What happens when you recognize a “HOT” prospect? Hot prospects are the ones you know are ready to join because you have ticked all the boxes of the person you want on your team. Here’s what happens when you meet a hot prospect..
- You meet her as a guest at your party!
- She asks you a “green flag” question. (e.g. How much does it cost to get the whole kit?)
- You build great rapport at checkout asking questions about her life. In that conversation you learn three things about her. First, she’s in-between jobs. Second, she’s a busy mom who wants to stay home with her kids. Third. She needs income and needs to work.
- You write up her order and share your recruiting packet with her and let her know you’ll connect with her tomorrow.
- You’re doing a happy dance all the way home from the party because you feel she’s ready to sign and she’ll be a solid business builder.
You have a HOT PROSPECT! Woo Hoo!
- The next day, you make that connect and she doesn’t answer, so you leave a message.
- Another two days go by and still no-answer, so you email her and call her back, and still no connection.
You know you need to follow up, but after a couple of emails and voicemail messages, you don’t want to come across as too pushy.
What should you do?
Who hasn’t had this situation happen to them at some point or another. It’s a situation I found myself in when I first began recruiting and once I knew how to handle it, I realized I had to learn a couple of golden rules.
T H R E E G O L D E N R U L E S
Golden Rule #1 Schedule. To prevent this situation, you always want to “schedule” the next step. As in the case above, if you’re planning to call the next day, always schedule a time and show her you’re marking it on your calendar. When she understands you’re taking the time to contact her AT AN ASSIGNED TIME, she’ll be available. If you’re saying, “I’ll contact you tomorrow.” That’s not specific enough and it will set you up for failure. One golden rule I taught myself which helped me become a top recruiter, was always schedule the next conversation on the calendar and make sure your prospect knows exactly the time you will connect with her.
Golden Rule #2 Have a specific script to leave a message. So, you schedule the contact for a specific time, and she’s not available. What does that mean? She’s avoiding you? Her interested has waned? Or maybe something came up and she’s truly busy. So, be prepared if she’s not available with a genuine message.
Hi Suzie, Sorry to miss you for our appointment today. I was looking forward to sharing more detailed information about our business opportunity. Perhaps something came up. I want you to know, there’s no obligation, maybe if it’s not the right time for you to join, you may know of someone who this opportunity would benefit. Either way, I’d really appreciate it if you’d call (text) me back. My number is _____. Looking forward to connecting.
The reason this script works so well, is it gets them off the hook. It means you’re not desperate and it’s okay if they’re not ready to join yet. Then again, maybe something truly did come up and they really appreciated your message.
Golden Rule # 3 Build the relationship. You keep her on your list to follow up with customer service calls, and invitations to events. Perhaps she was really HOT at the time, but needs a little more information, or perhaps something happened in her life that caused her to re-think her decision. It’s now up to you to just build the relationship. I love to tell the story of my million dollar leader who reminded me I asked her NINE times before she joined. She was a hostess many times and we built a genuine friendship. One day she called me and said, “I’m ready!” However, if you’ve built a relationship and followed up over time and she’s still not interested, then we go to Golden Rule #4
Golden Rule #4 It’s time to let go. While it’s important to follow up and build relationships and get your prospects to the next step, you don’t want to appear pushy. You don’t want her to avoid you if she see’s you in the supermarket. So, it’s time to let go. I call this reverse psychology. You bless and release your prospects. You’ve given them all the information, you’ve followed up and you’ve followed through and it’s not the right time or they just are not interested. The very reason you don’t contact them again, might be the reason that prompts them to pick up the phone and call you, and say, “Now, I’m ready!”
These are some of the solutions I’ll cover with you when you’re ready to find HOT PROSPECTS. If you’re looking to learn more about how to discover HOT PROSPECTS, then book a 30 minute complimentary coaching session and we’ll dive into what’s stopping you from finding these type of prospects to grow your team.
Share this BLOG with your team in your VIP Group so they will know what to do when they experience a HOT prospect who doesn’t call them back.
