Chapter 13

Sustaining Growth: The Fortune Is in the Follow-Up

In This Chapter

arrow Understanding the importance of customer follow-up and re-servicing

arrow Using the 2+2+2 method for follow-up

arrow Following up with booking leads, hosts, customers, and recruit leads

I have found that consistent follow-up can increase a direct sales representative’s income by as much as 50 percent. The more you connect with people and show interest in them, the more likely they will do business with you time and time again.

In direct sales, your consistent business activities put you in contact with leads — people who show interest in your offerings. You have to cultivate and develop your leads in order for your business to grow. This chapter discusses how to provide good customer service for your customers and leads:

  • Hosts or preferred customers have already hosted a party for you or, in the Network Marketing model, are subscribed to your monthly product auto-ship program.
  • Booking leads are those who express an interest in hosting a party.
  • Customer leads may be interested in purchasing your product.
  • Recruit leads say they’d like to learn more about starting a business just like yours. Recruit leads are important ...

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