prospecting for clients, consultants & business · pdf filebusiness, depends on each...
TRANSCRIPT
Neta IrwinIndependent Consultant
Executive National Vice President
THE TESTIMONIAL WHICH WE ARE ABOUT TO PRESENT ARE BEING PROVIDED FOR
ILLUSTRATIVE PURPOSES ONLY. ACTUAL RESULTS WILL VARY DEPENDING UPON INDIVIDUAL
EFFORT, TIME AND RESOURCES. THESE EXAMPLES DO NOT REPRESENT INCOME
PROJECTIONS. THERE ARE NO GUARANTEES REGARDING INCOME, AND THE SUCCESS OR
FAILURE OF EACH INDEPENDENT CONSULTANT, LIKE ANY OTHER BUSINESS, DEPENDS UPON
EACH INDEPENDENT CONSULTANT'S OWN SKILLS AND PERSONAL EFFORT. THE RESULTS
DISCUSSED HERE TODAY REFLECT THE RESULTS OF THE PARTICULAR INDEPENDENT
CONSULTANT. THESE RESULTS ARE ANECDOTAL ONLY, AND ARE ATYPICAL.
THERE ARE NO GUARANTEES REGARDING INCOME, AND THE SUCCESS OR FAILURE OF EACH INDEPENDENT CONSULTANT, LIKE ANY OTHER
BUSINESS, DEPENDS ON EACH INDEPENDENT CONSULTANT’S OWN SKILLS AND PERSONAL EFFORT. YOU SHOULD NOT RELY ON THE RESULTS
OF OTHER CONSULTANTS AS AN INDICATION OF WHAT YOU SHOULD EXPECT TO EARN. ARBONNE IS A PRODUCT-DRIVEN COMPANY THAT
STRONGLY ENCOURAGES CONSUMERS TO USE ITS PRODUCTS BEFORE ATTEMPTING TO BUILD A BUSINESS.
prospecting for Clients,
Consultants & Business Partners
where do you
want your
Arbonne
business to go?
who are my
prospects?
prospecting for Clients,
Consultants & Business Partners
importance of creating a Prospecting List
where and how to talk to people
importance of asking questions
importance of listening to answers and not
getting discouraged by no
prospecting for Clients,
Consultants & Business Partners
communicating effectively
generating business partners
following up
prospecting businesses
prospecting for Clients,
Consultants & Business Partners
one of the most important steps in
creating success with Arbonne
friends
family
anyone you come into contact with
give everyone an equal opportunity
100 people you know
networking groups
children’s school
what are your likes and interests?
get involved with your community
parties
where to talk to people
build rapport
express a genuine interest in your prospects
mirror your prospects
how to talk to people
ask them questions about
themselves
what do you do for a living?
where do you live?
tell me about your dreams
importance of asking questions
Have you ever thought about owning
your own business, or being your own
boss?
If you could design the perfect career
what would it look like?
What have you always wanted to do,
but you didn’t have the time nor the
money to do?
?
?
?
importance of asking questions
What is your favorite Arbonne product?
How did you hear about Arbonne?
How were you introduced to Arbonne?
Has the Arbonne opportunity helped me
achieve something I wasn’t able to do before?
What was the deciding factor?
create your “I” story
“I joined Arbonne because…”
“before I joined Arbonne…”
“what I love most about Arbonne is…”
“the reason I am excited about
Arbonne is…”
focus on the emotion and passion of
your story
create your “I” story
adapt to your prospect’s personality and lifestyle
tell your prospect why you think they would be
wonderful in this business
we attract that which we are
connecting with your prospects
stop, sit back, listen to their
answer
they will tell you what they
want and what they need
opportunity to overcome
any objections
being a good listener takes
lots of practice
importance of listening
always tie back or restate
the person’s objection
EXAMPLE:
“I know, Susan, how concerned
you are about the selling aspect
of our business.”
EXAMPLE:
“But Susan remember, selling is
really just helping people get
what they want and need.”
overcoming “no”
we have two ears and one
mouth so we can listen more
than we talk
understand where the “no” is
coming from
help your prospect move
through their fear
get the “no’s” out of the way,
so we can get to the “YES”
overcoming “no”
don’t buy into
the obstacles
obstacles are just
excuses based on fear
help them get
through the fear,
and past the “no’s”
overcoming “no”
effective and
simple
be consistent
present the
business on an
ongoing basis
Communicating effectively
three levels of involvement with Arbonne
be a Client1.- get a personal consultant to help you
with all of your Arbonne needs
be a Consultant2.
- get products at a discount
- sell products to family and friends
to earn extra income
be a Business Builder3.
- you get to determine your
own income
three ways to win
determine the exact level of involvement your prospect is
considering
determine how much time you will spend with each person
spend most of your time with those interested in becoming
business builders
three ways to win
6-10 presentations in your first month
5 people attend each presentation
you meet 30-50 people in your first
month
1 out of 10 become interested
in the business
stay focused and persistent until you
find your support
finding business partners
coach your host prior to
their presentation
educate them about the
products
give them samples of
the products
host packet
let your host know that you
will send the invitations
prospecting your hosts
use the 24-to-48 hour rule
follow up with your prospects
within 24-to-48 hours after
talking with them
follow up will dramaticallyincrease your success results
people expect follow up
importance of follow up
build rapport and relationships1.
Arbonne is a person-to-person business
people buy from people because…
- they know them
- they like them
- they trust them
guarantee 100% satisfaction2.
reasons to follow up
schedule future
presentations
3.
ask for 3-5 names
ask for referrals4.
offer incentives
reasons to follow up
confirm prescheduled dates5.
confirm the time of the presentation
confirm their order
coach them
reasons to follow up
thank them for their order
see if there are additional products
they might want to purchase
following up is a vital key to the
success of your Arbonne business
reasons to follow up
you CANNOT prospect:
department stores
health food stores
beauty supply stores
carts in malls
supermarkets
swap meets
drug stores
flea markets
prospecting businesses
you CAN prospect:
appointment-only
businesses
doctor’s offices
OB-GYN
massage therapists
tanning salons
bridal boutiques
cosmetology schools
dermatologist day spas and salons
plastic surgeons modeling agencies
prospecting businesses
create a prospecting list of 100 names
where and how to talk to people
importance of asking questions
importance of listening to the answers and not
getting discouraged by the “no’s”
summary
importance of communicating effectively
how to generate your business partners
importance of following up and following through
how to prospect businesses
summary
always have a positive attitude
be confident in yourself
understand how to prospect
make a conscious effort to reachout to people
your Arbonne business will grow!
your dreams will come true!
stay positive and confident
prospecting is the heart of your Arbonne business
a lot of patience
a lot of practice
fun
rewarding
+
=
you will build a
very successful
Arbonne business!
thank you