Two extremely effective closing tips in network marketing

Want to know the best way to close prospects after a presentation?

“Strike while the iron is hot” is an expression that is so vital and true in our selling and recruiting world. When blacksmiths put a piece of iron in the fire, it turns red hot and becomes malleable. This means it can be bent or shaped. Once the iron is red hot, it is taken out of the fire and the blacksmith immediately goes to work on it. As the red turns darker and soon back to black, it becomes nearly impossible to change its shape. This is why that expression is all about acting with urgency.

The same holds true with your prospects. You put them “in the fire” by showing them a presentation. At the end of the presentation is when they will be the most interested. Every minute that ticks by post-presentation, their interest wanes. Therefore, it is imperative that you follow up immediately after they have seen the information to ask “What did you like most about what you heard?” I mentioned this phrase earlier in the book and I want to re-emphasize that you should always ask this question, seeking a positive answer, because you get what you ask for. If you ask them, “So what did you think?” they will tell you their thoughts. We don’t want their thoughts. We want to know exactly what resonated with them so we can zero in on that and expand on it.  

Here are two extremely effective closing tips:

1. Speed of sign-up — Prospects often feel like they need to book a time in the future to meet with you to get signed up because their impression is that it will take 30 minutes or an hour to get set up. Again, if you don’t strike while their interest is piping hot, you will often lose them. You will play cat and mouse chase for weeks and sometimes never sign them up. So to close them, you should say, “Let’s get you set up real quick right now, it only takes four minutes.
   
2. Closing line at end of  three-way call (or in person) — Once the  three-way call is wrapping up, THE best line to seal the deal is, “So did you and [recruiter’s name] already fill out your application, or is that what you guys are doing right now?” BOOM! It is the most effective line EVER. You know they haven’t signed up yet, which is why you’re doing the  three-way. But they will most often say, “No, we haven’t, I guess that’s what we are doing now.” Then you the expert will say, “Great, it will only take four minutes. [Recruiter] will stay on the phone and walk you through it. It’s quick and easy, and I really look forward to building with you!” (The recruiter should ALWAYS stay on and walk them through it. If you are tempted to be lazy and just send them the link to go do it themselves, you will lose half of them. They will never get around to doing it because they will intend to, but life distractions pull them elsewhere and then interest fades.)