We have shared some thoughts on planning, preparing, and using opportunity calls to build your business. We all have heard the saying, “the fortune is in the follow-up”. That is so true when you conduct an opportunity call.
Schedule time for follow-up. Before the call block time to connect with people on the call. Set time to work with team members who brought guests to the call. You are the best “closer” on your team so make sure you carve time to do what you do best.
Teach your team to schedule time for follow-up. After a call they will want to reach out to any guests who have not made a decision. You may have a 48 hour offer and you will want team members to sense the urgency.
Create a system for follow-up. This may be email, phone calls, or a one on one meeting. Make sure everyone on the team knows how to enroll a new person and has a great sense of “what’s next?”
Keep track of results. One leader who tracked results over the two weeks after the call had great facts to share for her next call. “We had 46 guests, four who said “yes” that night. We added six more within the 48 hour window, and at the end of two weeks of follow-up, seven more enrolled for a total of 17 new team members.” A couple of months later when she did another call, she advised her team, “At least one out of three guests on our call, enrolled. My advice: get at least three guests and you will have a new team member.”
