ARBONNE UNIVERSITY. Prospecting. BY Neta Irwin. Independent Consultant, Executive National Vice President

Transcription

1 Prospecting BY Neta Irwin Independent Consultant, Executive National Vice President Hi, I m Neta Irwin, Independent Consultant, Executive National Vice President with Arbonne International. Today s training topic is prospecting, a very important aspect of your Arbonne business. So, I hope by now that you ve received your StartNOW Workbook and StartNOW New Consultant Manual and you ve taken the time to read through them and you ve begun thinking about where you want your Arbonne business to go. In launching your business, the first topic which should come to your mind is, who are my prospects? Because prospecting is the foundation of your Arbonne business. It s basically the name of the game. So today I ll share with the following items: The importance of creating that prospecting list Where and how to talk to people The importance of asking questions The importance of listening to the answers and not getting discouraged by the NOs. Communicating effectively Generating your business partners Following up with everyone Prospecting businesses So let s start with your contact list of 100 names. This list is one of the most important steps in creating success with Arbonne. If you haven t already done so, I d like for you to take some time to write down the names of everyone you know; your friends, your family; anyone you will come into contact with during the course of your day. Please give everyone you know an equal opportunity to become involved with Arbonne.

2 Prospecting by Neta Irwin Page 2 If you have a hard time coming up with 100 names, just refer back to page seven in your StartNOW Workbook at the memory jogger section for additional help. This list is where you will start to build your Arbonne business and you ll want to add to this list on an ongoing basis. In addition to your contact list, you ll need to go out into the marketplace because people do not come to us, we must go where the people are. So you might consider joining the rotary club, your local chamber of commerce. If you are a parent, join the PTA, parties, networking groups, through your children s school. Ask yourself what you like, and what you are interested in and go there to meet new contacts because you already have something in common just being at the same place. If you like to play tennis, go to the tennis course. If you like to play golf, go to the golf course. You might also want to volunteer for local events and charities. In other words, get involved with your community. Spend time getting to know people and building rapport. Be genuinely interested in people and observe their behavior and mannerisms and try to react within this framework. In other words, mirror that person; if a person is more quiet and reserved, then that is how you want to respond with that person. If they re more outgoing, then you want to mirror that image also. A very important element in talking to people is expressing a genuine interest in them. In order to do this, you need to understand the importance of asking questions. Try keeping the focus on the other people by asking them questions about themselves. Get them to talk about themselves. Here are some examples that might start that conversation for you: What do you do for a living? Where do you live? Tell me about your dreams. Or you might say something like: Have you ever thought about owning your own business or being your own boss? Or, if you can design the perfect career, what would it look like? Or, what have you always wanted to do but you didn t have the time nor the money to do. These are questions that will prompt people to start talking about themselves. Their answers will help you determine how Arbonne can be the vehicle to make their dreams come true and/ or fulfill their needs.

3 Prospecting by Neta Irwin Page 3 Share the Arbonne story with them along with your personal story about how and why you came into Arbonne. If you are new to Arbonne, start now to create your own story. To help you do this, you might want to ask yourself these questions: What is your favorite Arbonne product? How did you hear about Arbonne? And how were you introduced to Arbonne? Or you might ask yourself: Has the Arbonne opportunity helped me achieve something or worked toward something that I wasn t able to do before? Or, what was the deciding factor in you becoming an Independent Consultant? When you answer the above questions, it will help you create your own story. And then it will sound something like this. I joined Arbonne because... or before I joined Arbonne... or you might say something like, what I love most about Arbonne is, or the reason I m excited about Arbonne is. Try not to focus so much on the words of your story but on the emotion and the passion of your story. Your belief and your enthusiasm is what will connect people to you and inspire them to join Arbonne and become a part of your team. If you still don t feel comfortable telling your story, use the stories contained in the Eye on Arbonne. There are great stories featured there about successful men and women in Arbonne from all walks of life. Always remember to adapt to that particular person s personality and lifestyle. Remember we attract that which we are. After you established the rapport and trust with your contact, which by the way, may take more then one meeting or encounter, then feel free to tell them why you think they would be wonderful in this business. Again, relating their traits and characteristics to either your own similar traits and characteristics or those individuals mentioned in the Eye on Arbonne stories. So now for the listening part, and listening is so very, very important. I cannot stress enough how important it is that when you ask a question, you stop and sit back and you consciously listen to that person s answers. This is very, very important. Sometimes when we are in this situation, we have a tendency to get nervous and then we start to ramble. But if we ask the right questions relating to them, then consciously listen, they will tell you what they want and what they need. Because basically people have an innate need to express their thoughts and their feeling and to be understood.

4 Prospecting by Neta Irwin Page 4 So learning to listen effectively is actually an opportunity for you to overcome any objection. It s very hard to be a good listener, it takes lots of practice but just simply being aware that you need to listen makes it easier and you will get better. So when listening, always tie back or restate the person s objection. For example, I know Susan, how concerned you are about the selling aspect of our business. You are restating her concern, but then you can say something like, but Susan, remember, selling is really just helping people get what they want and need. And as we heard our company president, Rita Davenport say so many times that remember, god gave us two ears and one mouth so we could listen more then we talk. So by listening carefully, we will understand where the no is coming from, where the concern is coming from and then we can help that person we are talking with just move right through the fear and get the NO s out of the way so we can get to the yes. It s so very important that we don t buy into the obstacles that people are concerned about. The obstacles are usually just excuses that are based on fear. Because everyone has problems and we all have our own issues, but if we are going to really get into listening and helping that person make a decision as to whether they want to hear more about our business, we can t get caught up in all the problems. We just need to think through that and help them move through the fear so that we can get past the NOs. Communicating needs to be effective and simple. Be consistent with your information and by that I mean, present the business to people on an ongoing basis through classes, through spa days, find fun events for your Clients, for your Consultants and prospects to attend so that you can introduce them to new products and to your Arbonne business. And a great way to communicate is by using the Arbonne Business Aids; the ArbonneNOWTM company brochure and the ArbonneNOWTM prospecting audio CD, the StartNOW Workbook audio CD, and of course, the Arbonne Product Catalogue. You will also want to explain the 3 Ways to Win in Arbonne. This describes the three levels of involvement that people can have with Arbonne. Of course, the first way to win is to be a Client. As a Client, you will have a personal Consultant who will help you determine what products are right for you and they will be there to help you with all your Arbonne needs.

5 Prospecting by Neta Irwin Page 5 The second way to win is by becoming a Consultant. As a Consultant, you are entitled to receive your products at a discount. You can also sell products to your family and friends to earn a little extra income. The third way to win is by becoming a business builder. As a business builder, you are the one that determines how much money you want to earn. So by using the 3 Ways to Win it s a great way to determine the exact level of involvement your prospect is considering. It always allows you to determine how much time you can spend with each person. Remember your time is valuable and you will want to spend most of your time with the people who have expressed their level of commitment and those who will help you build your Arbonne team. In order for you to find your business partners, you will need to start by scheduling six-10 Presentations in your first month as an Independent Consultant. So let s say that on an average you have five people show up at each Presentation and that means you are going to be speaking to people in your first month. You can estimate that you ll have to speak to 10 people before finding the one who will be interested in joining your team as a business builder. Gaining one person out of every 10 means that it is absolutely vital for you to be dedicated and determined to book those six-10 Presentations in your first month. Remember to stay focused and persistent until you find your support. You will find your team as long as you don t give up and you continue to prospect on an ongoing basis. Another way to find business partners is, of course, through those individuals who host Presentations for you. In order to enhance the success with your Host, there are certain things that you are going to want to do. You are going to meet with your Host and coach them prior to the Presentation class. You also want to educate them about the products and get them excited about the party. Give your Host samples of the products so they ll have their own testimonies to present at the class because this testimonial can be very, very powerful. You ll always want to put together a Host packet for them. This will include your business cards, the Host Rewards brochure, you might want to include a couple of Eye on Arbonne stories, a Product Catalogue, of course, the Host Invitations, some Retail Price List & Order forms, samples and also any pertinent business information. After you have given your Host the packet, you want to go over the actual invitation process. Let your Host know that you will be the one sending out the invitations.

6 Prospecting by Neta Irwin Page 6 Now once you identified your prospects and you successfully communicated to them through either a Presentations, a one-on-one meeting or any local events, you need to concentrate on following up and following through with them. A good rule to follow is the 24/48 hour rule. Simple stated, follow up with your prospects 24 to 48 hours after talking with them. You want to make sure that the information is still fresh in their minds and when you call in this short period of time, it will dramatically increase your success results. Our job is really to follow-up and follow through and people expect us to follow up. Think back about how you felt when you first heard about Arbonne, how excited you were. So, it only makes perfect sense for you to call your prospects, back at the same time as when they are equally excited about Arbonne, as you were in the beginning. Now, there are many reasons to follow-up. Let s just go over a few. One of the most important reasons is that we want to continue the rapport in the relationship building process because this is so vital to our business. Arbonne is a person-to-person, face-to-face business, which really requires personal contact. Remember, people buy from people for three reasons. They buy from people because they know them, they like them and they trust them. Another reason to follow-up is we want to make sure our customers are 100% satisfied with the product. Another reason we want to follow-up is to schedule future Presentations; not everyone schedules classes immediately. They may want to try a product first and then host a Presentation. By your following up, even if they decide not to host in the future, it creates an excellent opportunity for you to ask for referrals. For every person you follow-up with, make it a habit to ask for three, maybe five names of someone that they think could benefit either from the products or from the income opportunities. You might also offer that particular person a gift for giving you a list of referrals. When you ask for referrals on a consistent basis, you will continually create a never-ending list of prospects for your Arbonne business. Another reason to follow-up is to confirm prescheduled dates. When you call to confirm prescheduled dates, you can use this time to not only confirm the time of the Presentations but to confirm their orders. Make sure that you know what time the class is starting. You can also use this time to coach them and give them any additional information to ensure a successful Presentation. When you call them to confirm their order, be sure to thank them for their recent order and use this as an opportunity to see if there are any other additional products that they might want to purchase. Just realize that following up is a vital key to the success of your Arbonne business.

7 Prospecting by Neta Irwin Page 7 Up to this point, we have talked about Arbonne as a person-to-person, individual business. But now I want to point out that you have the opportunity to prospect certain business. Even though prospecting businesses is a time consuming task and not all businesses are approved to sell the Arbonne products. I want to mention the ones you cannot prospect. For instance, department stores, supermarkets, health food stores, swap meets, beauty supply stores, drug stores, the carts that are in malls or flee markets. There are many businesses that you can prospect and those are businesses that are appointment only. Some examples are; any doctors offices, like an ob-gyn, a dermatologist, plastic surgeons, you can also prospect massage therapists, any tanning salons, bridal boutiques are good businesses to prospect, cosmetology schools, day spas and salons and also modeling agencies. When you are approaching a business, it s very important that you are prepared. Have all the necessary Business Aids and supplies and be a product of the product, and by all means, a professional appearance. So in summary, let s go back and recap what we ve covered so far. We ve talked about creating a prospecting list, we ve talked about where and how to talk to people, the importance of asking questions, and of course the importance of listening to the answers and not getting discouraged by the NOs. The importance of communicating effectively, how to generate your business partners, the importance of following up with everyone and following through and then how to prospect businesses. I really hope that this training with help you in your prospecting efforts and remember to always have a positive attitude and be confident in yourself. Read books, listen to tapes, and study. I want to encourage you to listen to the Arbonne Basic Consultant training, the verbiage in there is so important to help you in your prospecting efforts. When you understand how to prospect, and when you make a conscious effort to reach out to people, you will find your Arbonne business will grow and your dreams will come true.

8 Prospecting by Neta Irwin Page 8 So thank you very much for listening and remember, prospecting is the heart of your Arbonne business and with a lot of patience and with a lot of practice, you will find it fun, very rewarding and you will build a very successful Arbonne business.