BUSINESS BUILDING
SCHEDULE TWO MELALEUCA OVERVIEWS
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The first thing Sabrina does in a Strategy Session is pull out the calendar and schedule two days where she will present Melaleuca: An Overview . “I start out saying, ‘Since we’re together right now, let’s go ahead and put two dates on the calendar that work for both of us to share Melaleuca with your friends,” Sabrina says. Scheduling these dates accomplishes three things. First, it gives your new partner confidence that this business is real and you’re taking it seriously. Second, your new business partner now has a “deadline” for making approaches and extending invitations. Third, having established dates is helpful during an approach. A prospect is more likely to commit to an Overview when presented with two distinct options. Rather than vaguely asking what is good for them, you will get more commitment by asking, “Is Tuesday evening or Saturday morning better for you?” CONTACT LIST Most enrollers task their new enrollee with creating a contact list before the Strategy Session. But what if your enrollee doesn’t come to the Strategy Session with a contact list prepared? Sabrina says this happens to her about 70% of the time. “If they say they don’t have their contact list yet, tell them not to worry,” she says. “Tell them, ‘You know what? Today I haven’t added to my contact list either. So let’s take five minutes, and we’ll both add names to our lists.’ And in five minutes, they’re holding their list up for you to see. Their posture changes, and they’re excited about it. They’re realizing this isn’t as hard as they thought it would be.”
CHOOSING YOUR WORDS
A good Strategy Session will help your new team member feel confident about approaching others to invite them to the Overviews you’ve scheduled. Sabrina takes this time to talk about word choice. “I like to start off by saying that we are not apologizing, and we’re not asking for a favor,” Sabrina says. “I even work that into my approaches. I will actually say, ‘I’m not asking for a favor. I have something I think will be a blessing to your family.’” If an approach involves an apology or asking for a favor, the value of the message is immediately undercut. Sabrina also educates her team to avoid the word interested . Replace it with the word open . So instead of asking a prospect if they are interested in learning about a shopping club, ask if they are open to learning about a shopping club. Most people value being open minded and open to new ideas, so they are more inclined to accept an invitation presented this way. “We don’t use the word sell because we don’t sell anything,” Sabrina says. “Melaleuca sells things. We educate and market for Melaleuca, but we don’t sell .”
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38 MAY 2023 | MELALEUCA.COM
These results are not typical. Consult the Annual Income Statistics on page 58 for typical results.
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