The “Take It Away from Them” Approach In this approach, before you even give it to them, you take it away. It’s effective for someone on your “chicken list” of successful people you hesitate to call because you’re worried about what they will think. “Hello, Mr. Jones, this is Jill Parker, how are you? I wanted to let you know that I recently partnered with a wonderful wellness company, and I wanted to share some information with you. Now, I’m not assuming that this is for you, [this takes it away] but I thought you might be able to point me in the direction of some families that could benefit from what we have to offer [this gives it to them]. Would you be open to meeting with me on Saturday or Monday?” This eases any pressure they may feel because it becomes something they are doing for others. This frees them to show their own interest. Quick Tips That Really Work Get an Accountability Partner Always find a way to have someone hold you account- able. Pair up with someone or join an accountability group or team. I love the whole accountability concept and the way it works on every level and at all times. Schedule Appointments with Reminders in Your Phone There’s nothing like scheduling an appointment and then forgetting it! We’re all busy. So put a reminder in your phone. Then if you happen to forget about your appointment, your phone will remember it for you! Confirm All of Your Appointments This is so important! The day before an appointment, get in touch with the person and tell them, “I can’t wait to meet with you tomorrow at 3:00!” or “I’m looking forward to our appointment tomorrow at 3:00!” It shows you are serious. Don’t ask, “Hey, are we still on tomorrow?” This gives them an opportunity to cancel or reschedule, when otherwise they would have looked forward to the appointment too! The Message That Makes Them Call You Back “Hey, it’s Jill Parker, please give me a call back.” That’s it! They will call you back, and when they do, be ready. What Do You Say When They Say No? Focus on keeping the way clear for the appointment that will happen in the future. No means no for now , so get permission to call them back. Simply say, “Can I call you back in three months [or six months]?” Time changes things with people. If you think you get a no too often, ask for help from your mentor or your team. Adjust your approach before you continue through your whole contact list.
When Performance Is Measured, Performance Improves Track Your Numbers I use the Weekly Appointment-Setting Accountability Sheet from the Download & Print Center in the Business Center on Melaleuca.com. It helps you track your attempts, approaches, appointments, Overviews, and enrollments. I love it because it makes clear what my ratios are. At the end of the month I can go through it and really get those numbers! Here’s how I optimize the Accountability Sheet. When I make my calls, I log the results. I will put their name, their why , their phone number, and the result of the call. I log it if there is no answer or if I left a message. If someone asks me to call back tomorrow, I put that in my phone with a reminder, but I also write it on the Accountability Sheet highlighted in pink so I can see it easily. When I make appointments, I put them on the sheet and add the result of the appointment. When performance is measured, reported, and rewarded, the rate of improvement is optimized. I’ll close this training with this thought: never stop! The nos are okay, they just get you closer to a yes. Our Corporate Directors may have gotten more nos than anyone, but they just kept going! Today, Babe Ruth ranks #3 on home runs in a career with 1,330 strikeouts. So I tell my team to just keep swinging the bat! Eventually you’re going to hit the ball. And sometimes, you’re going to hit it right out of the park! TP
The content of this article is an excerpt from a Convention 2019 presentation. Each Convention is packed with practical, useful, and life-changing workshops like this. Register for Convention 2020 so you don’t miss out on powerful trainings that will change your business and change your life. Plus, you’ll get early pricing when you register now! Melaleuca.com/Convention $199 EARLY PRICING
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AUGUST 2019 | MELALEUCA.COM
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