The follow-up is in fact the most important part of the prospecting process so you need to give it some thought and time to make sure you get it right. Follow-up is key to creating long-lasting business relationships with your prospect

. • When starting your follow-up, it’s a good idea to have an experienced leader or sponsor to assist you with prospecting and follow-up. If you are meeting someone for a follow-up, it wouldn’t hurt to bring along your sponsor or a more experienced Super Patch member. This will help boost your conversion rate and make you an expert within no time.

• Before you bring your sponsor to your next meeting, contact the prospect and let them know you intend to bring someone to the meeting. It would help if you mention some of the accomplishments your sponsor has achieved in the business and encourage the prospect to ask questions. If the follow-up is done through a phone call, you can ask them to join in on a three-way call. Remember what you’re selling!

• You should be very clear on what your prospect’s focus is in order to find a solution to their problems. This is what you need to target when doing the follow-up. If they are looking for pain relief or are more interested in earning additional income, be sure to steer the conversation in the direction you know the prospect wants to hear.

Closing the deal This is the best part of any business transaction, but keep in mind the relationship doesn’t end here, and you will continue to interact with the person long after you get them on your team. The rapport stage is simple enough because people love to talk about themselves but at some point, you will have to steer the conversation to the direction you want. “The reason I’m calling you is to ask if you had a chance to review the information I gave you?”

If they forgot about that, chances are they are not remotely interested in what you’re selling. It’s one of the processes people use to sort out the masses. If, however, they made time to read the material or watch the video, then, you can move on to the next step. One of the concepts behind successful follow-ups is to make sure the prospect thinks about the positive aspects of the business opportunity, whether those positive aspects are accurate or of their own interpretation. By asking the right questions, you can steer the conversation in the right direction and have the prospect focusing on what’s important — that is, the remedy for their immediate problems.

Ideally, you want to get back with that person or couple as soon as possible, preferably within a few days, while the idea is still fresh on their minds. The follow-up process can take anywhere from a few days to several weeks, and in some cases, you can go for months or even years building friendships and the dream, until the time comes for them to join you.