METHOD 5 Directors and Above Building Solely Through Cold Markets —Some Directors and above build their businesses by picking up business cards or by purchasing leads. Sometimes there’s a greater investment with this type of building —leads can cost as much as $10 per lead—but a small number of business builders nonetheless find this to be the most accessible method for building their businesses. On average, one in every 20 potential customers contacted this way will set up an account and become a Preferred Customer. So the percentage of enrolments to contacts by this method is 5 percent . TAKE A LOOK AT AN EXAMPLE Suppose you want to advance from having no customers to Senior Director status. How many contacts would that take? Using the data described here, you and your organisation would need to contact the following number of prospects in order to achieve that goal: Using Method 1 , working with new category 2 and 3 leaders to set up accounts for their refrigerator lists, it would take, on average, at least 571 contacts. Using Method 2 , working in the warm market, it would take, on average, 1,200 contacts. That number for Method 3 , the referral market, would be about 800 contacts. For Method 4 , targeted marketing, it would be 3,200 contacts. For Method 5 , cold contacting, it would be around 8,000 contacts. My purpose in sharing this information with you is not to tell you how to build your business. That decision rests with you and depends on your preference. Rather, I’m sharing this information with you so you can set proper expectations for new or existing business builders on your team. Regardless of how they build a business, they’ll have to face an occasional “no” from potential
customers they approach about Melaleuca. They will avoid some heartburn (if you know what I mean) and frustration if they know what to expect from the beginning. However, having seen the data, I would like to make just one recommendation: If I could go back and look at one of these techniques to implement in my own business, Wendy and I would have asked for more referrals. Asking for referrals, which carries a 50-percent enrolment-to-contact percentage, is an untapped opportunity for any business builder! If there’s one area we can clearly do better in, it is asking for referrals. In the months ahead, go to your team, to your customers, and even to those on your contact list who have previously said “no,” and ask them if they know anyone else who might benefit from Melaleuca’s exceptional products. Use referrals to significantly accelerate the growth and development of your business.
Percentage of Contacts to Enrolments
Method 1—70%
Method 2—33% Method 3—50% Method 4—12.5% Method 5—5%
0 10 20 30 40 50 60 70
25
DECEMBER 2015/JANUARY 2016 | MELALEUCA.COM
Made with FlippingBook Online newsletter