When we find that people engage in the moment but then struggle later on, to either keep their commitments, or allow you to continue following up and serving them, the first thing we want to do is release any anxiety that we are personally feeling or bringing to the situation, because it has nothing to do with you. Ninety or more percent of the time when we are excited about a result, and then we see it slipping away from us, it causes us to start bringing disapointment and other judgement into the circumstance which then starts inhibiting us from seeing things as they really are. This is one of the big challenges in staying focused and intentional in what we're getting.
Now, there's always a reason why someone will drop the ball. First thing you need to understand is that in many cases you're eating, drinking, living, and sleeping your business opportunity, the products, and services you're sharing with everyone else. The majority of the population has no idea what this is about. They don't know you, they don't know your company, they don't know your products and services. So in a very brief encounter, it's very difficult for them to connect all of the dots that are necessary for them to care, because we are still talking about something that is about you, or your products, instead of it being about them.
The most vital thing we can do in a contact, whether it's with a sample we are giving or other interaction, we want to make it about them as quickly as possible. We can do this in a couple of ways. Number one: if I give someone a sample or an offer to engage in my services, to try it out and see what it's about, I want to get inside of their mind. I want to capture their imagination with possibilities. So if this was a health product, I might say, "I'm so excited to give you this product. Now tell me: what are the things you are most likely to use this for?" Now, she may say, "well given what I just saw in your short presentation I would probably use it for A, B, or C". It gives you a chance to find out where their head is, and if they are connecting it to a personal need or not. If they're drawing a blank or they say, "I'm not sure how I would use it," this gives you a chance to now ask them a high yielding question: "If you could change anything about your health, what would it be?" And then let them talk.
This doesn't automatically presupose that any problem that she has will be solved by my product. And I have to be careful not to pass that judgement or assume that I can solve everybody's problems, because I can't. Generally people that take that approach, find themselves getting frustrated because they're running around trying to stretch the truth about what they do have. But in this case, you're giving them a chance to talk about their issue- what might be challenging in their life. The answer could be anything from a physical ailment that they would change, to them saying "Well there's nothing wrong with me physically." To which you could say, "Ok great! If there is anything in your life that you could change, what would it be?" Which gives them a chance to open up with you and tell you if there is something in their life that they would like more or less of, or something better.
This entire process of asking questions is to simply connect dots for them, so that it can start being relevant to them. If you don't make any connection to something relevant in their life, they cannot move forward with you because there won't be enough active energy to do so. Within 24 to 48 hours after they leave, either in the event where they were interacting with you, or after the moment when you were interacting has passed, they have forgotten almost every emotion, every fact that they've been given; it's just completely gone. And so now when you're calling them back, it's not that much different than a telemarketer, who often is viewed as being very intrussive to their time. And then they can mark your number and say I'm not going to take calls from this number. It's too easy to cancel you out.
Keep in mind that when you're interacting, make it about them as quickly as possible so that there's a connecting point. Then if there is a follow up after the event, make sure it is as soon as possible because the memory diminishes very quickly. When you follow up, bring that connecting point back. "Hey, Marylin, do you remember when we were talking and you said that you would love to not feel that pain every morning when you wake up?" Or what ever it is that she shared. And now you can recreate the moment, and keep asking questions towards being invited to being a part of their solution.