BUILDING YOUR BUSINESS (Sub-Menu)
Keys to Closing
Sample: Beginning a 3-way Facebook Chat With Upline or Validation
3-way Facebook Messenger chats are a simple resource to setup and powerful to use. When a prospect has questions, or needs additional information, you can use these 3-way chats to introduce your upline or team member to your prospects. This will allow your support team to answer questions and provide tools & resources, to accelerate the decision-making process for your prospects. By hearing another person’s story or perspective, your prospect may come to a 10 out of 10 much sooner than if you were the only one talking with them. This also demonstrates how we work together, if they are contemplating joining the team now or in the future.
For an example of setting-up a 3-way Facebook chat, watch this tutorial by Elite Pro 7 Kim Jacques, on the mechanics and how it can work for you:
3-Way Facebook Messenger Tutorial
Below is a sample script to introduce and edify your prospect & team member for best results. With in this group FB Messenger chat, you want to make sure to properly introduce everyone to each other (we call it edifying). Once introductions have been made, make sure to let your support team member know what information your prospect has seen, (videos, etc.) and what questions they have.
For example, let’s say I am introducing Mary to Lisa, who is a single Mom I met in a Facebook group, who’s interested in the business after watching a recorded video and live zoom opportunity meeting. She has some questions about the compensation plan, and wants to hear other peoples’ stories.
“Mary & Lisa - I am honored and excited to introduce you ladies to each other, and make this connection happen, since you are both so busy!
Mary, this is Lisa - she and I met in a Facebook group and have so much in common! She has seen videos on our products, loves the quality and different brands, and also got on Tuesday’s team zoom opportunity meeting. She is a single mom of a gorgeous daughter and is really sharp and motivated.
Lisa, this is Mary - she is a former Police Officer and has a passion for helping people achieve greatness as entrepreneurs and live vitally by consuming our products. She may be busy right now, but I am sure as soon as she sees this she will pop in to help us out.
It would be awesome for Lisa to meet you and get answers to her questions, and also hear your story, Mary.”
Pro Tip: This is why it is so important to get to know people in your upline and support team. Making a great first connection between your prospect and support team, right from the beginning, dramatically increases the likelihood of a sale or enrollment.
Bonus Closing Techniques
Once your prospect has shared what they liked best, especially if they have seen multiple tools or talked to a team member, it's time to ask them if they are ready to place an order or get enrolled. Here are some proven methods to help you determine when your prospect is ready to take action!
Resolve concerns with the “Feel. Felt. Found.” Technique
When someone raises a concern you relate to, or have personally overcome, use this format to share how you overcame the hurdle yourself. Share how you used a tool, team member, etc., to overcome your hurdle, and then invite them to do the same thing.
“I know exactly how you feel! I felt the same way about it, but I found _____.
If I could help you see/understand in the same way, would you want to do this with me?"
Offering to connect with a Team member, as a benefit & support
Getting your prospect connected to someone on the team, to answer questions or address concerns, should never feel like a high-pressure sales tactic, because it’s not.
Introducing your prospect to someone they can relate to, or someone that will help them make a decision, is always a win-win situation. Use it when it feels natural and appropriate.
You can use a 3-way Facebook messenger chat, 3-way phone call, Zoom call, or whatever works best for your prospect. Set the appointment, and reach out to your upline support team to see who can join for the set time. If there is a specific team member you are trying to connect with, use a group text or group Facebook message to schedule and make a plan.
Script: Simple Closing Questions & Next Steps
“On a scale of 1-10 (1 not interested at all / 10 = ready to take action / order / join) where do you feel you are right now?”
Then listen and hear them out. If they are a 10 and want to place an order as a new customer or join the team...make sure you know how to Checkout New Customers or Enroll New Team Members.
If their answer is anything less than a 10, it’s time to find out where they are, and help them progress to making a decision one way or the other. Your goal now is to narrow down how we can help them live healthier or more financially secure. Find out what their questions, concerns, or areas of interest are, and then guide them to a specific tool to review, before your next appointment. If you aren't sure what the resource should be, this is a great time to bring in your Upline to help with this prospect. A great question to ask is...
“What more do you need to see or hear, in order to help you make the best decision for you and get you to a 10?”
Now simply listen, and invite them to the next step. And so on, and so on, until they make a decision. Make it a goal to not let more than 48 hours pass in between each series of question and scheduled follow-up appointment. Use the scripts and flow of inviting, presenting, and following up. For example, if your prospect said they were a 7 out of 10, and most interested in joining the business, but not quite ready to enroll...you could utilize what you have learned and set next steps like this:
“OK, Great! It sounds like you need to learn more about ________. If I _______, would you _____ and then we can schedule a follow-up chat and make sure your questions are answered?
Then make sure the plan is clear. Confirm the plan.
“Great! Here's what we can do next. Let me help you ________ and then let’s plan to reconnect for a follow-up conversation. Would ____ or ____ work better for you to talk again?”
“Great! Here's what we can do next. Let me send you a link to a 15-minute video, explaining the compensation plan and how we get paid. Then let’s reconnect for a follow-up conversation. Would tonight at 8PM or tomorrow at 12PM work better for you to talk again?”