Apr 21 2008
Tips for Effective 3-Way Calls
Two roles are played during the 3-way call:
- Role #1 – Associate brings prospect to the expert
- Role #2 – Expert conducts the 3-way call
Expert: Defined as anyone who knows enough to close the sale, answer getting started making-money questions. Anyone can be perceived as an EXPERT with proper edification.
Edification means to build up or talk up…say nice things. Mutual edification, 30-45 seconds maximum.
___________ (use name)
- is a leader on our team and a person I have a lot of respect for
- is one of the leaders on our team
- heads up our training
- has built a very successful business with our company
- is a great person and mentor here on our team
- is a dynamic person, a real go getter, you’re really going to enjoy speaking with her/him
Respect is important during the 3-way call. Do not ever interrupt your expert! After you introduce your prospect to the expert, put your phone on mute, until the expert turns the call back over to you (or specifically asks you a question). This is an important point, because if you interrupt the expert, you diminish his/her credibility and the point of the call in the first place.
3-way calls usually last no longer than 5-15 minutes maximum.
Remember, you are busy and successful and so is the expert who is doing the 3-way call for you. If you spend 45 minutes, an hour, or more on the phone with an unscheduled conversation, what’s the message? The message is that you have lots of time on your hands and you’re really not busy at all.
What’s the other message? The other message is that your prospect will have to do the same (meaning long and lengthy conversations that go round and round).
Keep in mind the attention span of the most people is very short!
Keep their desire high and their curiosity piqued by letting them know you are short on time, you’re busy, but willing to carve out just a couple of minutes for them (the prospect).
Whether you are taking the prospect to the 3-way call or conducting the 3-way call as the expert, give the impression to the prospect that you’re really limited on the amount of time that you can spend with them, because YOU ARE!
Listen to your intuition. You know whether a prospect is moving forward toward joining your business or not. You also know whether a prospect is stalling. Don’t waste your time!
