Opportunity Calling ... Making Team Conferencing Pay Off
By Jeffrey A. Babener
Excerpted from Network Marketing: What You Should Know, Jeffrey Babener, Legaline Publications
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Timing It Right
Now that the conference call's structure has been established, the next step is deciding how long it should be and what time it should take place.
"Our calls are running about 20 to 30 minutes," says Freese about Envion's early experience. "Any longer, and we find the success rate drops. But in that time frame we can accomplish a lot and still maintain enthusiasm. We're located on the East Coast, so our calls need to accommodate each time zone. We find that 8:00 p.m. is the best time for listeners."
Can you objectively measure the results of conference calls? If they are immediately successful, those distributors who have invited potential recruits to listen in should now have a greater opportunity to close the sponsoring of the new recruit by telephone, in person, or at a local group session. Sometimes you just have to give it time, however, and consider the conference as one tool among many in a cumulative recruiting effort.
Freese notes that quantitative measurements of conference calls can be difficult. "It is hard to judge the success of the calls in tangible terms," he explains. "I guess the best judge of their success is that we are recruiting more associates and educating more retail customers, and our retention rate and monthly purchases per active associate are quite a bit above the industry average. Growth and retention rates and education are our best measures of success." In as much as Envion has gone on to be a market leader in the direct selling industry, something is obviously working right.
Conference calls are a valuable recruiting tool. As you are building your business, consider setting up small conference calls on your own. Better yet, take full advantage of the time and expense that your company devotes to organizing larger conference calls.
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