Validating the Presentation

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Validating the Presentation

The third step in the recruiting process is when you validate the information you presented to your prospect initially. Quite honestly, your prospects don’t believe you, and need to find out for themselves if the information is true. Part of this is due to the amount of trash information on the internet with all the schemes and scams, but also part of it is people are skeptical by nature.  It’s often times hard for people to believe it’s possible to make a full time income working from home by just introducing a few people to the business…

So our job in the validation step is to get a third party to share the information, and to have a long term follow up system in place.

I like to rely on our business coaches following up with our serious leads, and our automated email series which drips on them for over a year.  That way when I call, I just reference the fact that a business coach will be calling if they haven’t already to answer their questions, and to watch their email for more in depth and current information.

Other, more traditional ways of validation include three way call with a successful upline leader, but also can be as simple as getting them an information packet in the mail.  Also, independent third party websites that confirm the efficacy of your products can be very useful.

The depth of information you expose to your prospects during this step, will depend in large part on how analytical your prospect is. Doctors, lawyers and engineers tend to be analytical and will typically need a lot of details. Others can be persuaded with a simple follow up call to get their questions answered. So be willing to adapt the information based on what you know about your prospect.

While often times the information shared in the validation step can also be used for presentation, don’t mix the two up! In other words, make sure they have seen a presentation of some flavor before attempting to three way your upline.  The purpose of the validation step is really to eliminate their doubts, and answer questions…