BUSINESS BUILDING
4 MELALEUCA IN YOUR OWN WORDS I say, “I have a feeling this might be up your alley. Melaleuca is just a store. They have hundreds of products—everything from toothpaste to toilet bowl cleaner, from trail bars to coffee. It’s amazing. The store is different because all their products are nontoxic and budget friendly. Our family has been shopping there for years.” 5 WHAT YOU DO AND WHAT YOU DON’T DO “In fact, I love it so much I actually partnered with the company. Don’t worry—I don’t sell anything here. I just love that I get to help people break up with Walmart and Target and then help them switch stores.” 6 WHY THEM? “I think as a busy mom, you would love this store. And you just mentioned cheer and how expensive it is. So here’s the cool thing: Melaleuca actually pays their customers for referrals. If you end up loving the store and you refer a few friends, you could pay for things like cheer. Would you be open to taking an honest look at it?” 7 GIVE THEM A SAFE OUT “Don’t worry—if it’s not a fit for you, no hard feelings, but I’d love to show you.” You can do that. Just say the words. If you don’t say anything then you help nobody, right? With social media, if you’re paying attention you’re going to see the need all day long. Recently I saw a post in my newsfeed asking how to get gum out of hair. Do you know how excited I was to see that on my newsfeed? Here’s what you might say. Remember to address the elephant in the room. Ask and then pause. “Hey, my friend, I know we haven’t chatted in a long time and I see you almost every
wall to come down a little bit right away, so I say it’s just a store.) “They have over 400 products—everything from toothpaste to toilet bowl cleaner. Everything in the store is nontoxic, and our family has been shopping there for years.” Now, that creates relatability because everybody goes to the store.
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GIVE THEM A SAFE OUT I have to do this every time I approach somebody now. Give them a safe out. People are worried about getting backed into a corner or getting pressured. So I say, “If you take an honest look and it is not a fit for you, don’t worry, you’re not going to hurt my feelings. You don’t have to hide from me at the grocery store next time you see me. You don’t have to avoid me on Facebook. It’s all good.” And that really does help. IN PRACTICE Let’s bring it all together and practice a quick in-person approach. People are craving personal interactions again. The challenge is noticing when you’re in a position to have that personal approach and then acting on it. Just do it now. It’s better to have a no than to have regret. Imagine I’m sitting in the airport next to a mother and we’re chatting. I learn that she has three kids and her oldest was just accepted onto an exclusive cheer team. 1 LISTEN She says, “Nobody ever told me how expensive cheer was.” Right now I get out of my own head, and I connect to the Mission Statement. This is not about me ; this is about her . 2 THE ELEPHANT IN THE ROOM I might say, “Okay, I’m never going to see you again, so this might sound random, but...” 3 ASK, THEN PAUSE “has anybody ever shared the Melaleuca store with you?” When she answers, “No, what is it?”
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WHAT YOU DO AND WHAT YOU DON’T DO
The next step is to tell them what you do and what you don’t do. Lately this one has helped me in setting the appointment because they’re sure that you’re about to pitch them a cheesy MLM like a used car salesman—and my dad is a used car salesman, so I’m allowed to say that with all my love. I say things like, “I love that I get to help people break up with Walmart and Target. I don’t sell anything, so I don’t pass out catalogs. I don’t take orders. I’ll never need your debit card. I just get to show people the store and how it works.”
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WHY THEM? Tell them why you thought of them. People don’t care how much you know until they know how much you care. Let them know why you thought of them.
38 JULY 2022 | MELALEUCA.COM
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