Approaching

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Approaching

• Setting the Appointment

Executive Director II Barbara Larrabee
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I have my contact list together, now what?

• Critical Activity 2
• The next step in the process is to call your list
  of names and set appointments with them to hear
  and see the Delivering Wellness Presentation.
• Only then, can they make an informed decision
  about being your customer.

3

• First Things First Prepare to Make Calls

• Phone numbers
• Sincere compliment or recognition
• Calendar at least (3) dates/times
• Activity Tracking Form
• Quiet place and a phone

4

• Approaching What is the GOAL?

• Set an appointment to hear/see a Delivering
  Wellness Presentation.
• In-home meeting
• Webcast
• Online/phone presentation
• Standing presentations
• One-on-one/Two-on-one
• Conference Call presentation
• You are NOT calling them to give a presentation
  at this point.

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Check Your Posture
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Improving your Posture

• Self-confidence- What you are capable of doing.
• Team up,attend trainings, product of the
  products, stay plugged into your business.
• When doing an approach-
• Stand up, smile, practice in a mirror, role play,
  3-way call.

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Improving your Posture

• Self-esteem- How you see yourself.
• Become aware of how you see things.
• Take inventory of your own belief system.
• Your head creates your world.

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Rules to the Approach

• Objective is to get the appointment- not give a
  presentation.
• Have a sense of urgency and be brief. If
  followed, you are less likely to break rule 1,
  above.
• Tell them why you are calling them by paying them
  a sincere compliment.

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The Sincere Compliment

• Why do you like this person?
• Why are they on your list?
• What is the image that they are portraying?
• For what are they recognized or known?
• It must be about them, exclusive of the Melaleuca
  opportunity or their health issues.
• It must be positive and real.
• It gets their attention.
• It answers the question in their mind, So, why
  are you calling me?

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Rules to the Approach

• 4. Remember to say that it is Melaleuca. Have a
  simple description of Melaleuca ready, ie 
• Its a WELLNESS company and they manufacture
  products that we all use everyday, but they do it
  with an emphasis on health, wellness and
  prevention.
• (Get this part down because you may need to
  repeat it if they want more info.)

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Rules to the Approach

• 5. Have (3) key dates/times of presentations that
  you going to offer to them.  
• (Have a plan B ready.)
• 6. Avoid yes/no questions in the invite. Use
  either/or questions. Which works better for
  you, Tues or Wed?

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Rules to the Approach

• 7. Thank them and let them know how much their
  attendance, support, opinion means to you.
• OK, great! It really means a lot to me that
  youll be there.
• Tell them that you will be calling again to
  confirm.

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Putting it All Together

• 1. Hello (their name), this is (your name)
  how are you? I just wanted to give you a quick
  call so I hope I caught you at a good time Do
  you have just a minute- I want to ask you
  something.
•  
• 2. I dont know if you realized this but I
  started shopping with a wellness company and I
  was so impressed with the products that I decided
  to start working with them. Its called
  Melaleuca- have you ever heard of it?
• 3a-If yes then enthusiastically ask them
• Are you a customer, too?
• Or
• Tell me, what do you know about them?
• 3b-If No then explain (and memorize) the
  following
• Its a WELLNESS company and they manufacture
  products that we all buy and use everyday, but
  they do it with an emphasis on health, wellness,
  value and prevention.
•  

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Putting it All Together

• 4.I thought of you right away because
  ___________ -fill in the blank with a sincere
  compliment or recognition of who they are.  
•  
• 5. Id love to show you what Im doing and get
  your thoughts. I am hosting 2 events for a small
  group of friends to attend wellness presentation.
  One of them is on (Day/date) at (Time) and the
  other is on (Day/Date) at (Time), and I was
  wondering which time would work better for you?
•  
• Then be quiet!!! They will either tell you which
  time or they will ask you
•  
• 6. What is it again?
• At this point you repeat 3b (below)
• Its a WELLNESS company and they manufacture
  products that we all buy and use everyday, but
  they do it with an emphasis on health, wellness
  and prevention.
•  
• and add this
•  
•  

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Putting it All Together

• I realize it may not be for you- youre smart
  and can determine that for yourself, however, 
• I know that you know other people that will
  benefit from hearing about what I do (pause) and
  I think that youll be much more comfortable
  referring them to me once you understand what I
  am doing.
• 7. So, I was wondering if either (day) and
  (Time) or (day) and (Time) would work better for
  you?
•  
• (If neither time works but they still have not
  said NO, switch to backup plan B)
• 7a. We dont need to make this a big formal
  thing. Why dont we look at our calendars and
  set up a time that works for both of us? We can
  do coffee or a webcast. (Pick 2 more options and
  give them in the same fashion as before.)
•  
• 8. Always thank them for their time and explain
  how much it means to them that they are coming or
  meeting with you.

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Easy Business Approach

• Have you ever heard of Melaleuca, the Wellness
  Company?
• I work with them and am looking for good people
  to expand/build my marketing team. You were one
  of the first people I thought of!
• Would you be open to looking at a way to make
  some extra income from home?
• I have Tuesday at 900 a.m. or Wed at 300
  available, which one works best for you?

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Other Home Businesses

• Hi Gloria, this is (your name). Im calling
  you because of your experience with (company
  name). Do you have a few minutes? I would love
  to work with someone like you! Would you be open
  to looking at a way to generate some extra
  income? Something that might compliment what
  youre already doing?

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Are You Really Nervous?

• Try the favor approach
• Can you do me a favor? Ive just started a new
  home business and would love to show it to you.
  Can we get together this week so I can show you
  what Im doing? I really value your opinion. (or
  . . .It would mean a lot to me if you would take
  a look)

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Referral Approach

• Hi Jim, its We dont know each other, but a
  mutual friend .., suggested that I give you a
  call.
• We were chatting about business and I asked him
  who he knew that was smart, entrepreneurial, and
  open to new ideas and he suggested that I give
  you a call.
• If you are open to meeting for coffee I would
  love to show you what I do.
• Whats your schedule like in the next couple of
  days?

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Objections or Mela- what?

• What is it again?
• I would but those times/dates arent good for
  me.
• Is that like Amway, Arbonne, Herbalife, etc.?
• No.
• I dont really have the time.

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Objections or Mela- what?

• I already use the products.
• I was a customer once, but
• Can you tell me what its all about, now?
• Remember
• Your job is to get them to see a Delivering
  Wellness Presentation, their job is to get you to
  break the Rules of the Approach.

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What am I doing Wrong?

• If your approaches arent working STOP!
• Ask your enroller for help
• Remember the objective- get the appointment.
• Make sure its about them-sincerely compliment.
• Dont make this more difficult than it is this
  is a very common-sense business. If it made
  sense to you, it will make sense to others!
• Check your posture, belief system, self-talk.
• Listen more, talk less, ask questions.