Following Up with Leads In Direct Sales

I think one of the most frustrating situations direct sales consultants face is knowing when to continue to follow up with a lead and when to walk away.

We’ve all been in a position of speaking to someone who sounds very excited to get started and then when we call them back, they seem to have dropped off the face of the earth.

I believe that until someone says no, they are still very much a prospect. This goes along with the advice most advertisers will share, which is you must put your name or your ad in front of someone many times before that person will take action.

I tend to agree with this philosophy with a little twist. I think as the caller, we need to be very aware of what we’re offering. I believe in direct sales we have many things to offer and not all of them will appeal to each person.

In direct sales, we have the business opportunity to offer. We also have products to offer to our prospect, bringing them on as one of our customers. From a customer perspective we might be able to offer them a sub selling opportunity or even a fundraising opportunity. Again, we have quite a bit to offer and not each of these opportunities will appeal to every person we speak to.

I’m a strong supporter of note taking. When you originally speak with your prospect, listen to what they are hoping for in working with you. Do they want a product discount? Do they want to build a direct sales team? What is it that they want? Why do they want it? Often through conversation we are told exactly why the prospect contacted us to begin with. Some people want a supplemental income. Other people hope to stay home with kids or ailing family members. Still others love the products and hope to get a consistent discount by joining the company.

When you are leaving a follow up message, if you know what the prospect wants and why they want it, then by all means leave a message indicating what you already know. For example if you were leaving a message for me you might say “Hi Audrey, after speaking to you last week, we agreed I’d contact you this week to get you started. I know you are looking forward to being able to be home with your two children”

Another possible message would be, “Hi Audrey, when we spoke last week you indicated that you might be interested in supplemental income. I’m checking back to see if indeed you would like to get started. If not, I’d love to talk to you about being one of my customers, I know how much you said you love the products and I’d love to offer you a discount on your first order with me.”

I would continue to follow up at regular intervals. My first two messages are usually a week apart. Then I’ll try again possibly a month later. Then I’ll try again when something has changed. Perhaps the company has reduced the start up fee for the week, or perhaps some new products have been introduced. Maybe you know that something in their life has changed such as a move, a new family addition etc., and now might be a better time.

Until they say no, I continue to check in and see if now might be the right time for them to begin with the company.

Audrey Okaneko has been in direct sales since 1983. She can be reached at audreyoka@cox.net or you can Become a Tupperware Consultant

Article Source: http://www.wahm-articles.com