to even decide that they want to build a business during the initial Overview presentation,” John says. “If you get good at setting strategy session appointments, you’re going to get business builders out of Category 1 enrolments—I see it happen all the time.” 2017 Marketing Executives of the Year and Executive Directors 9 Jordan and Krista Wineinger have learned firsthand from John how well- executed strategy sessions develop leaders, and they have duplicated the practice in their own organisation. “Want to know a secret? Why Krista and JordanWineinger had so much growth this past year and were named Marketing Executives of the Year?” John asks. “They do more strategy sessions than presentations. They check their M.O.R.E. report organisation gets a strategy session. Whether there are 5 or 50 new customers in a month, they are psychotic about making sure each one gets a strategy session.” 3 Develop your strategy session approach If Overviews are how we enrol customers, then Strategy Sessions are how we enrol business partners. “Setting an appointment for a strategy session is just as important as setting religiously to make sure that every new category 2 or 3 enrolment in their
While checking the Category 2 or 3 box isn’t a commitment, it is an indication of interest. “They’re telling you that if it’s safe and if you show them how, they might do something,” John says. And the strategy session is where that happens.. We practice our approaches for setting Overview appointments. Practice your approach to schedule a Strategy Session with as much dedication. Train your team to do the same. Hare are approaches John trains his team to use: Approaching category 2/3 customers “I noticed you selected category 2 or 3. What I like to do with all my category twos and threes is get together over coffee and show you the details. I’m not saying you’re going to build this thing. I’m not even saying you’re interested. My thought is, let’s get together and I can show you that if you were to do A, what B looks like. Because I think it’s really valuable to know what you’ stand to get out of this before you even spend one minute of your time.” Approaching a customer who wants to try the products before having a strategy session “Of course you want to try the products—that’s awesome. I think it’s really valuable for you to know what you’re in for should you decide to refer the products someday. So let’s meet tomorrow for 45 minutes and I can show you the details for whenever you’re ready.”
1 Have the right mindset It’s essential to have the right mindset during your strategy sessions. If you are harbouring any doubts about yourself or your new enrollee, you’re in for an uphill battle. “When you start a strategy session, you have to believe that you’re sitting across from your next Senior Director,” says John. “Believe that if you talk to them, they will engage. That if you meet with them, it’s game on. This kind of posture needs to be there.” 2 If you have the mindset that everyone you hold a strategy session with will become a successful, reliable business partner, you would never skip one. Besides, every new Preferred Member deserves the chance to see what Melaleuca’s business opportunity has to offer. “Everybody gets a shot,” John says. Meeting with Category 2 and 3 enrollments is crucial, but that doesn’t mean you should assume Category 1 customers have zero interest. “Not every new customer has the foresight or the wherewithal Never skip a strategy session
What is it that’s so important about strategy sessions ? When a new customer checks a category 2 or 3 box on the enrolment form, it’s exciting. But don’t put the cart before the horse—you don’t have a new business partner just yet. “Checking a category 2 or 3 doesn’t mean anything,” John says. “It might mean you gave a really good presentation and they’re excited, but it doesn’t necessarily mean they’re committed or even interested in building a business. That’s what the strategy session does—you get in front of somebody and you get a commitment from them.” There’s a reason that holding strategy sessions is one of the Seven Critical Business Building Activities . That’s when the commitment happens and you schedule action as new partners. You can’t build a business without them. You should hold a strategy session with every new customer within the 48 hours. But how can you make your strategy sessions more effective? John shares eight key points he teaches his team to more effectively create new leaders during strategy sessions.
an appointment for an Overview,” John says.
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JULY 2017 | MELALEUCA.COM
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