Tuesday, December 6, 2011

There's Power in the 3-Way

In my 31 years of network marketing, I've had the opportunity to work with and interview hundreds of the industries top leaders. I too am one of those top leaders, having built two large networks with large full-time residual incomes. We have all built our businesses at different paces and using different methods. However, the one thing I know that we have all used to build our businesses is the 3-way call.

The unfortunate fact, is that even though 3 way calls is one of the keys to the success of most top leaders, distributors are not doing 3-way calls. In a recent meeting of approximately 50 distributors, I asked how many were doing weekly 3-way calls with upline or downline and only one person put up his hand. I also know from talking with other leaders that their downlines are effectively using this amazing business-building tool.

If the 3-way call is so important, why don't more distributors do them? I believe it is because they are afraid the prospect will feel "ganged up on" and will be offended. Since many of these calls are to friends and family members, this feeling overrides the potential for success. The distributor would rather have the call fail, than to do a 3-way call with the upline.

Personally, I think that distributors are getting the wrong impression about 3-way calls, because we (upline) are not explaining the methodology and benefits properly. So, here goes.

First, let's talk about the best way to make a 3-way call. Now, for my disclaimer. I am not saying that this is the absolute and only way to make a 3-way call. If your upline has a standard way of doing calls, than that's the way to go. If not, give this a try:

If you are making 3-way calls with your upline, the reason you have your upline on the phone is not to hammer on the prospect or as the heavy closer, but rather so between the two of you the prospect can get all of his/her questions answered. Also, so that your company can be presented in the best possible way and your prospect can make an educated decision.

Here's how the call might go:

The distributor calls upline and discusses the call prior to the appointed time. Distributor puts upline on hold by depressing the "flash" or "conference" button on their phone.The distributor should get a couple quick tones and then a regular dial tone or the opportunity to dial the next number on a cell phone, at which point he/she can dial the prospects number. When it starts ringing, press the flash key or hook button again to re-connect the upline or on a cell phone, let it connect and then join the calls. Here is the dialog when the prospect answers:

Distributor: John, hi this is Rod. I'm calling to follow-up on that information that I (sent/dropped off to) you. I have on the phone with me one of my business partners, Steve has been very successful in this business and is a really great guy. I've got Steve on the phone because I'm relatively new and I thought you would have some great questions that I couldn't answer. John this is (upline).

At this point the upline will take over the call and your job is to listen, take notes, and learn. Here is what the upline might say:

Upline: Hi John. How are you this evening? Are we catching you at a good time? Great! We appreciate you taking the time to talk with us. First I want you to know that I am strictly here to answer questions, fill in the gaps, and help provide the information you need to make a good decision. This is a very important decision and our job is to provide you with sufficient information to make an educated decision. The one favor I need to ask you is that you not say yes or no until you have received enough information to thoroughly research this business and make a good decision. Will you do that for us? Thanks! Now, did you get some time to review the information that Bob sent you?

From here the upline is going to handle the call as he/she feels fit, but it will be a very comfortable call for all involved.

Now, if you are doing the calls with your downline, you should follow the script for the upline, which will help make them more comfortable with the calls.

We recommend that every new distributor do at least thirty 3-way calls before they start talking with people on their own or doing 3-ways with their downline. After thirty calls the distributor will have heard all the main objections and questions, plus the answers. The best way to do these thirty calls is to have the upline do all of the call on the first 10. During the second 10, the distributor should do the first part of the call with the upline handling objections or answering questions. The new distributor should do all of the calls on the third 10 with the upline on for back-up.

Following you will find examples of how the 2nd and 3rd sets of calls might go.

2nd Set of 3-Way Calls:

Distributor: John, hi this is Rod. I'm calling to follow-up on that information that I (sent/dropped off to) you. I have on the phone with me one of my business partners (upline's name), who is here because I am relatively new and I thought you would have some great questions that I couldn't answer. John this is (upline). (upline and prospect say hi, then you continue) John, first off, is this a good time to talk? (If yes, continue) Did you have a chance to review the information? (If yes, continue) (If no, set a time to call again) Excellent! What did you (see/hear) that you liked best or grabbed your attention? (reinforce what they liked and keep asking for more until they run out)

Seems like you had a few things that you liked about our program. So, what questions can we answer? (upline will now help with answers)

3rd Set of 3-Way Calls:

Use the same script as in the 2nd set, except that the distributor will answer questions and call in the upline only when he/she gets stuck.

3-way calls are not only effective for quick and efficient sponsoring, but it is also a great training tool. A new distributor will learn much more by listening in on some calls then by you telling them what to do.

Now for the benefits of 3-way calls:

Distributor - fewer negative calls, better closing ratios, build network quicker.

Upline - opportunity to train, help new distributor get checks quicker, build own network.

Prospect - opportunity to hear different perspectives on the business, get all questions answered, make a good decision.

3-way calls are a win-win-win opportunity and a critical part of every success story in network marketing, so if you aren't already a leader in your company, start doing 3-way calls with your upline and if you are a leader, start doing 3-way calls with your downline. Either way, if you do this, you will see your network grow and your checks skyrocket!