ApproachingSetting the Appointment

Executive Director IIBarbara Larrabee

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.

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.

I have my contact list together, now what?

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

Set an appointment to hear/see a Set an appointment to hear/see a Delivering Wellness Presentation. In-home meetingIn-home meeting WebcastWebcast Online/phone presentationOnline/phone presentation Standing presentationsStanding presentations One-on-one/Two-on-one One-on-one/Two-on-one Conference Call presentationConference Call presentation

You are NOT calling them to give a You are NOT calling them to give a presentation at this point.presentation at this point.

Set an appointment to hear/see a Set an appointment to hear/see a Delivering Wellness Presentation. In-home meetingIn-home meeting WebcastWebcast Online/phone presentationOnline/phone presentation Standing presentationsStanding presentations One-on-one/Two-on-one One-on-one/Two-on-one Conference Call presentationConference Call presentation

You are NOT calling them to give a You are NOT calling them to give a presentation at this point.presentation at this point.

Approaching: What is the GOAL?

Check Your Posture: Check Your Posture:

an inner belief system that you portray;

your frame of mind; how other people perceive you.

-Keep it “others” focused.

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.

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.”

Rules to the Approach

1. Objective is to get the appointment- not give a presentation.

2. Have a sense of urgency and be brief. If followed, you are less likely to break rule #1, above.

3. Tell them why you are calling them by paying them a sincere compliment.

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?”

Rules to the Approach

4. Remember to say that it is Melaleuca. Have a simple description of Melaleuca ready, ie: 

“It’s 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.)

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?”

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 you’ll be there.”

Tell them that you will be calling again to confirm.

Putting it All TogetherPutting it All TogetherPutting it All TogetherPutting 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 don’t 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. It’s 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:“It’s 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.”

 

Putting it All TogetherPutting 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. “I’d love to show you what I’m 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):“It’s 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… 

 

Putting it All TogetherPutting it All Together

“I realize it may not be for you- you’re 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 you’ll 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 don’t need to make this a big formal thing. Why don’t 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.

Easy Business ApproachEasy Business ApproachEasy Business ApproachEasy Business ApproachHave you ever heard of Melaleuca, the Have you ever heard of Melaleuca, the

Wellness Company?Wellness Company?

I work with them and am looking for good I work with them and am looking for good people to expand/build my marketing people to expand/build my marketing team. You were one of the first people I team. You were one of the first people I thought of!thought of!

Would you be open to looking at a way to Would you be open to looking at a way to make some extra income from home?make some extra income from home?

I have Tuesday at 9:00 a.m. or Wed at I have Tuesday at 9:00 a.m. or Wed at 3:00 available, which one works best 3:00 available, which one works best for you?for you?

Other Home Businesses

“Hi Gloria, this is (your name). I’m 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 you’re already doing?”

Are You Really Nervous?Are You Really Nervous?Are You Really Nervous?Are You Really Nervous?

Try the “favor” approach:Try the “favor” approach:

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

Referral Approach• Hi Jim, it’s ……… We don’t 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.

• What’s your schedule like in the next couple of days?

Objections or “Mela- what?”Objections or “Mela- what?”

►“What is it again?”►“I would but those times/dates aren’t

good for me.”►“Is that like Amway, Arbonne,

Herbalife, etc.?”►“No.”►“I don’t really have the time.”

Objections or “Mela- what?”Objections or “Mela- what?”

►“I already use the products.”►“I was a customer once, but…”►“Can you tell me what it’s 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.

What am I doing Wrong?What am I doing Wrong?

► If your approaches aren’t working – If your approaches aren’t working – STOP!STOP!► Ask your enroller for helpAsk your enroller for help► Remember the objective- get the Remember the objective- get the

appointment.appointment.► Make sure it’s about them-sincerely Make sure it’s about them-sincerely

compliment.compliment.► Don’t make this more difficult than it is – Don’t make this more difficult than it is –

this is a very common-sense business. this is a very common-sense business. If it If it made sense to you, it will make sense to made sense to you, it will make sense to others!others!

► Check your posture, belief system, self-Check your posture, belief system, self-talk.talk.

► Listen more, talk less, ask questions.Listen more, talk less, ask questions.