|
Networking - The Basics
USING A PROSPECT LIST
(100 Names or More...)
Successful people work off a tangible prospect list. Make a list of everyone you know! (minimum of 100 names) (If you can't think of 100, here are a few questions...) "Whom do I know because of my work?... because of my children or parents?... because of my interests or hobbies?... because of my church or synagogue?... because of my old job(s)?...etc.
100 names are important because ... you will get "NO's"! It's part of this business! Get used to it!! (Those of us who are most successful get the most "no's"!) When you have 100 names to start with, your percentages of "YES's" will be much higher! Remember SW, SW, SW, N. SOME WILL, SOME WON'T, SO WHAT, NEXT!! A list of 5 people doesn't give you very many "NEXT's"!
PROSPECTING MEANS PICKING UP THAT PHONE...
FIVE FACTORS FOR USING THE PHONE EFFECTIVELY:
1) "Is this a good time?"
2) Transfer your enthusiasm!
3) Compliment your prospect.
4) Offer a disclaimer ( There is no obligation to schedule an appointent)
5) Close your objective
If your objective is to schedule an appointment - DON'T ASK THEM, "WHEN CAN WE GET TOGETHER?" OFFER THEM A CHOICE OF DAYS AND TIMES - EX: "Sally, I have an opening on Thursday at 3 or 4, or Saturday at 10. Which is better for you?"
PROSPECTING - THE LIFEBLOOD OF OUR BUSINESS
Prospecting, otherwise known as Networking or finding leads, is the lifeblood of our business! Most people are not comfortable approaching "strangers." The good news is . . . If you're uncomfortable with prospecting - you can learn. The not so good news is . . . If you don't learn to prospect with people you don't know, then your Arbonne business will truly suffer!
First - You MUST start with a strong belief in Arbonne's fabulous products and superior marketing plan.
Second - You MUST be enthusiastic when sharing Arbonne with everyone! Enthusiastic, yet at the same time - Honest! Don't try to "convince" people about how superb Arbonne is . . . Simply share it with people. Follo wing are some simple dialogue suggestions:
Example #1:
You're with someone who "services" you (Ex: waitress, salesperson, clerk at the store, etc. . .)
1) Ask their name immediately,
2) Question them about their job to start a conversation. "How long have you worked here? Do you like what you do? What did you do before this this?"
"Sally, I really appreciate such wonderful service. As a thank you - I'd love to offer you this gift certificate for a complimentary facial or skin care analysis.
Example #2:
You notice a very attractive woman nearby and you'd like to approach her to offer her a facial.
1) Have your business card or gift certificate in your hand before you approach the woman,
2) Find something about her that you can honestly compliment.
"Excuse me - I couldn't help but notice what a gorgeous suit you're wearing (what beautiful skin you have, your necklace is fabulous) I notice things like that in my business - I'm a Skin Care Consultant for a European Swiss Skin Care Company and I teach skin care by appointment. (We don't do any advertising) I would love to offer you this certificate to sample our swiss skin care products, or for a complimentary facial or skin care analysis.
Example #3 - An acquaintance -
"Hi Sally, I am so excited about the fabulous new home based business I've recently started! I'm representing a wonderful skin care product formulated in Switzerland and I would love to get your opinion!"
OR
"Hi Sally, I've recently made a career change. I'm representing a wonderful skin care product formulated in Switzerland and I would love to get your opinion! When can we get together?
Example #4
A friend or family member who is negative, suggests that your Arbonne business was a ridiculous idea. They say - "What is this - like XYZ company - or some kind of pyramid?" Look at them straight in the eye, smile and say - "No, of course not - Arbonne is a European Skin Care Company!!! We're formulated in Switzerland. Arbonne is far superior to anything manufactured here in the United States; so is Arbonne's compensation plan. I'd really love to get your opinion because I actually thought the same thing when I was first introduced to Arbonne. When can we get together so I can give you a chance to try Arbonne?
Telephone Interviewing for Newspaper Ads
o If you have an 800 number, people are more likely to call
o Be prepared, have a script right by the phone
o Be in control of the conversation at all times
o When you get a call, get their name and number and tell them you are in a meeting or on another call and you will call them right back
o When you call back, apologize and let them know that there has been a tremendous response to your ad. Also ask, "By the way, which paper did you see the ad in?" Then tell them who you are and the company you are with
Example:
"My name is Susan Smith and I am District Manager with Arbonne International. Arbonne is an exclusive Swiss Skin Care company. Before we begin, I want you to know that we are a direct sales company. Do you know about direct sales and network marketing?"
o If they say "yes", ask if they are currently involved with a multi-level marketing company. If they say "yes", thank them for the call and explain that we do not knowingly recruit consultants from other companies, are they looking to change companies?
o If they say "no", explain network marketing .
o Tell them that Arbonne is looking for self-motivated professional people who are interested in sales, marketing, training, and management to open the market or area.
o Ask them what was it about the ad that promted them to call?.
o Ask them to tell you about themselves, their work background, family and education. (Take notes, this will help you to help them decide if Arbonne is right for them. Use a separate piece of paper for each applicant.)
o Ask them if they are interested in full or part-time.
o If they ask you questions, answer them quickly and truthfully. Bring the conversation back to them with questions. Avoid the desire to extol Arbonne's virtues, it's not the time.
o Tell them a little about the company, yourself, your success or someone else's success. Make sure you tell them that the business is simple, they can make money, and that will train them. This is the perfect time to get involved. Arbonne has been in business for 20 years, but we are still a ground floor opportunity.
o Ask them if they're interested in going further. If they say "yes tell them you will send them some samples and literature about the company. (Include the discover the Arbonne audio and video) Tell them to use the products exclusively for 2-3 days and you will call them in a few days. Set up the day and time that you will be calling. (Make sure you call when you said you would.)
o Ask them to join you on one of the opportunity calls. Either the Opportunity Call sponsored by our Region, on Sunday Night’s, 6:00 pm, 610-856-7723. Or the Arbonne sponsored call (day , time and number in the Eye on Arbonne and Up Close Magazine.
o If they say "no", thank them for the call and tell them to keep your number. Sometimes things change or they may know someone else who might be interested.
o Let your personality show through. Be warm, friendly, professional. You can do it!
o If you have bad feelings about the caller, don't waste your time. Get off the phone quickly.
|
