BUSINESS BUILDING
LISTEN FOR THE LOVE
PROMOTE THE PRESENTER
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Sabrina encourages her team members to record their approaches and listen to them. “You want to get really good at your approach,” she says. “You want to approach in your own voice. You’re not regurgitating a script; you don’t want to be somebody that you’re not. When you listen to your approaches, you’re not listening for the quality of the approach. Can you hear the care that you have for that other person? If someone left you that voicemail or voice text, would you say yes to that appointment?”
One approach that is easy for beginners is promoting the presenter. “In the beginning, I didn’t know how to approach potential customers, so I made it all about the presenter,” Sabrina says. “That took the pressure off me. I would just say is that my friend Sherry is a physical therapist and has given us some wonderful tips that have helped us in our health and that we are having a few friends over. Then I would ask, ‘Would you be open to coming and meeting her? I think you’ll love some of the things she’ll share with you.’ After an approach like that, you can then offer the two dates that you’ve put on your calendar.”
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GETTING A NO IS NOT THE END
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NO BITS AND PIECES During an approach, it’s common for a prospect to ask questions about Melaleuca. Because a prospect might stereotype Melaleuca without seeing the full picture, it’s best to avoid giving a “mini Overview” during an approach. So how do you field questions a prospect might ask? “I say, ‘I don’t want to give you bits and pieces,’” Sabrina says. “‘It’s something you have to see for yourself.’ You could also say, ‘I want you to see this the way I saw it. I don’t want to butcher it. You really have to see the whole thing.’ Have an answer prepared when they start asking questions.”
It helps a lot of Marketing Executives to think of building a business as a numbers game. While it is statistically unlikely that 100% of all your approaches will result in a yes , it’s also statistically unlikely that 100% of all your approaches will result in a no . Each no will get you closer to a yes . And each no is an opportunity to evaluate your approach. Sabrina asks that each of her team members reaches for the phone to call or text their support team when they get a no . “Let’s dig into it,” Sabrina says. “Be open to hearing constructive criticism and see how that could be addressed differently next time.” This has been a game changer for Sabrina and her team. Everyone is able to support each other and learn from each other and then succeed because of that. LH
STRATEGIZE FOR SUCCESS
As you continue to follow the Seven Critical Business-Building Activities and help your team members do the same, your business will grow. You’ll maximize the potential of each Category 2 and 3 you enroll and see an influx of Directors and above in your business.
A good Strategy Session will leave your new enrollee with clear direction on what to do next. They’ll feel prepared. And despite having feelings of insecurity, they’ll feel empowered by your partnership and your commitment to them.
MAY 2023 | MELALEUCA.COM 39
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