M A R I A MO S C A ’ S F AV O U R I T E WAY S TO B U I L D H E R C O N TA C T L I S T “If you keep adding to your contact list, it won’t be a matter of ‘Who can I call?’ but ‘Who can I call first?’”
easy for one week without making any calls to turn into two weeks, and then three. If you find yourself in that situation, it’s time to set up an appointment team. Maria suggests getting together with at least one other person, then each going to a different room to make calls. And no one can come out until they have booked a set number of appointments. Maria and her husband like to make it fun by turning the gathering into a pizza party with a catch. “You can’t come to the table and have pizza unless you have booked at least five appointments.” Success can quickly snowball with this approach. If a team of four meets every other week, and each person sets five appointments at each meeting, each person will have ten appointments for the month! More than that, the group will have forty appointments. Success is bound to follow statistics like that. GIVING OVERVIEWS W hen it comes to presenting Melaleuca: Delivering Wellness , Maria prefers an in-home environment with a group of people over one-on-one appointments. “It leverages your time. You are going to need about twelve appointments to secure eight enrolments. So you can develop a Pacesetter Director by doing about twelve appointments or you can do that in one to two in-homes.” In addition to that, Maria says you can’t beat the synergy and excitement that comes from a group. Potential customers sample the products and get excited. They think of friends they know who would love the products. Maria and her team schedule action with all new customers, encouraging every new customer to host an in-home to share Melaleuca with their family and friends. “It’s fun!” Maria says. “I’m telling you, it creates so much more energy and excitement. It keeps going. It creates momentum and it duplicates. Try it. You are going to have greater success and you’ll see more growth in your organisation as well.” PROSPERITY FOLLOWS PURPOSE M aria’s story shines a spotlight on formula, no magic charm, or “big fish” business partner who will is going to make it happen for you. The small things, done consistently and with purpose, will result in growth and success . the power of building your business with purpose. There is no secret
REVISIT YOURMEMORY JOGGER LIST You probably did this exercise when you first developed your contact list, but it’s worth revisiting from time to time. “I have a memory jogger list on my desk all the time that I refer to,” Maria says. “I meet new contacts all the time that might fit a description on that.” SOCIAL MEDIA Social media allows you to reconnect with friends, classmates, and colleagues you have lost touch with. Facebook groups are a great way to meet new potential customers with common interests. “I’m part of my high school group, my college group, even my former corporate job has a group page that I’m part of,” Maria says. “It’s great for rekindling relationships and starting a dialogue.” GO BACK TO YOUR ‘NO’ LIST Reach out to those you have spoken to in the past who said no. “Timing is everything,” Maria says. Her good friend Lynda Sohal is a great example. “She said no 16 years ago. That was okay, she was still my friend, she was still in our wedding party. The timing was right for her now and four months later she’s a Senior Director 4.” Don’t write off those who say no. Keep the relationship you have developed and after some time, let them know that somuch is happening at Melaleuca and offer to share all the updates with them. JOIN GROUPS Join a social group that shares an interest with you. Book clubs, volunteer organisations, walking groups, classes at the gym, Meetup groups, coffee clubs, sports, community groups, the Chamber of Commerce, Toastmasters—and any kind of association. In order to expand her contact list, Maria joined a Chamber. “Nothing is scarier than walking into a room full of 150 to 200 people you don’t know. I’ve met so many great friends from joining the Chamber, business partners and customers, all because I got out of my comfort zone.” ASK FOR REFERRALS “Ask for referrals from everyone, even your current customers,” Maria says. “They’re happy being shoppers here at Melaleuca.” They might not be interested in being a Marketing Executive, but chances are, they know someone who would be great to partner with.
AND ABOVE ALL ELSE… “Don’t prejudge,” Maria says. “Just add everyone!”
*Results vary. For typical results, please consult the Annual Income Statistitics.
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MAY/JUNE 2016 | MELALEUCA.COM
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