Network Marketing Tip: When and How to use 3 Way Calls
Would you like to understand when and how to use the most under-utilized tool in Network Marketing? Let me ask it another way. Would you like to build a bigger business? The 3 way call is one of the very most effective tools we have in our industry and it is shocking how it doesn’t get used so much more. When it is used correctly, it is an incredible way to close more reps and build better relationships. I had a mentor years ago share lots of network marketing tips with me – but this was one of the best ones. And it is really quite simple. But there is a proper chain of events that should happen to have the most effective 3 way calls you can have.
The first thing I want to clear up is clarifying that 3 way calls aren’t just for rookies. I have earned millions of dollars in this industry and in the last 24 hours, I have brought my sponsor, Kelly Bangert (another 7 figure income earner) on to 4 calls with me! (He is the handsome devil in the picture below. LOL) Network Marketing Tip #1: If you want to build a bigger business, realize while it is GREAT for brand new people to use 3 way calls, even as you advance in rank, you should always use 3 way calls and I will explain why.
Yes, it is especially important for new people because they will learn by listening to you and the more you can help your new distributors to feel good, to feel like they are getting it, to make more money sooner and to build a bigger business – the better for everyone! But why would I have brought my upline on to FOUR 3 way calls in the past 24 hours? One reason: Third Party Credibility. And sometimes that just is the best tool in the toolbox. Sometimes it is incredibly effective to let a 3rd party share why they said yes to your company and what is so great about the comp plan, etc…
You might say something very similar but sometimes your prospect will get more out of hearing it from someone other than you or someone in addition to you.
3 Way Calls: When do you use this tool?
Network Marketing Tip #2: You use 3 way calls AFTER your prospect has been exposed to your opportunity via two tools. If you want to build a bigger business and create a relationship with your upline, sponsor or teammate then you need to follow this You need to do your job first which is to introduce your prospect to your business by having them watch a video, attend an event, watch a webinar, or listen to a conference call. Ideally, your prospect would have “two exposures” before you bring your upline or your sponsor on.
If you have done that and followed up with your prospect correctly (read timely followup), and asked the question “What did you like about what you saw or listened to?” You want to draw out as many positives as you can. And they tell you what they liked. And if they tell you a lot about what they liked, then maybe they don’t need a 3 way call and you can say “Sounds like you liked what you have seen. Let’s get you started.” This is where you lead them to a decision. And a lot of people will say okay. The first few times it happens, you will be thinking to yourself – “Really? Really, you are ready to sign up?” But don’t say that out loud….
Can you see how this network marketing tip will help you to build a bigger business faster?
You will have a much better chance of closing more prospects if the people you bring on to the call have had two exposures to tools and or events. You see, it isn’t a correct use of 3 way calls to think that your upline is going to do all the work. You have to prime the pump. So let’s say you ask “What did you like best about what you saw or heard?” And they tell you all of that and they also say “I have a few questions.” Great. Questions are good. It means they have interest. It means they are giving this serious thought. Okay – now you can say, “That’s great. I see you have some great questions. I would love to bring my business partner on the line and we will answer your questions together.”
Importance of Edifying on 3 Way Calls
Network Marketing Tip #3: This isn’t the time to edify the upline. Not yet. So you have let your upline know ahead of time that you were in follow up call mode and they are on stand by in case you need them. Now your educated prospect has questions and you have casually said you would like to bring your business partner on the phone. Time to get them all on the phone together. NOW you edify the heck out of the upline. The reason not to do it before is a person’s wall of resistance will go up if they think you are going to bring on the master closer…. Once the 3 of you are ON the phone together, now is the time to edify the upline. Another common mistake many people make is they edify the prospect to the upline.
Wrong way! You tell the prospect all the great things about the 3rd party on the phone – your upline or your teammate. You tell them how lucky we are to get this person on the line, that she is the top income earner, or the only X rank in the area, or just the best sponsor you could have asked for. Make your prospect feel comfortable and lucky to be on the phone with you and your upline/sponsor. And now this is really important.
It is time for you – the organizer extraordinaire of 3 way calls to be quiet. Don’t interrupt. Do let your upline do most of the talking. This isn’t always easy. You think of something they forgot. You think of something that would really help…. If you really want the 3 way calls to work and to build a bigger business faster, then almost all of the time you just want to be quiet and let your upline work the 3rd party magic. And never correct the person you just edified. Even if they say something wrong. Your prospect doesn’t know. You can clear it up later… Chances are really good it isn’t important anyway.
Lastly, set a goal for how many 3 way calls you are going to do each week. Track those numbers. The more 3 way calls you have, the more it means you are doing the right things – contacting and inviting people to look at your products/services and opportunity. When you bring more qualified prospects to a 3 way call, you are closing more people. It works. This is also a great way to get your upline’s attention. When we see our teammates doing the right thing and engaging, we are more involved in their success. And that is always a good thing! Here’s to you building a bigger business and helping all of us to make the 3 way calls to no longer be under-utilized!
I hope these network marketing tips are of value to you. For more business tips, click here. You may also love my recent network marketing tip blog post about one of my biggest breakthroughs.
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