- by Pete Zdanis
One of the most powerful
methods of business building is the three-way call, but yet it’s a method which
is not often covered in distributor training discussions.
Three-way calls are
particularly effective for newer distributors who may not yet be totally
familiar with the product line, compensation plan or other parts of the
business. It allows a more experienced upline member to work with the
distributor in presenting the business to the distributor’s prospects and answering questions.
I participate in
three-way calls with my team members regularly, and I thought it might be
helpful if I passed along some suggestions on how to make your three-way calls
as productive as possible.
Obviously, the
participants are typically a distributor, a member of the distributor’s upline
and, of course, the prospect.
Before a three-way call
is even scheduled, the distributor must insure that the prospect has already received
information about the company and products and has had an
opportunity to review it. The distributor must also insure that the prospect is
in fact interested in what they have seen to avoid wasting everyone’s time.
While it may sound like
stating the obvious, the distributor must have three-way calling capability on
their phone service. This can be arranged for very simply with your phone service carrier for a nominal charge. The distributor should to be able to initiate the
calls to the prospect and the upline member.
The next step is for the
distributor to schedule the call at a time convenient to both the prospect and
the upline member. The prospect should always be expecting the call. They
should not be surprised. Sometimes people feel intimidated or “ganged up” on
when there are two or more people on the other end of the line and they weren’t
expecting it.
The most effective
three-way call involves the upline introducing him/herself, providing a brief background
of their business experience, and addressing any questions or concerns the
prospect may have. A successful call is one where the distributor and upline
member listen to the prospect and share information with them. There is no room
for hype or hard-selling in any part of network marketing, and three-way calls
are no exception.
Ideally, three-way calls
should last no more than 15 to 30 minutes out of respect for everyone’s time. If a
call drags on longer than that, it usually means that the distributor has not
done a proper job of educating or preparing the prospect ahead of time.
As with all other parts
of our business, common sense and common courtesy in using the three-way call
as a business building tool lead to extraordinary results.
If you aren’t already
using three-way calls as a part of your regular business building activities,
start today!
© Zdanis USANA Power Team ® - All Rights
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