Develop Directors. Want to Build Your Business?
Example 3
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“ A quick start becomes the story of success they will share through the years. Everything duplicates! People are attracted to someone who has actually succeeded, not someone who just says they are going to.” – Corporate Director 9 Ed Bestoso
Corporate Director 4 Erin Clark Erin doesn’t hesitate to adapt her leadership training based on the background of her Directors. Here she shares some alternative thought processes and methods that can make all the difference. Slow and Steady Is Great, but On Fire Is Faster! There is a great compound effect with creating results over time. It’s the core of building a business. Personally, I find that building speed and momentum makes it easier because I tend to like moving quickly with urgency and feeling the momentum building as I push ahead. It builds my confidence. When we get a Preferred Member launched, I take into consideration the building speed that might work best for them because I have found they are much more likely to keep going and be consistent and persistent in building their business when they find their preferred pace. On my own team, my Directors started off quickly with a little bit of ignorance on fire and just went with it! They took a deep breath and made a leap and didn’t even have time to second-guess themselves. That’s an important benefit of moving quickly – you don’t have time to come up with reasons to doubt yourself. You just follow the steps and do the activities, and confidence flows from that. Director is the first milestone, and the most important thing to remember is that it is very doable. Once a new Marketing Executive achieves Director, I say, “We’re going to do that again, all right? And as we do it again, along the way we’re going to find others who want to achieve it themselves, and we’ll teach them too!” It becomes less daunting when they think of it as a “wash, rinse, repeat” process. We should be thinking, “Who is the next person I can instill with belief so they can do this too?” Since I have personally overcomplicated this in the past, now I just focus on the fact that Director is doable for anyone, it is a milestone that should be celebrated, and it’s their first initial hunk of income. Directors
you want to convert your home to Melaleuca, you’re going to save money right off the bat with the Value Pack. Not only that, you’re going to see so much more value from Melaleuca because the pack ‘walks you down multiple aisles’ of our product store. And what I know is you will be a lot happier with Melaleuca if you experience the entire pack and may not be as happy with Melaleuca if you just order six or seven products. But most of all, I know you’re going to love Melaleuca. Customers fall head over heels in love with it!” Enrolment Requires a Process and Your Presence As the enrolment process is facilitated, the fast-and-easy element can override the heart of it, which is one-on-one involvement when a Preferred Customer enrols. Personalising the enrolment process can lose priority, especially when you have a fast-moving organisation. Just sending a link seems sufficient. It isn’t and here’s why. As leaders, we are aware that what we do duplicates in our team. The way I onboard new Preferred Customers is likely the way my team is going to do it. I make it a priority to be present and available throughout the enrolment process because when the new customer has a question (and they always have a question), I can answer it and they can continue the process. Otherwise they stop, and then it’s time for them to pick up their kids. Or they talk to their spouse who really likes Tide ® and doesn’t believe in cleaner, greener “stuff.” All of a sudden, they have objections they didn’t have before. They get cold feet or feel embarrassed because now they feel unsure, and it becomes difficult to reconnect with them. So even if you’re just texting them through the enrolment process because you’re stuck in a meeting (a worst-case scenario if ever there was one), you must be present and ready to help whether you’re sitting beside them, on speaker, or on-screen. Otherwise it can all grind to a slow halt, you’ll be frustrated, they’ve missed their
moment, and nothing turns out the wonderful way you wanted it to. Ready, Set, Strategy Session! Sometimes, part of my future Strategy Session with a new customer happens in the six months prior to their enrolment as a new customer! That is because I’m fostering that relationship and we’ve talked about their goals and they’re sharing their dreams, which is why I will be able to confidently approach them about Melaleuca. And it’s also why the Strategy Session will be the most natural thing in the world. If someone wants to build for big, fast profit, I may tap the brakes just a little. Why? Because if they don’t know Melaleuca or our products and their income varies one day, I may lose them and lose all their customers because they didn’t educate and help those customers as they should have done. It is important to factor in a chance to explore the wonders of the Value Pack, develop their own product stories, and build some solid belief. So I say to them, “I can help you make the extra income you are looking for. But what I will tell you is that you will do better if you fall in love with the products first. This is not about a business – it’s about the products. It’s about those products helping others. It’s about the amazing laundry detergent and the fantastic Tooth Polish. The best builders are customers of the products who are excited to share what they love.”
Come from Diverse Business
Backgrounds, so Erin Adapts Director Development Accordingly
If a new Preferred Customer wants to build a business, wonderful! We’re going to rock it with them. But if they are a little skeptical, unsure, or have abbackground in the MLM industry and don’t know why Melaleuca is different, I actually do the opposite. I start them as a customer and don’t talk to them much about the business. I make it very clear that my Melaleuca business is what I do and I love it, but I get them started by experiencing the products first, and I try really, really hard to help them become the best-educated customer there ever was. After about three months of falling in love with the products, it’s easier for them to understand the mission, policies, and principles of Melaleuca and understand why and how we are unique. That brief investment of time gives them a foundation of belief and confidence. It flips them to be really amazing customers who are just really excited to share what they love. Once they’re ready to roll, we do their first Strategy Session immediately and off we go. There’s More Than One Way to Promote the Value Pack I totally understand the value of buying our Value Pack. But in the MLM industry, selling packs is all they do. They shove packs down your throat. So I use and teach an approach shared with us by Senior Vice President of Sales Darrin Johnson that helps these new builders feel safe to say yes to the pack. We explain why it’s not mandatory so they will realise we are not trying to push them, only to educate them. Then I will say something like, “You are totally free to say no , but I’m here to tell you that if you decide
14 APRIL / MAY / JUNE | EU.MELALEUCA.COM
15
APRIL / MAY / JUNE | EU.MELALEUCA.COM
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