TALK IS NOT ALWAYS CHEAP

Recently a member of our organization (let's call him Bob)
had a hot prospect. Bob had spoken to this prospect several
times. And, Bob and my partner, Brande, met for over an hour
in a private chat room explaining the products and the
opportunity. The prospect was ready to go and was going to
sign up the next day.

That night, Bob told his wife Suzie (name changed to protect
the guilty), who is also his partner, about the prospect.
Suzie was beaming with excitement. As soon as she could,
Suzie got on-line and went to introduce herself to the
prospect and welcome him to the organization. A conversation
ensued, and when done, Suzie had talked the prospect out of
joining the organization. Suzie was embarrassed, and worried
about what Bob would say at her dispersuading the prospect.
It certainly was not her intention to do so. She wanted the
sign-up! But it just turned out that way. She couldn't
think of anything in particular she said that was wrong, it
was just that by the time the conversation was over with,
the prospect was no longer interested. What did Suzie do
wrong?

The only mistake Suzie made was to contact the prospect to
begin with. The guy was sold! He was ready to turn loose of
his money! What could Suzie have said to him that would have
made the situation any better? Absolutely nothing! Suzie
had nothing to gain and everything to lose by contacting
Bob's prospect. By doing so, she cost their partnership a
sign-up. Suzie should have waited until after the prospect
had actually signed up to introduce herself to the prospect.
This way, should she have said something the prospect did
not like, or if the prospect simply did not like her
personality, it would essentially been too late. The
prospect would have already obligated themselves financially
and feel emotionally committed.

Once a prospect has made the decision to join, all
conversations with the prospect should cease until the
signing-up process is complete. Sure, you will feel the urge
to discuss the future possibilities with the prospect, and
you will certainly want to try to impress them with your
knowledge and success. But, you must resist these urges and
wait until the prospect is committed financially. After all,
none of the other stuff will matter unless the prospect
signs on the dotted line.

Remember, talk is not always cheap. In Suzie's case, it was
very costly.