Three Way calls with your sponsor, someone else upline or anyone in your company are a great way to build a thriving business fast.
Why?
It creates social proof, the sense of “team”, it’s validating and lets the potential team partner know how things are done and that help is available.
There is a right way and wrong way to do these calls, so let’s cover how to do these effectively so you get started correctly from the very beginning.
First, unless worked out ahead of time, the 3-way call is not intended to be a first look for the prospect. This is a call to paint a vision of what’s possible and to allow your prospect to view the business and the potential through “an expert’s eyes.” Now, this doesn’t mean you are less of an expert, it’s all perception.
You want to make sure you have the person’s bio and that you make a proper introduction of the “expert” so that you edify them, and give the prospect a solid reason to listen and learn.
Call your prospect and then your upline. Make the introduction of your upline, and then mention some key items to create a listening environment. It flows like this –
ANATOMY OF A 3 WAY CALL
• Tell your upline expert or fellow team colleague everything he/she will want to know about your prospect.
• You handle the calling and call your prospect at the agreed upon time.
• Warmly greet your prospect, establish rapport and then let he/she know you are going to make the call to meet your team partner now.
• Edify and properly introduce your team partner to your prospect. This puts him/her in “listening” mode.
• Edify and properly introduce your prospect.
• Enthusiastically introduce the two speakers.
• Zip your mouth, and open your ears and resist the temptation to jump in and add to the conversation.
Here is how to develop a proper introduction and edification of your team partner/sponsor –
First, have them give you a short bio to use. And, USE it, don’t make up your own.
After that, there are 5 points you want to stress –
1. This key person has the facts
2. Has Success
3. Loves helping people
4. Loves fun
5. Down to earth
The idea is to build them up, and at the same time show them as human, fun and approachable! How does that sound/feel?
This is crucial.
Okay. Now that you’ve properly introduced your two guests, now comes the hard part.
It’s called shut up and listen. This can prove challenging as many can’t resist the urge to throw in their two cents.
It’s a mistake. It confuses your prospect. It can derail your expert if he/she was going to share your point, but you jumped the gun. It makes your prospect feel outnumbered.
So, follow the strategy laid out above.
One last important thing. When you introduce a new team member to the 3 Way Call, you teach them strong duplication. You lay the groundwork for your unshakable MLM empire.
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Let’s have some conversation!
EXPECT Success!
Jackie Ulmer
PS – If you want a step by step guide to launch your business and get your team launched, check out MLM Business Mastery!
Great advice, Jackie! Couple comments for you:
1) I think there are more thoughts you meant to add to paragraph 7 above? powerful…??
2) Can you please share a few guidance points for the “leader” (upline, team partner, sponsor) who takes the 3-way call as the expert? There appears to be a wide variety of techniques and strategies–some of which have not worked well from a Rep’s viewpoint (with the goal being to convert prospects to close).
Thanks!
Thanks Shari and I corrected it. My cut and paste didn’t work well, ha ha!
The way I do 3 way calls is this –
1. It’s not a first exposure. The prospect has already gone through some information. What I want to avoid is having them say – So, what is this? Or, tell me how it works.
2. I spend a few minutes rapport building – where are you from, what do you do, what interests you so far.
3. I share 2-3 minutes of my story, and my excitement and vision for the company. My job is to paint a vision that takes it beyond my team member and the prospect and allows them to see something bigger and greater.
4. Then, I ask what questions they have for me.
10-15 minutes is ideally the goal. If the questions are something that should be explained by a tool, I refer them back to a tool or video, for instance to explain the comp plan. I want to model how simple it all really is. Does that help?
Thanks!
EXPECT Success!
Jackie Ulmer