Is your friend confident that you can help?
So you’re chatting with someone who’s looking at your product or business, but they’re hemming and hawing and generally not wanting to come to a decision. You can ask what’s keeping them from saying “yes,” but they might not even be able to answer. And they probably can’t even put their finger on the real reason why. Because it’s one of those things they can feel in their gut, but can’t express in words.
I need help
They’re thinking, “Sure you’re Mr or Mrs Work-From-Home guru, you’re 10 feet tall and bullet-proof, you’re a professional. But I’ve never done anything like this before (or have been trying and failing for too many years already), so I don’t know if I can be successful. I don’t know if I can do what you do.”
And if that’s what’s in their mind, you’ve already lost the game.
Why?
Because, from the moment you said “hi,” they’ve been studying what you’ve been doing to see if it’s something they can do, too. From the initial interview, through the product or company introduction, through the followup interview, to the signup process, you have got to have demonstrated to them that “even a caveman can do it.”
Demonstrate tools
If you did the whole thing yourself, they’re thinking they’ve got to learn all that information, too. That’s a steep learning curve! Intimidating. Daunting. Seemingly insurmountable.
The easiest thing to do here is to use a live or recorded call or a video for the company/product explanation. At least show them the team training site.
Use 3-way calling
If you didn’t get someone else on the line at anytime during this process, they think they won’t have anyone to help answer questions, much less teach them how to do the activities. You have got to demonstrate that they have at least 2 other people (besides you!) to call on for help. They’ve got to know someone is available to answer questions (theirs and their prospect’s) at any time.
The best time to do this is during the followup. Right after the product/company intro, just say, “Hey, Suzie, hold on just a moment, I want to let you meet Bob, one of our business partners, so let me get him on the line.” Call Bob, let him know that you’re with Suzie and you want her to “meet” him. Now let him answer questions and handle the closing.
I can’t stress this enough… Even if you know all the answers, get someone else on the phone!
Lastly, reassure them!
After they’ve bought your product or opened an account with your company, reassure them. Give them homework; set up their next (training) appointment; give them the numbers for the team partners they can call for help (including yours); and (if you haven’t already) let them know that during the next appointment, you’ll be explaining all the tools at their disposal, the process, and action steps they must take to ensure their success.
At that point, it’s up to them to step up and do the work required. You can’t be responsible for that. But if Suzie knows what to do, and you’ve demonstrated how easy it is, she’ll be confident about you, the choice she just made, and her ability to succeed.
