A 3-way call is a process where by you bring a qualified third party who plays the role of the "expert" onto the phone line to answer any and all questions your prospect has so that they may make an informed and intelligent decision about joining your business and your team.
That is what you want. You want people to be making informed, intelligent decisions because when they are informed and they are using their intelligence, they are going to be with you. They are going to be partnering with you. You do not want them to feel pressured or duped into a decision. This process helps your prospects do some of their own investigation and become committed to the decision of joining your team.
Now, you might be thinking, "I know my business and products like the back of my hand! Why shouldn't I just answer the questions myself and get on with it?"
Network marketing is all about duplication. When you're sharing your business with a prospect, you're actually doing something else simultaneously.
You are training them!
While you are showing them the business and taking them through the process of enrolling, you are actually training them on exactly how to do the business at the same time.
If you answer all of the questions you prospect has, what is going through his or her mind?
"Wow! This sounds complicated - I could never learn all of that!"
That is NOT what you want your prospect to think. She or he may love the company, the products, the marketing plan and she may even love you, but when it comes down to it, the number one question in their mind is:
"Can I do it?"
The number two question is:
"Will they help me?"
And number three is:
"Will I make money?"
It is your job to address these concerns by showing your prospects that they are not alone and that she or he has an entire support team to lean on.
The moral of the story is, "never close your own people." It's just not duplicable! Utilize 3-way calls and to see your business duplicate quickly and exponentially!
