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Building Long Distance
Many arbonne consultants are interested in building their arbonne business in other cities across the country. Although my first inclination is to have you build your business in your own backyard, there are some people who want to travel, particularly to places where they have family and friends. This will give you the chance to visit family and friends and at the same time, write off what would normally be an expensive trip!
Following are 15 steps to help you build long distance. With the tools that we have today, the internet and conference calls etc.. It is easy to build a team long distance!
STEP 1:
The first step seems easy enough, but it’s more important than you realize. What we have to do here is define the top 3 benefits of your program, specifically. Now, it’s important to realize we are not looking for feature, but benefits. While every marketing book pays lip service to this distinction, very few people understand the difference.
If you were to review most of your marketing materials (brochures, videos, sponsoring letters, etc.) now, you will probably find out that they are about you, your product or service, your compensation plan, your company, its founders, etc., etc., etc. In other words – FEATURES.
That means if you tell a prospect “we have a car program”, that’s a feature. If you tell him “You can get a free car…..”, that’s a BENEFIT. Remember, if it’s about you, your company or your product – it’s a feature. If it tells something the prospect will get – that’s a benefit.
Keep in mind that there are benefits that apply to the industry as a whole. Some examples:
Being your own boss
Flexible working hours
Chance for unlimited income
Residual income
Tax advantages
Free training
No experience necessary
Then you have benefits that are specific to your company. For instance, Some of Arbonne’s benefits are manager cash bonuses, trips, car program and the finest marketing plan in the industry.
You may also list specific benefits from the products as well.
Now to implement step one, make a list of all the benefits. (Network Marketing, The Company, The Product.) Try to prioritize them as to which are the most attractive. Weed out the weaker ones until you come to the three strongest benefits. This will become your benefit “hook”. You’ll be using this in ads, letters and other marketing materials. Let’s suppose we came up with Flexible Hours, Unlimited Income, Mercedes Benz Program. Now we’re ready to go on.
STEP 2:
Make a list of anyone you know in the city you want to target, names and phone numbers. This is the ideal, best way to start a long distance line – with people who know you. Give these people a brief call. Give them the benefit statement, ascertain their interest and promise them you will be sending some information immediately. Emphasize the urgency and let them know you will be in touch within 48 hours of them receiving the information. Send them the sponsoring pack.
STEP 3:
Get an 800 # line for your business with a professional message on the answering machine. Call long distance companies for the best rates.
STEP 4:
Place a classified ad in the newspaper in the target city. You may want to investigate the target city to find out what paper is best to place your ad, local papers or direct newspapers.
This ad should be placed under Business, Business Opportunity or Sales and it should lead with your benefit statement.
Example: FREE CAR, FREE TRIPS, CASH BONUSES, UNLIMITED INCOME,
European Skin Care Company seeks exception people
To open ________________ area. F/T or P/T, flexible hours.
No experience necessary, free training. (Your phone #).
Get back with those who respond. Introduce yourself. Ask them a few questions: “What attracted you to the ad?” “What kind of work do you do now?” “How much time would you have weekly to devote to your own business?”
The answers to these questions should show very quickly the tire-kickers, the people who want to “get rich quick”. The people looking for minimum wage jobs, and the people who call every ad in the paper. Weed these people out immediately! Be aware that this could be up to 40% of your respondents.
Now tell them the name of your company and a very brief description of the company with emphasis on the benefits of the product and the compensations plan etc. This should be no longer than 5 minutes maximum. By doing this, you will weed out those people already in your company (yes, they will be calling you) and those who are in another company who are really calling to sponsor you. What’s left are real prospects. Maybe. Remember this is a numbers game!
Now honestly explain that your company chooses network marketing as the best means to get their products to the masses and ask them if they know anything about network marketing or direct sales. The response will vary. Some will be “That’s a pyramid – I’m not interested.” (PLEASE EDUCATE YOURSELF ON THE BENEFITS OF OUR INDUSTRY BEFORE YOU BEGIN THIS PROCESS) If this is the response, thank them for their interest and get off the phone quickly. Now what’s left are real prospects.
Most people will know a little about network marketing, most of it is wrong. If they have misconceptions, try to briefly straighten them out. (No large investment needed, no warehouses full of products, etc.) Stress the modern way networking is handled today. Ask the magic question. “What do you think?” or “Does this seem like something you’d like to do?” They usually respond with “Do you have something you could send me?” Ask them back “What would you like me to send you?” If they say “I don’t know, a brochure or something”, they’re probably trying to get rid of you. Act accordingly. If they answer with some degree of conviction and want specific information on the company, how the products work, a copy of the marketing plan, etc. – Go to steps 5 & 7.
Others will be entirely knowledgeable about network marketing and committed to the concept. They are simply looking for the right vehicle. Ask the magic questions. If the answers sound positive – Go immediately to step 6.
PLEASE NOTE: I realize that sending out materials is expensive, but you will never attract quality recruits without doing so. By using this screening process and asking the right questions, you should only be sending materials to real, live prospects. Incidentally, be sure there is a stamp or sticker with your name and phone number on everything you send out. EVERYTHING.
STEP 5:
From here on out these steps will apply to all your prospects – your warm market contacts in the target city and those who respond to the ad. Send them out a sponsoring packet.
STEP 6:
Call the prospect 48 hours after they receive the sponsoring packet. Divide the responses into 3 categories.
1. WOW! I never saw it that way!
2. That looks very interesting.
3. That’s a pyramid. My brother has a garage full of water filters, etc.
The WOW! replies are the keepers. Go to step 7. The others offer to stay in touch, and nicely ask them if they would return the material or (better) to pass them along to someone they thing might be interested.
STEP 7:
Send them a packet of information on your program. This should include a signed application, product samples, a Product Catalog, The Success Plan benefits, the Discover Arbonne Audio or Video (ask them what they would prefer) If they are unfamiliar with network marketing, you may also want to send them the Brilliant Compensation Video. This is a good time to ask them to join you on the Arbonne Opportunity Call. Also, a cover letter stressing the benefits and letting the prospect know that you will be in touch within 48 hours.
STEP 8:
Make your follow up call. If they’re ready to join, go to step 10. If not, go to step 9.
STEP 9:
Find out if the prospect is interested. If they’re not, move on down the road. Discover if the prospect just needs more information. If so, find out what and send it, or do a 3-way call with your sponsor, or better yet, do both. Move them to a decision. If it’s no, move on, if yes, go to the next step. A great question to ask them is “On a scale from 1 – 10. 1 being you never want to hear from me or hear the word Arbonne again and 10 being, you can’t wait to join me in this fabulous business – where do you stand?? If they say 3 or 4, move on, they’re not interested. If they say 10 – that’s great! If they say 6 or 7 or 8, ask them, “Is there any ore information you need, or anything I can share with you that will move you from a 7 to a 10!
STEP 10:
Take care of the formalities (application, product order, etc.). Schedule a “Get Started” phone meeting and tell them they will receive the Starter Kit after Arbonne receives their application.
STEP 11:
Go through the basic procedures. (how to order, sponsor other people, etc.)
Help them set their goals.
Instruct them to open a separate checking account and get business cards.
Review what you will be doing together for the first 60 days.
Schedule their planner/appointment book with them. The Arbonne scheduling calendar comes in their starter kit
Ask them to get on the Donna’s web site (www.thewiserway.com) for more training information
Help them build their list up to 100 people Select 10 people that they can give the sponsoring packet to immediately.
STEP 12:
Assist them with 3-way calls to make presentations to the prospects from the sponsoring packs. Have them pick up the packs from those not interested and give them to others. Repeat the procedure with more 3-way calls. Continue this process until you have about 10-15 distributors in your target city. This is your core group.
STEP 13:
Work with this core group until 3 or 4 leaders develop. Schedule with them for your first visit to the area.
STEP 14:
Now make your first trip to the city. Example: Arrive Friday morning or mid-day and spend the day with your leaders planning for the evening’s big meeting. Get every leader participating in the meeting in some way.
STEP 15:
Pick another city and do it again!
Compare this with how people usually approach the long distance process. They have a brother in Denver, so they hop on a plane and spend a thousand dollars to make a presentation to him alone. This is not cost effective and it is not. Others spend hundreds of dollars mailing out packets to tire-kickers. By following the simple questions outlined here, you will be able to weed out these people and be sending information to mostly serious people.
Follow these 15 steps and you will be INVESTING rather than SPENDING money and you will be developing separate profit centers all over the country. You will be securing lines that bring others extra income and security.
SAMPLE FLYER
DOES THIS SOUND LIKE YOUR
CURRENT SITUATION…..
You have a nice home and a decent car. You are mortgaged to the max. You find yourself stuck in traffic and smog. You have all the plastic credit cards and you pay through the nose for them. You are miserable with your job and life in general. You have had no significant vacation in the past 5 years; and although you have won the rat race, you are still a rat.
LET ME DESCRIBE WHAT YOU COULD HAVE……
At age 41, I am making a six-digit income and I am about to purchase or design my dream home. Every year I take my family on a vacation to Hawaii, the Caribbean, or other exciting places with my company. I have time to drop off and pick up my children from their private school to which I can now afford to send them. Because of the flexibility of a home based business I have time to volunteer at my children’s school, drive for their field trips, attend their concerts and sports activities.
If this lifestyle appeals to you and you would like to make a positive change, experience personal growth and make money, all at the same time, the contact me at the number listed below for further information.
Contact:
Donna Weiser
Arbonne International
(818) 501-5869
800 836-9198
Telephone Interviewing for Newspaper Ads
You need to be in control of the conversation at all times.
If you have an 800 number, people are more likely to call.
Be prepared, have your script right by the phone.
When you get a call, get their names and number and tell them you are in a meeting or on another call and you will call them right back.
When you call back, apologize and let them know that there has been a tremendous response to the 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 a 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 Multi-Level Marketing?”
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 employed from other companies.
If they say ‘no’, explain that we buy products directly from Arbonne and sell them directly to the client. There are no retail sales.
Tell them that Arbonne is looking for high-energy, outgoing professional people who are interested in sales, marketing, training, and management to open the (city) market or area.
Ask them to tell you about themselves, their work background, family and education. (Take notes, this will help you decide if Arbonne is right for them. Use a separate piece of paper for each applicant.)
Ask them if they are interested in full or part-time.
If they ask you questions, answer them quickly and truthfully.
A great interview question is “If you could create the perfect career, what would it look like to you?”
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