Develop Directors. Want to Build Your Business?
Example 2
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“ The Packs increase product knowledge, create posture, and reinforce confidence in their decision to build. Remember this is a business of duplication, and it’s easier to recommend a pack when you have experienced one.” – Corporate Director 9 Ed Bestoso
And if you all love the products as much as I’m pretty sure you’re going to, then you’ve already got a couple people that might want to team up with you and get started.” So again, what we’re doing here is getting an enrolment under their belt quickly. We’ve found over the years that getting that first one or two enrolments builds their belief, and then it’s easier to get them moving. If we let too much time go by, even if they keep saying they want to do the business, they procrastinate, and then procrastination turns into complacency, and you just never get them going. The Value Pack Is Important MYRNA We really build our business face to face, including several in-homes a week, and we always have a Value Pack on display. Even when we’re meeting someone for a coffee, we always make sure we have the New Customer Savings Packs brochure with us. We always talk about the packs and their products during the Melaleuca Overview, so when we are closing the presentation and talking about the Value Pack, it’s not a surprise. MARK Then I’ll just say to them, “When you purchase a Value Pack, you get to try about 30 of Melaleuca’s most popular products and create your own great product experiences. And if you think about it, you are trying in one month the same amount of products it would take months to experience if you didn’t purchase the pack. My goal will be to help you earn more than enough money this month to pay for the Value Pack. So if we roll up our sleeves, it doesn’t really have to end up costing you anything.” The Art of the “Pre-Talk” MARK We teach our team how to ask probing questions of those attending a Melaleuca Overview before they begin the presentation so they have an idea of what is of most interest to their audience. We call it the pre-talk. If you’ve done a good job of showing prospective customers the specific products you know they will have a big interest in, you’ll find they can hardly wait to try them. They are ready to shop right away! You won’t be chasing them down a week later trying to complete their enrolment. MYRNA When team members are bringing guests to one of my in-homes, I ask them to text me their guests’ interests and needs so I can emphasize products that may help them. Enrolments Are More Than Sending a Link MYRNA When it comes to enroling a new customer by sending them a link, remember they are not actually enrolled until they place their order. You’ve got to slow down and help them through the process. Make sure you explain again about the Preferred Customer benefits and the Customised Backup Order because they may not remember everything from the Overview. Above all make sure enrolment is easy for them, and they are comfortable with it.
Also, there’s nothing like completing the enrolment at the Overview. When a potential customer is excited but leaves without enroling, it can be frustrating to follow up. Sometimes the enrolment never happens, but not because a person didn’t want to enrol – it’s just life.
A Strategic Approach to the First Strategy Session
Corporate Directors 3 Myrna & Mark Atha
MARK The first Strategy Session helps create urgency to get people to Director. We’ve found over the years that we can’t leave it hanging – we have to arrange it right away. It doesn’t work well to say, “Okay, we’ve got your order placed, so get your list started and then we’ll get back together in the near future for a Strategy Session.” People are busy, life gets in the way, a day turns into a week that turns into a month, and you still haven’t had the Strategy Session. So we tell new customers that there are two things we’d like them to do. We have them start their contact list (without considering who would or wouldn’t be interested), and listen to a little getting-started training we do every month for our team. It gives simple approaches and how to handle some of the common questions and objections folks may have. We schedule the Strategy Session only after they have completed these two requests. This little bit of homework helps us identify the ones who aren’t ready yet. MYRNA With those for whom the timing just isn’t right, we keep them in the communication loop with a calendar of team activities and events and make sure they are plugged in with access to everything team related. By keeping them exposed to information, they often seriously decide to build when they’re ready, and that is terrific! MARK We’ve learned that the Strategy Session really just needs to be, “How fast can we get you to Director.” Once we help them get to Director, their belief goes to the moon, and they’re mentally prepared to absorb more information and more training and make a bigger commitment. Too much information, too many training videos at once can overwhelm them. We want to just ease them down the path. Getting to Director is on-the-job training. MARK Customer acquisition is the most important thing for our business; however, if I enrol eight customers, I have eight customers. If I develop a Director, I also have eight customers, but now I have a leader too. MYRNA You know what? Enroling customers is awesome, and we do that all the time. But when you’ve got someone to work alongside and help, it truly is a really wonderful emotional feeling that is a lot like falling in love. You can hardly wait to see them; you can hardly wait to take their calls or set an appointment. Our business is so much about emotions.
Myrna and Mark develop Directors with a touch so subtle that their new business builders are only aware of feeling excited about their first enrolments and confident that they can do more. How do the Athas do it? Read on for mentoring best practices that maximize your results from the first four Critical Business-Building Activities.
Kick-Start Their Business Growth
MARK Director development is essential to success because you need to develop leadership to grow your business. We believe the key is getting new business builders off to a fast start by achieving Director. The very first thing we do is get them thinking of some names. Before we have them make their contact list, even before we’ve had their first Strategy Session, we ask, “Who do you want to talk to first about this?” Because if we can get them one or two enrolments right out of the gate in their first 24 to 48 hours – their mom, sister, best friend, someone close to them – then it’s just magical what it does for their belief. It makes them realise, “Hey, I can really do this!” They feel they can do more, so when we ask them to make their full contact list, now they tend to put everybody’s name down! Plus, when we sit down for a Strategy Session and map out how fast we can get them to Director, it doesn’t seem like it’s a big daunting goal because we’ve already helped them enrol one or two Preferred Customers. MYRNA When we talk about getting new team members moving quickly, the key word is “moving.” Sometimes builders stall a new team member from getting started because they’re in the trenches with them, saying, “Watch this, read that, write this down,” but they never actually get the new Marketing Executive moving and doing the activities that will give them confidence. MARK Sometimes a new Marketing Executive will hesitate because they want to try all the products first. They’ll say, “I can’t tell anybody about this if I don’t like the products.” We’ve found that the way to transition from this to getting them moving on the business is to respond, “Absolutely! There’s no way that you could confidently build a business if you weren’t sold on the products yourself. Who in your life is someone you trust, you do everything with, and would try the products with you so you have their feedback?
12 APRIL / MAY / JUNE | EU.MELALEUCA.COM
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APRIL / MAY / JUNE | EU.MELALEUCA.COM
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