Follow up script

Hi, this is (full name) calling for (first name). (First name), this is (Full name), we talked on (date or day) and I promised to give you a call back today. Did you get a chance to visit my site and check out the info? If not, make another time. Remind them how much time is involved and ask them when they will have that much time available.
If they say YES they did visit your site, say Great – glad to hear it. What questions do you have?
Spend some time answering their questions. Always remember that saying “you know, I don’t know the answer to that, but I’ll find out and get back to you on that one, what other questions do you have?” This can also be a great time to offer a three way call with another business partner.
Try saying, “I have a great business partner who’s been very successful with our company, I’d actually like to introduce you to (her, him), and I bet (she, he) would be able to answer that question. (She, he) is really low-key and would be someone worth meeting anyway, because you’d have access to them for training, coaching and mentoring. Is that something you’d be open to? Get some good times from them, go to whoever might be available for a 3 way call and set it up immediately (at least confirm and get it in place immediately).
Once you get all their questions answered, providing that you’re not moving on to a second call with someone else, ask them what other info they need to make a decision. Get that to them and make another follow up time. You might find out if someone else is involved in the decision making process (spouse, business partner) and be sure to tell them to show that person what they saw, and perhaps arrange a call with that person next to answer their questions.

A question I’ve always really liked is: Is this business something you can see yourself doing? You get some good information from that question. I find it often takes 2-3 calls to get a decision, and it can give you an opportunity to get to know them a bit in the process, to build a bit of trust and connection.

Make sure you stay patient, but again, don’t waste time. Be friendly, but be time efficient.

Anatomy of a script:
Posture — or how you come across — is very important. Remember, you’re the one with the solution to their financial problems. If they aren’t ready or serious about starting a business, move on. You’ve got a business to build and no time to waste.

Be sure you explain to them that if they want to talk to someone else about the business, it’s very important that they show that person EXACTLY what they saw, and have that person speak to you with them to get their questions answered. They don’t understand enough yet to explain your business and you don’t need someone else to kill their excitement. The most well-meaning people can make your prospect feel uncertain and confused when they can’t answer questions. This may be tough to tell them, but it’s critical!

Get them the information they need. Some people need to know a lot and study everything before they get started, others don’t. Just be sure not to spend too much time with them. Some people will take hours of your time if you let them. Try and let your materials and/or website do the explaining for you.

If money is the issue, talk to them about it. Can they set aside some money each week? How long might it take? Would using a credit card be practical? Can you help them make some money right away to pay the credit card bill? Don’t be shy – this is business and it’s OK to ask.

Remember, always be yourself and don’t worry about making mistakes. You’ll get better over time and nothing builds confidence like making the calls. Show up, make the calls and your success is guaranteed.