*If numbers or time frames are unrealistic, as a ‘consultant”, you will explain that what they have in mind is likely unrealistic and then work with them to adjust one of the numbers to get what they want - either in hours, time-frame or money.
CLOSE TO ACTION
Close to Action is the idea that you want to bring every interaction with a client or prospect to a close with their being some sort of action plan or next step. You want to move the process along from where it is to a next step. What that next step will be will depend upon each person and where they are in the process.
When you present the business opportunity, you are likely to get one of the following general outcomes:
- The person will sign up as a consultant and join your team. (Next step: planning their launch & start coaching process).
- The person will be intrigued about the business opportunity but have some hesitations. (Next step: establish an action for you or your upline to address their hesitations).
- The person will have no interest in the business but want to become a client and order products. (Next step: explain how client can get the best deals and assist them with placing an order).
- The person will have no interest in the business or the products. (Next step: ask for referrals and if you might follow up with them in 6 months to see if anything has changed).
There is always a next step.