How To Do a 3-Way Call As An Upline Leader
Category : Network Marketing
We have talked, on several occasions, about the importance of a 3-way call. This tool is the best way to validate your product, service, or opportunity for your prospects.
The call is designed to take place just after they’ve your presentation. This allows them to get their questions and concerns about the business address by someone other than you. So how do you complete a validation call as an upline leader?
It’s not so much about the information that they will receive on the call but it has mostly to do with factors of psychology. Your upline may or may not be an expert in your business opportunity but, since they are at least one relationship removed from your, they are already established as an expert, whether they are or aren’t.
This post is going to primarily be about how to complete the call for your team as the “expert.”
Your downline is going to set up this call with you in advance, or they should. It is crucial that you pick up the phone the first time and be ready when they need you.
Once the call starts your downline will edify you and then edify their prospect. Then they’re going to introduce you and mute their phone. From that point your downline consultant shouldn’t say anything until right when the call is over. You now have the floor.
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In the beginning I like to introduce myself and tell the prospect a little bit about me, where I live, and why I started my business. Then I let them tell me a bit about themselves.
After they tell me about their situation I transition to the validation. It usually goes something like this:
“So, Brad has told me that you’ve been able to take a look at the opportunity and I heard you had some questions or concerns.”
Then I let them go into all of the things that they were confused or had concerns about. Once I know why they have doubts about the opportunity, I address them.
The call could last anywhere from 20 minutes to an hour and half. It just depends on how many questions they have and how much they like to talk. You’ll be able to tell when the conversation is starting to wrap up.
This is the point when, as the leader, you want to ask for a decision. It’s up to you to ask. It’s specifically designed so that it takes the pressure of asking for a decision off of your downline consultant. That way if the prospect says no, they don’t feel that they will strain the relationship with their friend or family member who invited them to take a look.
When asking for a decision I always use something like this:
“On a scale of 1-10, 1 being ‘never call me again because you’re all going to jail’ and 10 being ‘shut up so I can sign up,” where would you see yourself?”
If they categorize themselves as a 1-3, thank them for their time and ask them to be the customer of the person who got them on the call. If they are between an 8-10, welcome them into the business and be sure they have your number if they have any questions after they get started.
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It’s the 3-7 grouping that can get a bit tricky. With these folks it’s crucial that, as the leader, you give them some options for their next exposure. Remember that it takes 3-8 exposures before someone has enough information to make a decision.
The key is to go from exposure to exposure without the loss of enthusiasm. It’s your job as the leader to invite that indecisive prospect to a business presentation, conference call, webinar, or training event, whichever comes first on the calendar.
Then the call is over. Your downline distributor should schedule that next exposure with their prospect and plan on attending with them.
Top earner’s tip: Make sure you have some tenure under your belt before you start taking 3-way calls as an upline leader. You want to be able to answer most of the possible questions and address most of the possible concerns.
Always remember that if you don’t know the answer to the question don’t guess. People greatly respect anyone who admits to not knowing but promises to find out.
In the video below I go into a bit more detail about how to conduct a 3-way call as an upline leader. If you get some value out of it don’t forget to subscribe to my Youtube channel and share it with a friend!
If you would like to contact me or work with me directly, email me at: firstname.lastname@example.org.
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