Most of the answers I have read so far seem to consider the follow-up as working with the new affiliate, or ECA after you have successfully joined them. My interpretation of Doreen's question is that she is asking about follow-up before a prospect joins SFI in whatever capacity. Obviously you will work with all people in your team consistently and help them to grow either as affiliates or ECAs. I am answering the question from the understanding that Doreen is talking about prospects, not team members. Generally people do not join a business after only one contact, so follow-up is necessary before the prospect becomes a member of your team.
Although all contacts with prospects are important, if I were to decide which is more important between initial contact and follow-up, I would say the initial contact is. First impressions are critical, and if you mess up the initial contact, you greatly reduce your chances of having a second go.
Follow-up can only come if there has been a successful initial contact first.
When approaching a new prospect whether as a possible ECA, SFI affiliate or TripleClicks customer, be prepared to answer any questions regarding any aspect of the business. Look professional, have the appropriate materials to leave with your prospect and above all be interested in your prospect, his life and his business.
For a prospect to perceive you and your proposition as interesting, you must come across right from the first as interested. If you try to be interesting yourself as opposed to being interested, you will turn him off right away. Look for commonality between you and the prospect and focus your approach around those areas.
If you do these things you draw the prospect toward you, you show your genuine interest in him or her as a person, you show that you are a professional with knowledge, integrity and warmth of character. You will leave a good first impression and are bound to have an opportunity to follow-up. When you do follow-up, your prospect will look forward to the meeting because you will have established such a strong bond of friendship and trust in your initial contact.
He will feel confident to learn more of what you have to share and trust that you will work with him if he does decide to join you. He will also feel confident that if he doesn't feel that the business is for him, that he will not be offending you personally, and will not feel obligated or pressured to join to keep you happy. Such a prospect would not be a good team member anyway. You can still have open lines of communication and at some point in the future if he reconsiders the idea of an online business, guess who he will come to looking for guidance? You.
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Most of the answers I have read so far seem to consider the follow-up as working with the new affiliate, or ECA after you have successfully joined them. My interpretation of Doreen's question is that she is asking about follow-up before a prospect joins SFI in whatever capacity. Obviously you will work with all people in your team consistently and help them to grow either as affiliates or ECAs. I am answering the question from the understanding that Doreen is talking about prospects, not team
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