What Does a Great Product Approach Sound Like? Have Them at Hello You don’t want to sound like you’re reading an approach, but you do want to have a feel for what you want to say. A product approach would go something like this: “Hi, Sue, how are you? Let me tell you why I’m calling.” That opening is very important. You might think, “I’ll just act like I want to find out how their kids are doing and then I’ll slip in a Melaleuca approach.” In my experience, it can really go downhill from there because let me tell you, I’ve tried it, and it just feels so awkward! So I always say up front, “Let me tell you why I’m calling.” Give Your Reason for Calling “I recently started shopping at the largest online wellness shopping club, and I thought of you because… ” People love that phrase, “I thought of you because.” They feel complimented! Your reason for calling will be their need you made a note of on your contact list. “ I thought of you because I know you have small children, and Melaleuca specializes in helping families create healthier homes.” Offer to Share Information “I would love to share some information with you.” Don’t say, “I would love to tell you about it,” because they may say, “So tell me now.” You don’t want to do that. You want to set an appointment and take them through the whole Overview so they get all the information. Give Them a Choice of Two Days and a Time Two choices of day and time help lead them to a yes. You can say, “Are you available on Tuesday or Thursday at 7:00 p.m.?” or “I have this date and time available
to college. They’re wondering if they will have Social Security. Many millennials don’t want to have a boss, and many would prefer to be entrepreneurs. Make the Time to Make the Call Have a set schedule for making calls. This is not the time to be thinking you should do the laundry or cut the grass or organize the pantry. Don’t fall for your own excuses, like, “They’re probably having dinner now.” Be sure to have a calendar in front of you. If someone else is doing the Melaleuca Overview for you, know their availability. You don’t want to have to postpone confirming the appointment because you have to call and ask your presenter if they are available. Decisions to Make Before You Call Do you need to send them something first, like the link to a product website? What are you inviting them to? An in-home? A one-on- one? A video conference? Most importantly, are you going to make a product approach or a business approach? I choose my approach based on my contact-list notes about their needs. Preset Your Mindset The first thing is to focus on your mindset before making the approach. Find a quiet place where you’re not going to be distracted. Close yourself in. Because mindset and posture are connected, remember you have something great to offer! Just look at all of this good information that we’re getting here at Convention—all the new products and new services. We should feel like, “I can’t wait to call someone and share this with them!” If you’re thinking, “Oh my goodness, I’ve just got to force myself to make these calls,” it will come across that way. Make sure you’re feeling your best because people can hear your smile over the phone, and they can tell how you feel.
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AUGUST 2019 | MELALEUCA.COM
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