Most successful networkers agree that three-way calls are the single most powerful and effective business-building tool we have.
Three-way calling is a service you add through your local phone company that allows you to be talking with one person, then call and add a second person into the conversation. It costs a few dollars a month. If you are a networker, you cannot live without it, period.
Heres how it works. Youre on the phone with a person. You press the Flash button on your telephone (or, for those phones with no Flash button, you simply press the Talk or On button). Your three-way calling service now puts your first call on hold and gives you a fresh dial tone. Dial the new number you wish to reach, then press Flash againand you are now on a live, three-way call.
To disconnect the new call, simply press Flash again and it disconnects your second caller
Or did it? It shouldbut it doesnt always. And heres the first of three common three-way calling mistakes.
The Dial-Tone Double-Check
Lets say youre making dials to your prospects with your sponsor on the line. You hit Flash, go dial a prospect and forget to Flash back to your sponsor, who is now still sitting on hold. You get the prospects voice mail and leave a message, then Flash back to your sponsor and proceed to have a conversation, perhaps talking about the very person you just left a message forand suddenly hear a beep that says, Your recording is complete.
Because you forgot to flash back to your sponsor after you connected, you connected the three-way when you thought you were disconnecting itand didnt realize you were still leaving a message!
Heres a variation of this scenario: You place your three-way, get the voice mail recording, Flash back to your sponsor (you remembered this time!), and then leave your message. Now you Flash again to disconnect the three-way, go back to your conversation with your sponsorand after another minute or two, Beep! Your recording is complete.
What happened? Sometimes, when you hit Flash to disconnect, the third line stays connected! Oops.
Heres how to guarantee that you never make this mistake.
First, after you dial the three-way call number, immediately press Flash and say to your sponsor, Back, and wait for her to say Back as well. Now you know youre together on the line.
Then, once youre finished with the three-wayregardless whether you got voice mail and left a message, or connected live and had an actual conversationpress Flash again to disconnect you from the prospects line. Then, press Flash yet again: you should hear a dial tone. That new dial tone confirms that you are disconnected. Hit Flash once more, and youll be back alone on the line with your sponsor.
I cant tell you how many times someone has called my home with a prospect on the line, only to unknowingly leave a message on my voice mail talking about me! Its hilariousand a mistake you definitely do not want to make.
How to Use Your Upline
The most common purpose for three-way calls is to create a sense of third-party validation by using your upline.
Youre on the phone with your prospect, who has already reviewed some information about your company and responded favorably. You say, Jim, can you hang on for a second? Of course hell say, Sure. Then, press Flash and dial your uplines number.
Now pay close attention: this time its a little different. Once you reach your upline, instead of Flashing right back to bring the parties together, take a brief moment to bring your upline up to speed as to who you have on the line.
Heres how I do this. I dial my sponsor, and if she answers, I say, Susan, this is Todd. You got a minute? Ive got a prospect on the line who just listened to our 20-minute live call. He says hes an 8 on a scale of 1 to 10. He has a background in sales but has never done network marketing. He sounds sharp. Can you do the call? She says, Yes, and I say, Great, hang on, and then I press Flash to bring the call together.
Note that the prospect had no idea I was bringing on my uplineand quite frankly, it doesnt matter: its not for him to decide.
Heres the second crucial mistake people make: asking permission to do the three-way call. Put that idea out of your head. You dont need to ask; you are in control. Dont ever ask for permission to do a three-way.
Now I bring back my sponsor on the line and say, Jim, you back with me? Great! Listen, I was able to grab a business partner of mine whos hugely successful in this business. This is a woman youll be working with as well. Shes a top earner and trainer with our company and one of the most respected people in the entire profession. Susan, this is JimJim, this is Susan.
The Key to a Successful Three-Way
Then I shut up. I dont say a wordI dont make a peep.
Heres the third crucial mistake people make: interrupting their upline in a three-way call. When you do, you blow the entire upline edification process.
You introduced your prospect to an upline youve built up as an expert. The expert knows what to say and do. All you need to do is sit back, listen and learn, and marvel: youre tapping the amazing leverage of the three-way call.
TODD FALCONE is a Networking University
faculty member and has been a successful field
leader for over a decade. He is also a public speaker,
trainer and personal coach to several top-producing
network marketers. He lives in Seattle with
his wife Carla and son Gianni.