Shelby Ford Executive Director 6
so that she can enthusiastically talk about the products she loves from a shopping club that delivers value and excellence. If the other person seems curious, she gets their information and sends them a link. “After I enter their email address into Refer a Friend tool, I always text them and ask if they received the link,” Robin says. “Some people aren’t looking for the link to come from a company, so I want to make sure they recognize it. Then I remind them that the video is six minutes long and ask them to text me back when they’re finished watching it. That builds in a bit of urgency for them to watch the video and reconnect.”
Shelby often uses Refer a Friend as a follow-up tool. “I love to use Refer a Friend to follow up with someone I’ve presented to in the past who didn’t enroll,” she says. “It gives them a refresher on Melaleuca when I check in to see if now is a better time for them.” Some of your contacts may be reluctant to commit to a full Melaleuca Overview for various reasons. At those times, Shelby finds that sending them a Refer a Friend link might be the only way to reach those individuals. Shelby is quick to point out that even though the Refer a Friend tool is easy to share, more care needs to go into following up. “If someone enrolls through Refer a Friend, I know I need to really make sure I’m suggesting products and digging in with them to find out which products they’ll love. Refer a Friend is quick and convenient, but it doesn’t go into detail. It’s my job to make sure that the new customer gets the rest of the information.” Even though Refer a Friend is most likely to help enroll those only interested in shopping at Melaleuca, it can occasionally lead to a business builder. But that transition can only happen through thorough follow-up.
After sending a Refer a Friend link, Robin analyzes how the interaction
went. “If it’s not successful, that’s usually because I was unable to really connect with them in the conversation before I sent the link. People respond to genuine enthusiasm.” While Robin thinks it would be beneficial for every customer to see a full Overview, it just doesn’t always work out that way, and Refer a Friend can catch customers who might otherwise slip through the cracks. “If you’re hesitant to use Refer a Friend because Leadership Points aren’t rewarded,” she says, “my advice is this: don’t build your business for points. When you build your business to help others and don’t keep score, your business will grow as it should. Keep your focus on enhancing lives.” “When you build your business to help others and don’t keep score, your business will grow as it should.”
Robin Waugh-Castle
Executive Director 9
Robin has found that Refer a Friend works great for casual connections— like when you’re standing in line and chatting with someone you may never see again. Robin steers the conversation
APRIL 2022 | MELALEUCA.COM 35
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