BUSINESS BUILDING
During an in-home Melaleuca Overview presentation, we smell, taste, touch, and feel. This sounds weird, but I make every single person try fish oil! I don’t give them an option. I hand them a spoon, I fill it with Omega-3 Crème Delight ®, and I basically shove it in their mouth. They all look at me like I’m absolutely crazy, and they say, “I don’t want fish oil.” But I tell them, “It would be a really bad sales pitch if I gave you bad-tasting fish oil. I promise you it’s delicious.” Of course, almost every single person says, “Oh my gosh, this is amazing. Even my kids would take this. I would take this. This is like dessert at night.” And they buy fish oil. What does that do? It strengthens their belief in Melaleuca’s wellness products, it strengthens your retention rate, and it strengthens your repeat income. So we taste fish oil, we taste FiberWise ®, we taste GC Control ™, we try Renew ® Lotion , and we smell EcoSense ® cleaners. And I’m not telling you to go buy a bunch of products. Use what you have in your home. Remember, if you’re not a product of your products, how do you expect anybody else to be a product of your products? Own the Closing How do I close? I own it. I would love to say that I was a pro when I began building my Melaleuca business, but I wasn’t. I was horrible. When I first started, I was taught that I needed to stand up in front of the room and own it. But I didn’t. At the end of the presentation, my first in-home that I hosted, I stood up, looked at the attendees, and asked, “Can I get you more coffee?” No one enrolled, not one guest. The next night I did two in-homes back to back. I asked the same question at the end—and no one enrolled. That had nothing to do with the Melaleuca Overview and nothing to do with the person who
was presenting. It had everything to do with me because I was the host. I had the relationships. It’s the job of the host and presenter to own it. Ask for the enrollment. Ask for the next appointment. You might close with something like this: “What intrigues you most? Is that what you want to start with? Great, let’s get your shopping account set up. Would you want to host something like this and share with your friends and family?” National Director 2 Sabrina Ellis is one of the best at asking newly enrolled customers to host a Melaleuca Overview presentation. Before you know it, they’re excited about sharing Melaleuca and they’re building a business! All because she asks the question.
connected, and that’s where you’re going to find those business partners you can lock arms with.
Come Prepared I’m old school. I believe in paper and pen. I believe that when we show up with our materials we can connect people to the vision of Melaleuca. We have catalogs. We have Value Pack and Home Conversion Pack flyers—two of the most important materials to have at an in-home. I also keep the immune system brochure and an enrollment form on hand. I give every single person those three things before we start. And I jokingly tell everyone, “Listen, there’s going to be a quiz at the end, so make sure you take really good notes.” I follow that with “Don’t worry—we’re not really going to quiz you, but here’s some information.” Handing out those materials makes for a really easy transition at the end of the presentation. I can say, “If this store makes sense for you and your family, fill out that form!” They’ve got pen and paper already, so there’s no awkward transition. Once they fill out the enrollment form, I help them figure out the best products to start with. Since I’ve already spent time getting to know each person, I know how these Melaleuca products are going to bless them.
Never Quit on Yourself Are you closing with the right
questions? Are you scared and nervous like I was in the beginning? It’s okay— as long as you keep going. I didn’t quit after those first 10 noes . I cried, but I didn’t quit. I was horrible at presenting! I was presenting before I was a Director 3. I talked for 45 minutes about laundry detergent, and my Overview presentation took two and a half hours. But I had to learn, and I had to fail forward. Today, we have amazing tools. We have an incredible new Melaleuca Overview that every single Melaleuca Marketing Executive can present. It’s going to take getting out of your comfort zone. It’s going to take overcoming some fears. But the heartbeat of Melaleuca is people. And it’s time that we get back into the homes and hearts of North America.
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