BUSINESS BUILDING
BUSINESS BUILDING
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THE WAY FORWARD The Seven Critical Business- Building Activities are designed to help you develop Directors repeatedly. As you continually add names to your contact list, set appointments, present Melaleuca: An Overview , and follow through with the other Critical Business- Building Activities, you’ll have all the cards in your hand to develop Director after Director.
GETTING STARTED When you enrol someone who says they are interested in building their own Melaleuca business, you just might have a new business partner on your hands. What a boon! When a new enroler indicates that their level of interest in building a business equates to a Category 2 or 3, that’s really exciting. But what comes next?
STRATEGIC MANEUVERS
KEEPING SCORE “My enroler Corporate Director 9, Ed Bestoso, has always taught that the guy with the most Directors wins,” Jeff says. “He’s a great example of that, and I’ve taken that to heart as I’ve built my Presidential Director business. The way to build a solid business and enjoy Melaleuca’s generous repeat income is to develop as many Directors as you can – and teach your Directors to do the same. That’s all it takes to win here. And by winning here, you’re helping others win too.”
Strategy Sessions are always held privately with the new enrolee – no group meetings here. In-person Strategy Sessions are the most powerful. Follow up on the Foundations video, review their contact list, and see that they’ve placed their order. If they haven’t completed the tasks, reassess their participation category. If they still say they are a Category 2 or 3, recommit them to the pending assignments. A real Category 2 or 3 follows through with action! Set a completion date and ask how you can best support them. “If the enrolee questions their participation level,” Jeff says, “that’s okay. Remind them that you’re there and ready whenever they are. Don’t strain your relationship. Remember that 81% of enrolments result in loyal shoppers who never refer Melaleuca – and those shoppers are what create powerful repeat income.” Once your enrolee has completed their assigned tasks, it’s time to race to Director. Here’s what your Strategy Session should look like. • Discuss their why • Set goals that align with their Category participation level • Create a plan to reach those goals • Discuss the Pacesetter Program • Map out a strategy to achieve Director 3 in Pacesetter Timeframe • Schedule their first Overview • Train them on approaches and have them make their first approach while the two of you are still together
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A NEW PARTNER Your new Customer has decided that they are a Category 2 or 3 because of the Melaleuca Overview you presented. You successfully showcased the value of a Melaleuca Membership and the strength of Melaleuca’s customer referral program. You’ve gotten your enrolee dreaming about extra income. They are already thinking about who they can refer, and they believe they are capable of building a business – they wouldn’t identify as a Category 2 or 3 otherwise.
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THE STRATEGY Creating momentum for this new enrolee is important, and timing is critical. The first emotions of excitement are powerful and important – but they are also fragile. Self-doubt goes hand in hand with trying new things. And the clock is ticking before some Negative Nancy tells your new business partner that they are foolish for even trying. You are your new partner’s first cheerleader, and you may even be their only cheerleader for a while. The goal is to get your new enroler to Director as fast as possible. Just by taking a few immediate actions, you can fan the spark of excitement into a flame of commitment that a breeze of doubt can’t snuff out.
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EVERY SUCCESS STORY HAS A BEGINNING As soon as your new enrolee tells you they are a Category 2 or 3, it’s your turn to move. First, schedule a Strategy Session to take place within the next day or two – no more than 48 hours after the Overview. Once that is scheduled, give your partner these three tasks: 1. Place an order. 2. Watch the Foundations video. 3. Start a contact list with a very minimum of at least 20 names (many Marketing Executives challenge their new partners to come up with 50 or even 100 names for their contact list). Tell your enrolee that they need to accomplish these tasks by the Strategy Session. A clear time line and expectation of accountability will increase success. And remind them that you’ll help them every step of the way and that you’re ready to go at whatever speed they set for building their business.
LEVEL UP AND REPEAT Assist your new business partner as they continue to make approaches, hold Overviews, and learn the rest of the Seven Critical Business-Building Activities. With just eight enrolments, they’ll become a Melaleuca Director! As they repeat the process, they’ll continue to level up – and you and your new partner will also help their enrolees level up to Director and beyond. “Never lose sight of developing Directors,” Jeff says. “That is the only way to grow your business. If you get really good at getting a new enroler to Director, you can help some of them move to Director 3 and your business will grow forever.” LH
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TIME TO TAKE ACTION Now your new business partner knows what to do. They may be ready to do their three tasks right away with you next to them after the Overview. Or maybe they’ll need to work on them independently. Just offer your support and get excited for every step they complete.
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24 JULY / AUGUST / SEPTEMBER | EU.MELALEUCA.COM
JULY / AUGUST / SEPTEMBER | EU.MELALEUCA.COM 25
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