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Chapter

33

Proper Follow-Up: The Hidden Gold Mine

Jeff Mack

O

ther than the actual activity of prospecting, following up is perhaps

the most important step in your quest to build a successful network

marketing business. This is the activity that defines your results in

that it’s often the determining factor between success and failure or

between wild success and mere mediocrity. In this chapter, we discuss some of

the reasons, intricacies, and subtleties of how and why the follow-up process

can enhance your overall success in building a team.

Obviously, you have to introduce someone to your business and/or

products first. There are some great tips contained in this book that if fol-

lowed will greatly increase the rate at which your team grows. However, even

if you do prospect and do it with great proficiency, unless you follow up cor-

rectly, your work may very well be for naught. Please understand that no mat-

ter how exciting your product and business is, life often gets in the way of

people calling you back, even if they have every intention of doing so. There-

fore, unless you follow up on the material and information provided, or even

follow up on a passing comment or conversation, the potential seeds you

plant may never sprout, grow, or bear fruit.

I call the follow-up process the “hidden gold mine” because the benefits

of following up correctly are abundant, and in many cases continue to bear

fruit for years to come. Let’s take a minute and discuss some of these benefits.

ACCOMPLISHING YOUR

INTENDED OBJECTIVE

Whether your goal is to add a new member to your team, to create a new cus-

tomer, or both, you’re going to need to follow up with the individual with

whom you initially spoke to help that process along. In some cases, your next

conversations will be “textbook” and things will go as planned, and you will

have your new consumer or partner. However, if you hadn’t followed up, they