The purpose of 3-way calling is to effectively sort and identify key people. It also serves as a training session to teach new representatives, as well as prospects, what to say just by having them listen as the call takes place.
It also demonstrates that the prospect doesn’t have to know anything to get started, but that someone else will do all of the explaining. This is a crucial part of your duplication!
Both the upline/expert and the representative play a very important role in 3-way calling.
For the call to be successful, both must be aware of their respective responsibilities. They are as follows
Upline/Expert’s Responsibilities:
Be confident, answer any questions, paint a BIG Picture of the opportunity & edify the representative. It is important for the upline/expert to refrain from overwhelming the prospect with too much information at one time.
Rep’s responsibilities:
To edify the expert to the prospect for credibility & respect, to properly introduce the upline/expert and the prospect & to mute the phone and LISTEN ONLY!!!
Never interrupt the expert on a 3-way call or you completely defeat the purpose of the call!
Using Proper Edification To Build Up The Credibility Of Your Upline/Expert And To Give Your Prospect A Reason Why They Should Listen Confidently. The upline/expert will in turn edify you to the prospect.
Why?
Well, your prospect may know you and trust you but they may not exactly respect you in the business sense. They may have trouble shaking that image of you at the last party with a lamp shade on your head!
The upline/expert can say some things about you to raise that respect level to a degree where your prospect sees you in a whole new light and will trust doing business with you.
1.) So who is the expert?
2.) And how do you become an expert?
3.) And where does edification fit in?
4.) When do you need to edify?
The expert can be just about anyone but for the most part it is someone who has been in the business longer than you and has had a measure of success. It is someone you made the expert through proper edification.
Notice the illustration:
1.) The prospect knows you and trusts you but doesn’t necessarily respect you in business.
2.) When you edify your upline expert properly, you build respect & credibility for the expert which increases the effectiveness of 3-way calling.
3.) New rep learns how to present, prospect learns he doesn’t have to explain the business, expert edifies the rep to raise level of respect from the prospect.
What EXACTLY is Edification & How Do You Do it effectively?
Edification is simply the art of building another person (or expert) up with the intent of gaining them the respect of the prospect. The expert on the other hand will in turn edify you. Now we have a relationship of mutual respect. If you toot your own horn, it’s bragging! Let your upline help to build that bridge of respect for you!
The Formula for Effective Edification of the upline by the Rep:
1) To build Respect for your upline or expert, example: – Very successful, – Reached corporate position, – One of the top producers in the company,
2) To build Confidence in your prospect that they will be supported: – Leading national or international expansion, – Working with me to build a team, – Loves to help people,
3) Now bring them back to earth, so prospects can relate to them: – Is real down-to-earth. – A blast to work with! – Is a real team player.
Example:
1.) Build Respect
I would like you to speak with (upline/expert). He/She has been very successful in (past business). He/She has also reached one of the top corporate positions in our company. He/She is a top producer in this area.
2.) Build Confidence
He/She is one of the individuals leading the national/international expansion.
He/She has been very instrumental in helping me develop My Business. He/She is better qualified to answer some of the questions you may have.
3.) Relate with them
He/She is a family man/woman and what I really like most about (upline/expert) is how much he/she cares about people and what a blast he/she is to work with!
Never exaggerate when edifying! We can say positive things about anyone no matter how new they are to the business.
Following Is A List Of Proven Steps To Make 3-Way Calling Very Successful
Step #1) Go through the “Approach and Pique Interest” script with your prospect. If you receive a positive response, continue to Step Two.
Step #2) As outlined in “Pipeline” put your prospect on the 15 min call.
Step #3) Ask where they stand as far as wanting to get started, wanting more information or wanting to forget about it.
Step #4) If they want more information, put them on the overview call.
Step #5) Again, ask where they stand. If they want more information, ask if they have any questions? When they ask a question say, “Great question! Let me get the perfect person to answer that for you!”
Step #6) Keep in mind that the motivating factor of your new prospect is curiosity. Do not try to answer their questions, you may only confuse them. Your goal is to get them on a three-way call.
Remember always call your upline/expert FIRST before you even start your prospecting calls. Find out who will be available for 3-ways
Step #7) When you flash over to the upline, give them some background information on the new prospect, such as their name, who they are, how you know them, what they do, their likes and dislikes before connecting them through. This will give the upline/expert enough information to initiate a conversation that will help make the new prospect feel comfortable.
The representative will make the appropriate introductions via a three-way call.
Example:
Hi (upline/expert), this is my friend (prospect’s name). He/She listened to the conference calls and has a couple of questions. Then introduce them to one another.
Example:
Hi (prospect’s name). I have (upline/expert) on the phone, the person I spoke to you about earlier. (Upline/expert) was at one time a very successful (whatever) and joined our company because (whatever). He/She has built a very successful business with our company and is helping a ton of people do the same.
(Upline/Expert) is a family man/woman and a lot of fun to work with and has 100% of the information that you’ll need to make an informed decision as to whether or not this business is for you.
Step #8) The upline/expert should speak for no more than five to ten minutes.
During the course of the conversation the upline/expert should do the following:
1) Make the prospect feel comfortable by a compliment, ex. I’ve heard a lot about you or It’s a pleasure to speak to you. 2) Ask a few questions using the information you have to help make small talk, e.g. I understand you like sports. I understand you teach. Where do you live?
3) Tell the story of why you’re involved.
4) Identify with the prospect’s interest. (a. Be humble, b. Give credit away, c. Relate)
5) Highlight the opportunity – paint a Big Picture.
6) Answer questions to lock in the prospect and increase their belief in the business.
7) Edify the representative to the prospect.
Qualify the prospect for the next step in your “Pipeline” ex. Visit to Website.
Remember, with practice you will master the ART OF EDIFICATION and the use of 3-WAY CALLs! The KEY to your success is to make a habit of using these techniques regularly!
If you do, your business can’t help but EXPLODE! If you don’t…let’s not EVEN go there!
