BUSINESS BUILDING
Fundamentals You’ve got to know how to close your Melaleuca Overview. You have to close with posture and ask them where they are at. Once I’m done giving my complete Overview, I stop on the slide that lists the three categories. I tell them the following: The most important thing is that you see value in being a customer. And if you do, you’ll fall into one of three categories. CATEGORY 1 means you’re a happy shopper. You want the Member discount, the free $100 in Loyalty Shopping Dollars, and the great products. CATEGORY 2 means you want to shop and can also see yourself sharing Melaleuca as a part-time referral business. Maybe you’d like to make an extra $500 or $1,000 a month. CATEGORY 3 means you want to shop and can also see yourself sharing Melaleuca more significantly. Maybe you’d like a monthly check for $5,000 or $6,000. Think about where you see yourself today. And just so you know, if you think you’re a Category 2 or 3, all that means is you’re going to meet with me and we’re going to answer your questions. It’s not saying you’re going to do it and we’re going to kill it together. That’s too much pressure for a new person. We’re just going to talk about what a Melaleuca business looks like and answer your questions. Timing After the Overview, their Strategy Session should be scheduled as soon as humanly possible. I won’t ever do a Strategy Session on the same day as an Overview. That’s too much for anyone’s brain to absorb. But schedule the follow-
up within the next two or three days. The more time that goes by between their enrolling and their learning more about the business, the more their initial excitement dwindles. Finding Their Why You’ve got to figure out what somebody needs and why they need it. But I would be very careful about asking, “How broke are you?” That’s super awkward. So here’s my approach to get at the same information: “I’m going to ask you a question. It’s going to be a little weird. You’ve probably never been asked this, but be honest with me. If you could pick a dollar amount that would come into your household every month no matter what you did, what dollar amount would really simplify your life?” And then you don’t say anything. You don’t give any advice; don’t blurt out any numbers. You just wait. And you’re going to see them start to think. Then they’re going to give you a number. Over the last two years it’s gone up—it’s almost always $8,000 to $10,000. Then they’re going to start listing out all these reasons that they need it—and that’s wonderful. Meanwhile, you’re writing down all of their whys so you can bring them back to their dream as you’re helping them build their business. Status Milestones During a Strategy Session I only talk about two statuses. I talk about Director 3 because I want them to become a leader, and I talk about Senior Director. While Senior Directors have over 400 shoppers in their organization, I focus on the average 36 to 40 personal enrollments it takes to get there. Focus on the simplicity of the business and the clear path to reaching their goals.
there, that person might not be totally honest with you. The intimacy starts to create a friendship. When I meet with somebody and show them how this business could potentially change their life, we’re probably going to be friends soon. We’re going to be working together a lot. So you really want to meet with them as if you’re starting a friendship. Your Objectives Try to accomplish these three things in every Strategy Session: 1. For starters, you want them to know you aren’t going to let them down. If they say, “I want to do this—I’m ready,” then they need to know walking out of that Strategy Session that you’re going to show up. Giving them that confidence should be a primary objective of your Strategy Session. 2. The next goal is to get them dreaming. How many of you have observed that Americans have stopped dreaming? It’s almost like we’re stuck in the okayness of where we are at. When you dream, that’s when everything can change. And it’s not only for the person you’re talking to. A dream could change a lot of other lives too. 3. The last thing is to get them
moving forward. At the end of a Strategy Session, I set an
appointment approximately two to three days later. I give them some homework, and then we talk again. Whether that conversation happens in person, on the phone, or in a video chat doesn’t really matter at this point. You already have them interested and dreaming. But it’s important to talk about their next steps. What is the game plan?
32 AUGUST 2022 | MELALEUCA.COM
These results are not typical. Consult the Annual Income Statistics on page 58 for typical results.
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