workbook - renakit

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P R O S P E C T I N G T O P R O S P E R | Workbook

WORKBOOK

If you are in the mobile version of this seminar, use a pen or a pencil and a piece of paper to write your answers. If possible, print out the pages that have illustrated exercises.

PROSPECTING TO PROSPER SEMINAR

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TEACHING the PROSPECTING TO PROSPER

SEMINAR

When you teach this seminar, keep in mind the following things:

Your responsibility as a Leader goes beyond merely “transferring information” to other Independent Representatives. You are responsible for helping them grow into leaders themselves. This involves creating a range of opportunities for them to practice, and supporting them while they practice. In our experience, leaders support is crucial to having representatives stay and thrive in Rena Ware.

The time required to teach the seminar will vary depending on a number of factors, including the size of the group, your preparation and experience of training, the preparation of the group, the amount of practice you want to include, etc.

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PAY ATTENTION TO THE FOLLOWING ICONS

QUICK QUESTIONS TO GUIDE FEEDBACK DURING PRACTICE:

Stop:what are you doing that is not effective or even counterproductive?

Keep:what are you doing that is effective and you should do more of?

Start:what are you not doing that could be effective and you should start doing?

Link to answers.

Link to exercises.

Practice•Exercises•Answers

Assessment•Exercises•Answers

4

21

16

27

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Imagine that the following people are in your life. Identify them as cold market (C) or warm market (W).

Become a passionate Rena Ware expert: make a list of the things you want to learn more about. Use the list in this seminar as a starting point and add your own ideas.

Your aunt

Your best friend The person sitting next to you on the bus

A member of your church congregation

The person next to you in line at the grocery store

Your neighbor

Your hairstylist

A person who is shopping the same store as you are

Your aunt’s hairstylist whom you do not know

The niece of one of the people you play soccer with

• _____________________________________________• _____________________________________________• _____________________________________________• _____________________________________________

1 |

2|

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

P R AC T I C EPRACTICE EXERCISES

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3|

4|

Become a prospect expert: make a list of things you can do to approach your prospects in ways that show that you know that they are weary, better informed, busy.

According to this seminar, as an advisor to your prospects, what are the three things you want to offer them?

• _____________________________________________________• _____________________________________________________• _____________________________________________________

Better educated and informed prospects

Busy prospects

Weary prospects

Actions I am going to take to update my knowledge:

How I am going to communicate to my prospects:

Actions I am going to take to build long-term relationships:

Actions I am going to take to personalize my approach and make my message stand out:

P R AC T I C E

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5|

6|

Complete the text with one word in each space.

Which of the following people could be powerful acquaintances or connectors?

The people who know a lot of people from different contexts are called 1__________ . Their social 2_________ is four or five times that of other people’s. They are important because they bring different contexts 3__________ and can give you 4_________ to them.

Your best friend whom you have known since primary school, lives in the same city as you, goes to the same church, is a member of the same sports club.

Your hairstylist who has lots of customers, talks with them about what’s going on in their lives, goes to hair and makeup refresher courses and industry trade shows.

The niece of one of the people you play soccer with: a college graduate who has recently started working and has friends and acquaintances in academia and the professional world.

A member of your church congregation who is also in your bible study group and plays tennis with you.

A.

B.

C.

D.

P R AC T I C E

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7| Which prospecting strategy does each activity belong to? Write H (hunting), F (fishing), M (farming).

Contacting the prospects from your Circle of Influence (RW120) by phone call, text, email or social media.

Posting content on your Rena Ware website.

Leaving leaving pieces and/or your business cards in your gym or church.

Going to busy areas such as malls, markets, shopping streets and talking to people.

Going to door to door.

Hosting a dinner party for friends and friends of friends.

Approaching a prospect who has asked you questions during a presentation you gave on starting a business.

1.

2.

3.

4.

5.

6.

7.

P R AC T I C E

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8|

9|

T | F

T | F

T | F

T | F

T | F

Decide if the following statements are true (T) or false (F). Correct the false statements.

Approach the market. Match the beginning of each sentence with the correct ending.

Wait till you have gone through your warm market before approaching your cold market.

Look for prospects wherever you go.

Bring your Rena Ware Filter Bottle only where it makes sense.

Try to pre-determine who will become a good Rena Ware representative.

Nurture the relationship with your existing recruits and customers.

1.

2.

3.

4.

5.

If your prospect says he/she has time now...

ask for referrals.

If your prospect is interested in a presentation but not now...

give a presentation.

If your prospect is really not interested...

make an appointment.

1 A

B

C

2

3

P R AC T I C E

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10|

11|

12|

1.

2.

Complete the opportunities to ask for referrals. Write 1 to 4 words.

Complete the follow-up talk below. Refer to the points on pp.49-50.

Write thank you notes.

After...

After service/support...

During...

I am looking forward to sharing all that with you!

We will be talking about the RW biz opp, environmental Cause and amazing products.

Thank you for booking your appointment for Monday, October...

It will give me the opportunity to share things I am most passionate about including....

Thank you for referring these people to me.

Hello, this is ____________, Rena Ware Independent Representative. I’m calling about the ____________ you purchased last ____________._________________________________________________________________________________________________________________________________________________.

1.

2.

3.

A. Order the sentences in each note (1-4) correctly.

P R AC T I C E

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3.

4.

I am sure you are going to enjoy it!

I am always available if you have questions about its use and care.

Thank you for buying the ___.

If you would like to book a visit, please do not hesitate to contact me…

I really liked having the opportunity to share with you what I am passionate about.

Thank you for listening to my presentation.

Your prospect has purchased some products.

Your prospect has made an appointment with you.

You have just finished giving a presentation to your prospect.

Your prospect has has given you referrals.

A.

B.

C.

D.

B. Match each note from part A to a situation below.

P R AC T I C E

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13|

14|

Expert conversationalist. Choose an A and a C person from your Circle of Influence (RW120). Write examples of what you can say to them to personalize the conversation.

Complete steps 1 and 3 and the two extra steps (where indicated) to manage the objections below.

1.

2.

3.

Turn the objection into a question in your mind:____________________________________________Acknowledge and confirm:____________________________________________Make a proposal:____________________________________________

DO A person’s name: C person’s name:

Share some information about yourself.

Ask an open question.

Ask a closed question.

Write a thing you two have in common.

A. I don’t have time.

P R AC T I C E

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1.

1.

2.

2.

3.

3.

4.

4.

5.

5.

C. I want to think about it.

Turn the objection into a question in your mind:____________________________________________Acknowledge and confirm:____________________________________________Make a proposal:____________________________________________Extra stepsEmpathize first:____________________________________________Ask for clarification:____________________________________________

Turn the objection into a question in your mind:____________________________________________Acknowledge and confirm:____________________________________________Make a proposal:____________________________________________Extra stepsEmpathize first:____________________________________________Ask for clarification:_____________________________________________

B. I don’t need anything.

P R AC T I C E

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15| Read your prospects’ body language. You have just entered a room full of strangers having a drink at an event. Which of the groups (A-E) can you approach and engage in a conversation?1

YOU

Adapted from Misner, Alexander, and Hilliard (2009), Networking like a Pro: Turning Connections into Contacts.

P R AC T I C E

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16| Body language.

Prospect You

Maintain a 1 _________ .Keep your 2 _________ uncrossed, turn to face your prospect.

Make 3 _________Smile genuinely, with 4 _________.

Talk at a comfortable pace: 5 _________ enough to maintain interest, but 6 _________ enough for clarity.

A. Write the missing words.

B. Match each response in exercise A to a prospect’s behavior below.

1. Tries to make eye contact.

2. Frowns, grimaces.

3. Keeps at a distance, keeps arms/legs crossed.

a)

b)

c)

P R AC T I C E

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17| Read the skills on pp. 66-71 and answer the questions below.

What is your main strength?

What is your main weakness?

What can you do to improve?

What does persistence look like for you? Write up to three actions you can take to be persistent:

What does resilience look like for you? Write up to three actions you can take to be resilient:

1.

2.

3.

4.

5.

6. Make your prospecting plan:

P R AC T I C E

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P R O S P E C T I N G T O P R O S P E R | WorkbookPRACTICE ANSWERS

1|

2|

1. W | 2. W | 3. C | 4. W | 5. C |6. W |7. W | 8. C | 9. W (referral) | 10. W (referral)

Keep the short and specific, for example: (I want to learn more about) the water filters.

3| Your own answers. Keep them short and specific, for example: (To personalize my approach to tired prospects) I’m going to read their profiles on social media, call them and ask questions to get to know them better.

5|

6|

7|

8|

4|

1. connectors | 2. circle | 3. together | 4. access

B and C are most likely to know people OUTSIDE of your circle, which would help you to expand it.

1. H | 2. F | 3. F | 4. H | 5. H | 6. H | 7. M

The Rena Ware Difference and/or products Service: administrative/logistic/sales support; your assistance as team leader Added value: transforming people’s life; helping the environment

Don’t wait. Approach your warm and cold market at the same time and consistently.

Bring your Rena Ware Filter Bottle with you wherever you go. In most places it will attract attention and raise questions, which will give you the opportunity to share the Cause and the Difference and/or get an appointment and/or referrals.

1.

1. F.

2.

2. T.

3.

3. F.

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10|

11|

presentationsvisits to your customersfollow-up calls

Answers will vary. Here is an example:IR = Independent RepresentativeC = CustomerIR: Hello, this is Antonia Lopez, Rena Ware Independent Representative. I’m calling about the Chef I set you purchased last week. Have you tried it yet?

1.2.3.

C: Yes.

IR: Isn’t it great?C: Yeah…

IR: What did you cook?

C: [name of dish]

IR: It sounds good/delicious...

IR: Well, I’m sure you’re really going to enjoy it.

IR: And do youhave any questions about the utensils?

C: Yes.

IR: [Handle questions]

C: No.

IR: OK. Well, feel free to contact me with questions about your purchase. You have my contact information.

C: Not yet...

9| 1 b | 2 c | 3 a

P R AC T I C E A N S W E R S

4. F.

5. T.

Never prejudge who will become a good Rena Ware representative.

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12|

13|

Thank you for booking your appointment for Monday, October...We will be talking about the Rena Ware business opportunity , environmental Cause and amazing products.I am looking forward to sharing all that with you!

Thank you for referring these people to me. It will give me the opportunity to share things I am most passionate about including...

Thank you for buying the ___. I am sure you are going to enjoy it! I am always available if you have questions about its use and care. If you would like to book a visit, please do not hesitate to contact me...

Thank you for listening to my presentation. I really liked having the opportunity to share what I am passionate about with you.

Your own answers.

A. 1.

2.

3.

4.

B. A 3 | B 1 | C 4 | D 2

14| 1. Could you give me a reason to invest time in this?2. OK. Are you saying you don’t have time now?3. Let’s make an appointment for later.

A.


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1. Can you help me see how this is good for me?2. I understand. And are you saying that you would

like more time, more information from me or maybe you would like to talk about with someone else?

3. I could give a presentation for you and someone else too…

OR I can enter you in a drawing to win fantastic products?4. I see. Are worried because you want to be sure

that this is something you need?5. I see. Obviously you have reasons for saying that.

Would you be willing to share one?

C.

1. What are you offering that I could possibly need?2. I understand. And are you saying that you wouldn’t

consider our incredible cookware and water filters or our business opportunity?

3. How about I give you just the highlights?4. I see. Are worried because you would like to see

how these products meet your needs?5. I see. Obviously you have reasons for saying that.

Would you be willing to share one?

B.

15| B is the best cluster to approach. Body language is open to a person joining.A seems locked in a strong conversation.C the person on the bottom left might be open but the other two seem locked in.Person E looks to be walking towards person D but not clear whether they are open, might be about to start personal conversation.


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16|

17|

comfortable distancearms and legseye contactyour mouth and your eyesfastslow

1. B | 2.C | 3. A

Your own answers.

1.2.3.4.5.6.

A.

B.


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If you are in the mobile version of this seminar, use a pen or a pencil and a piece of paper to write your answers. If possible, print out the pages that have illustrated exercises.

PROSPECTING TO PROSPER

ASSESSMENT

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P R O S P E C T I N G T O P R O S P E R | WorkbookASSESSMENT EXERCISES

Answer questions 1-8, check your answers and add up your score.

1| Choose the correct option.

Your direct circle of influence.Referrals.Acquaintances.All of the above.

Occupy the same worlds as you do.Occupy different worlds than you do.Cannot be a source of prospects.None of the above.

Are your extended circle of influence.Share an acquaintance with you.Are more likely to talk with you.All of the above.

Are your extended circle of influence.Share an acquaintance with you.Are more likely to talk with you.All of the above.

A.

A.

A.

A.

B.

B.

B.

B.

C.

C.

C.

C.

D.

D.

D.

D.

1. Your warm market is...:

2. Acquaintances...:

3. Referrals...:

4. To become a Rena Ware expert you...:

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Score: /6

Score: /1

Personalize your approach and make your message stand out

Keep updating your knowledge.

Focus on your prospect’s benefits and aim for long-term relationships.

All of the above.

People who occupy the same contexts, environments and subcultures as you.

People who can stop the growth of your circle of influence.

People who’s circle of influence is four or five times the size of other people’s.

People who lack social power.

Combining spreading information about your business with targeting interested prospects.Calling or texting your prospects non-stop.Targeting your prospects, aiming and approaching.Making yourself known and visible.

A.

A.

A.

B.

B.

B.

C.

C.

C.

D.

D.

D.

5. To become a prospect expert you...:

6. Connectors are…:

2| Which statement is NOT a prospecting strategy according to this seminar?

A S S E S S M E N T

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Score: /5

Score: /6

Use a mix of strategies to prospect.Use the Grand Drawing Card (RW54) to approach your warm market.The powerful talk (5 talking points) can only be used for the warm market.When you are making an appointment give specific day and time options. Do not talk about the benefits of attending a presentation when asking for referrals. Ask for referrals after giving a presentation, after service/support visits to your customers, during follow up calls.

Call them and praise their purchase.Offer to show them how to use the products.Ignore questions that you cannot answer.Let them know about new products.Ask them what they do in their free time.Ask them how they have been doing.Send them money.Send them thank you notes.

A.

A.

B.

B.

E.

C.

C.

F.

D.

E.

F.

D.

G.H.

3|

4|

Decide if the following statements are true (T) or false (F) based on this seminar.

Check all that apply, based on this seminar.

To follow up on a prospect or a customer…

T | FT | F

T | F

T | F

T | F

T | F

A S S E S S M E N T

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to get information about your prospects.

so that your prospect feels comfortable talking with you.

who your prospects are and what needs they have.

and try to connect with them.

you and your prospects are interested in.

Have conversations with your prospects...

Share enough information about you…

Ask questions…

Talk about something...

Listen to understand...

Score: /1

Score: /5

1 A

B

C

D

E

2

3

4

5

5|

6|

Match the sentence halves correctly.

Which statement is NOT a step of managing objections?

Turn the objection into a question in your mind.Confirm the objection.Follow up on your prospect.Offer options.Empathize.Ask for clarification.

A.B.

E.

C.

F.

D.

A S S E S S M E N T

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Talk fast enough for interest and slow enough for clarity.

Smile with your mouth and your eyes.

Sit or stand where they can see you and your face.

Score: /3

Keeps at a distance, keeps arms/legs crossed.

Tries to make eye contact.

Frowns, grimaces.

7|

8|

Match your prospect’s body language (1-3) to yours (A-C), based on this seminar.

Complete each definition with a word from the list.

organization resilience persistence

the ability to recover quickly from difficulties. providing structure and discipline.the determination to do something even if it is difficult or other people oppose it.

A. ____________:

B. ____________:C. ____________:

Score: /3

Total Score: /30

1 A

B

C

2

3

A S S E S S M E N T

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P R O S P E C T I N G T O P R O S P E R | WorkbookASSESSMENT ANSWERS

1|

2|

3|

4|

5|

6|

7|

8|

1 .D | 2. B | 3. D | 4. A | 5. D | 6. C

B

A | B | D | F | H

1 D |2 B | 3 A | 4 E |5 C

C

1 C | 2 B | 3 1

A. Resilience | B. Organization | C. Persistence

Use your Circle of Influence (RW120) and the powerful talk (5 talking points). Use the Grand Drawing Card (RW54) to approach your cold market.If you don’t have the Grand Drawing Card, you can use the 5 talking points system to remember what to say.

Emphasize the benefits of attending a presentation.

1. T.2. F.

3. F.

4. T.5. F.

6. T.

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BACK

A S S E S S M E N T A N S W E R S

0 - 15

16 - 25

26 - 30

Large portions of this content are still a bit difficult for you. Review the content pages and do the practice again. Dedicate some time to it. Maybe ask your sponsor or leader for support or clarification. Then take the assessment again.

Good job! You have learned most of this seminar. Look over the answers you got wrong: do you understand why they are wrong? Go back to the content pages and review those parts.

Excellent! You got all or nearly all of the content in this seminar. Check the answers you got wrong: do you understand why they are wrong? Go back to the content pages and review those parts.

HOW DID YOU DO?

Total Score Recommendation

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FEEDBACK

How helpful was this seminar ?

What would you do differently? How can we improve it?Please send your comments to [email protected].

Put the name of the seminar in the subject line.

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