In this post I'm going to show you how to follow up with your leads, build trust and rapport and ultimately convert them into new customer referrals for MCA.
I've broken the follow up process into three steps so that you can easily follow along, as well as including an additional section towards the end of this post explaining the importance of training new associates and providing you some great resources for that too.
Overview: Is the fortune really in the follow up?
Let's get started.
Is The "Fortune" Really in the Follow Up?
Let's face it. You could be the greatest lead generating machine in the world, however, without knowing how to properly communicate or build trust and credibility with your potential customers, you're gonna burn out fast. Doesn't matter what product or service you are promoting, effectively following up with folks that request more information is a must.
Because I teach my associates a very specific way to generate new leads and customer referrals for MCA, the techniques you're going to learn from going through this entire post will show you exactly how we do it, and also give you some great scripts and tips that you can start using on a daily basis to properly follow up with your potential customers.
Part 1: The initial icebreaker - what do I say?
Before I show you what to say to people when they request more information about MCA, it's important to understand that my first goal is always to connect with my potential customers on facebook. Always.
Whether they contact me via phone, respond to an ad I've posted or shoot my an email, my first step is to ALWAYS get them over to facebook and either send me a friend request or at least message me.
Why facebook works best
There are a few major reasons why this works so well and there is a ton of benefits that occur on a subconscious and psychological level when you connect with someone on facebook that are outside the scope of this post, but I do want to touch on just a couple reasons why facebook works so well to follow up and build rapport.
We connect with "friends" on facebook
There is an assumed trust with people you are connected to on facebook. This is HUGE, and worth reading a hundred times until you get this. We are used to communicating with our friends and family, being involved in their lives (even if from a distance) and when we are friends with someone on facebook, subconsciously, we are telling ourselves that they are also our friend in "real life".
"Everyone" already uses facebook
Most people are already on facebook and familiar with how it works. With messenger, you've got instant access to someone's attention considering most have FB messenger already installed on their phone.
Also, it's not weird to send a friend request or send a message to someone new on facebook these days. People get friend requests all the time, or get used to adding "suggested friends" so it's a very simple next step to open the lines of communication.
FB's news feed keeps people engaged
How many times have you liked or commented on a friends status when it came across your news feed? When someone sends you a friend request, facebook automatically adds them to your followers list which means that, as long as you are posting valuable content that adds value and others engage with, your potential customers are going to keep seeing your face over and over in their news feed.
Two ways to "break the ice"
If you're advertising the correct way, your potential customers should always be "breaking the ice" with you first, instead of the other way around. Whether they are responding via phone, email or message online, you want to always have people come to you and request more information about MCA because they are interested in it personally, instead of chasing people down and trying to "sell" people.
Sending voice clips via messenger
There are two ways I teach my new associates to follow up with people on facebook. The first way is via a voice clip inside of FB messenger. Voice clips are fast, easy to do and really put a personal touch and an added layer of credibility, especially when the person you're sending the clip to is a new connection on facebook. Take a look at how well this method works:
When someone responds to an ad that I placed, I send them a 30 second voice clip and request they send me a thumbs up. Once they do that, I simply send them a link to my website, they visit my website and I follow up from there.
How do I send a voice clip?
In a moment, I'll show you what I say in my voice clips, but before I do here's how to send your first voice clip via facebook messenger if you haven't already. Head on over to messenger and look for the little microphone icon:
Once you click the icon, you may need to enable permissions to record if you're using your laptop and then it will start recording. You'll have a max of 1 minute per voice clip so don't ramble on forever. I find that 30 second voice clips seem to work the best.
You can also send voice clips from the messenger app on your phone, just look for the microphone icon and start recording your message.
What do I say in my voice clip?
You'll of course be making this your own, but here's what I say in my voice clips and it works every time. Make sure you smile and are genuine when recording yourself, and practice a few times before sending out your first clip so that you're not stumbling around when you do:
Notice the tone of my voice and the "rhythm" of my words. Before sending your first voice clip, it helps to practice what you're going to say. I recommend grabbing a pen and paper, writing out what you want to say and record yourself 5-10 times on your phone or laptop. Listen to yourself and get comfortable with your "script". It doesn't have to be perfect, just make sure you sound like a real person and not a robot reading a script. It also helps to use someone's name when leaving them a message, it makes it more personal.
Using copy and paste facebook scripts
The second way you can send an initial "ice breaker" sending a simple message to someone after they request more information or send you a message. In a moment I'll show you which converts better (copy and paste vs. voice clips) and what I personally prefer, but first here's a look at an example of how you can reply to someone who requests more information:
When responding via a copy/paste message it's important to tell people exactly what to do next. Don't expect people to know what to do, most of them have never heard of MCA before so they will be looking to you for guidance and to walk them through their next steps. One big pro to using copy and paste scripts is that you can bang out a bunch of them in less time than it would take you to personally respond with a voice clip.
Which is better?
So, voice clips vs. copy & paste, which is better? Honestly, both work really well. I have success with both voice clips and copy and paste so it really depends on the day and how much time I have set aside to respond to people. Although I find that almost every single person who requests more information from me does in fact visit my website, I've noticed a slightly higher interest/response rate in those that I leave voice clips for.
Out of the people that become members of MCA's total security plan, about 60% of them were a result of initially sending them a voice clip and 40% came from a copy/paste script I used. So it's very close, however voice clips do seem to perform better in the realm of conversions. If you have the time, stick to voice clips, if not, copy & paste will work just fine.
Part 2: How do I keep things moving forward?
Once we have communicated with someone and are connected now on facebook, there are two ways to continue to keep things moving forward with your potential customer referrals, indirect follow up and direct follow up.
I'll explain both in this section, and then we'll move on to closing questions after. Understand that our only goal in this phase is to continue to keep things moving forward, whether that's in the form of asking questions, answering questions or simply connecting with someone who hasn't responded in a while and keeping them from slipping through the cracks. Let 's talk indirect follow up.
Indirect follow up
Indirect follow up happens through the daily statuses you are posting on your wall and what your facebook friends and followers see in their news feed. this is another reason why it's so important to be posting daily on your profile because people can see that you are active, getting results and really enjoying your life - this makes people want to gravitate toward you can build curiosity with your potential customers by, creating interest in what you do.
Direct follow up
Direct follow up comes in the form of private messages (PMs) on facebook. This is where you'll do most of the communication with your potential customers, so it's important to do this consistently so that you can develop your communication sills further and get really good at following up with people via PMs.
It's not so much what you say to people, often it's how you say it that makes all the difference in the world. Don't worry about "closing the sale" here, instead focus on responding to people's questions in a friendly and authoritative manner, always giving them a next step.
I provide copy & paste examples for the most common questions and objections for all of my new associates inside of our members area that they can literally copy verbatim if they're stuck or just not sure what to say next.
For everyone else, her are some answers to common questions that I see when following up with people on facebook, and some great ways that you can respond to their questions and keep the ball moving forward so that they always have a next step.
Common questions and how to respond
This is probably the most common one I see. Someone asks for more information regarding MCA and their services, you reply with either a voice clip or message and send them the link to your website, then, nothing. This doesn't always mean that they're not still interested, people are just super busy and get distracted easily.
I give someone two to three days, if they haven't replied to me I send them a simple message like the one you see above. If they don't reply that that message, I'll send one more message like this, just to make sure they're ok:
This is a GREAT way to see if someone was legitimately serious and got busy, or if they're not serious at all fro the moment. If they don't reply to this message, I leave them alone for a while and send and try to connect with them a month or so down the road.
In every message you send you want to have a "response" and a next step. The next step typically comes in the form of a question, or telling someone what they need to do next. You'll notice that I've highlighted both the response and the next step in the following example so that you can follow along and see how this keeps things moving forward.
The first time someone asks me a question that is already covered on my website, I send them a message like this one so that I can see if they even took a full look at my website.
If they didn't, I send them BACK to my website before I answer their question because almost always, my website will do a better job of explaining something, plus this saves me time.
Why do I have to pay to get started?
This question usually comes up (again) because someone who is looking to make some extra income as an MCA associate didn't look through all of the information on my website, instead they scanned through without really paying attention, got to the bottom where they can enroll as a member and stopped looking further.
It's important that people understand that what they're paying for is the benefits of becoming a member, because MCA does not pay you to recruit associates. For anyone that decide to register as a MCA total security member through my website, I provide complimentary step-by-step training that any new associate can follow to start generating their first paycheck.
I don't get it. What would I be doing?
Again, this also comes from not paying close enough attention to what it clearly says and explains on my website. Here's how I respond to this one:
It's important to keep what we do on a daily basis extremely simple and not to over complicate things with tons of unnecessary extra steps. In my response I try to help people understand that what we do is really really simple and not rocket science here.
I don't have the money to start
When people tell you they don't have the money, about 50% of the time it's true. The other 50% is because they've either gotten burned in the past or they've never had the proper training or motivation in the past to get the results they were looking for, so (again, from lack of paying attention) they try to pigeon-hole MCA based on what they think they know.
The trick to responding to this one, is simply to remind them of why they came to you in the first place. For my personal referrals, I provide a copy and paste script that my new associates can use inside of our private members training area, but what you want to do is help them realize that "not having the money" isn't really a reason for not getting started.
It's like saying you're not going to visit your friend because it's raining outside. Yes, the rain may be inconvenient, but if you really wanted to see your friend there are all kinds of options you have such as driving instead of walking or taking the bus, staying inside or meeting at a restaurant instead of at a park, or simply getting over it and playing in the puddles.
Bottom line is...
Do some people really not have the money? Yes. But if they have a big enough reason to become a member of MCA, there are all kinds of options like borrowing $20 from two friends, selling some of their junk, putting it on a card and many, many others. Make sense?
There are of course weird questions that pop up all of the time and to cover all of them in this post would be insane, that's why I put together my MCA Accelerator for people who want to see exactly what we're doing on a daily basis and how we do it. Next, let's talk about closing.
Part 3: How do I close the sale?
I'm going to keep this section short and sweet for you. Typically you shouldn't ever have to actually "close" a sale for MCA. As an MCA associate we simply provide more information to people when they ask for it, or answer questions when they have them.
Here are five of my favorite "closing questions" that you can use, edit and make your own so that you can tack these babies on the end of your conversations with potential customers so that you can help nudge things along:
What's my next step?
On the next page, I'm going to share with you all of the bonuses and training you will have access to as a complimentary "thank you" for putting your trust in me and deciding to become a member of MCA's total security plan through my website. Click to learn more...
If you've found this post helpful, please leave me a great comment below and continue to the next page where I'm going to show you my personal bonuses for anyone that decides to become a member of MCA total security using my website.
About the author: Full-time family man, successful entrepreneur and fellow big thinker, Jacob DeBoer continues to contagiously inject unbridled hope, unshakeable wisdom, and unstoppable wealth into the lives of thousands across the globe ...will you be next?
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