marketing training on how to do 3 way calls
Here is a BIG NO-NO that many novices make that you must remember to never, ever do. Here’s the scenario. You’re making dials to your prospects with you upline or sponsor on the telephone…meaning you are on the phone at the same time. You’ve got your list and you’re making calls together. You hit the “Flash” button to go dial one of your prospects and forget to FLASH BACK to your sponsor. You then get their voice mail or answering machine and leave a message, and THEN flash back to your sponsor. You then proceed to have a conversation…where many times you are talking about that very person you have just called and left a message for…only to hear a “beep” that says, “your recording is complete”. In fact…most of the time, you probably won’t even hear that. What did you just do? You just left a message of you and your sponsor talking on the telephone to your prospect. Bad news…bad impression. Do not make that mistake.
Here’s a tip for NEVER, ever making that mistake. You’re on the phone with your sponsor…you press flash, dial the number of your prospect, IMMEDIATELY press flash once you have completed dialing their number, and say to your sponsor “Back”. That means you are back together on the line. You should BOTH be hearing the phone ring. Then…if you get their voice mail, leave a message. When you are done leaving the message, press flash again. This will disconnect your call with the prospect or prospect’s answering machine. I even like to double-check that I did disconnect the other call by pressing Flash yet again to make sure I hear a dial tone. If I hear a dial tone, I know I am safe and haven’t made that dreaded mistake of talking about my prospect with my sponsor on my prospect’s answering machine. I can’t tell you how many times someone has called me up with a supposed “Heavy Hitter” on the line…because they know I have a track record of success in this industry, only to hear them talking about me on my answering machine. It’s hilarious…and a mistake you definitely DO NOT want to make.
Now that you know the basic technical stuff, and the big NO-NO’s, let’s talk about the way to effectively use 3-way calling to make you money. The most widely used 3-way call is for 3rd party validation and support from your upline. So…here’s how it goes. You’re on the phone with your prospect. You have taken them to review some information about your opportunity: a live call, recorded call, website, whatever it is that you do to present your business. The person responds favorably to the initial exposure. You then do the following. Say, “Joe…can you hang on for a second.” Of course, they’ll say, “Sure”. People are used to hearing that. Then…you simply press Flash and dial your sponsor or upline support person’s number. Now…pay close attention. This time it’s a little different. Instead of you flashing right back and bringing the parties together…this is your quick opportunity to have a chat on the side with your sponsor to get them up to speed on who you are doing to be introducing to them. Here’s what I do. I dial my sponsor…and, if they answer, I say, “Susan…this is Todd. You got a minute? I’ve got a prospect on the line who just listened to our 20-minute live call. He says he’s an 8 on a scale of 1 to 10. He has a background in sales but has never done MLM. He sounds sharp. Can you do the call?” If he says, “yes”. I say, “Great…hang on, I’ll introduce you to him.” THEN…I press flash and bring the call together. That took a total of about
20 to 30 seconds. The prospect had no idea I was bringing on my upline. And quite frankly, it doesn’t matter. It’s not for him or her to decide.
Too many people make the OTHER crucial mistake of asking for permission to do a 3-way call. Nix that idea out of your head. You don’t need to ask. You are in control. Don’t ever ask for permission to do a 3-way. Now, when I bring back my sponsor on the line, here’s what happens. I say to my prospect, “Joe…you back with me? Great! Listen. I was able to grab a business partner of mine who is incredibly successful in the network marketing industry. This is a gentleman you will be working with as well. He is a top earner and trainer with our company and one of the most-respected people in the entire industry. Susan…this is Joe. Joe this