Converting Customers into Reps
by Karen Weaver
How do we do that?
Through our customer care, building
relationships, asking questions, asking more questions, listening,
listening, listening.
Remember
the statistics:
85% only
interested in JP
10% may be
interested in the business at a later date
5% might be
interested right away
How do we
find the 10%?
Listening!!
the real art of communication is in the
listening!
"Listening is a gift you can give anyone and it
doesn’t cost you a penny.” Michael Oliver
This is how we normally listen:
45% of the time we’re
supposed to be listening, we’re working out what we’re going to say next.
Another 45% of the time is
spent waiting for a gap in the conversation so we can say it.
That leaves only 10% of
the time listening!
So are we listening when
we spend only 10% of the time doing it?
No…we can’t be.
So how much of the time should we spend listening??
100%
When I focus on me, I increase my anxiety.
When I focus on you, I decrease my anxiety.
Develop the art of asking the right questions
at the right time.
Learn how to listen – and what to listen for
"Any fool can come up with the answers.
But the real measure of wisdom is coming up with
the right questions. "
How is the current economic climate affecting
you? -or-
How is your family being affected by this
downturn in the economy?
Acronym: F.O.R.M.S.
F is for Family
O is for Occupation
R is for Recreation
M is for Money
S is for Spiritual
Conversation…not Interrogation!
Relax…and remember the main points of the conversation.
The more you relax, the more you remember.
“If there were a way for you to
__________________, would you want to hear about it?”
“…well, based on what you’ve told me, I’m doing
something that might fit with what you’re looking for.
If you’re open to information, I’d be happy to share it with you.”
“…the other day when we were talking and you
said _______________. Were you serious or Were you just
kidding?”
“I think there may be a solution to your
problem. I don’t have time to talk about it now, but could we meet for coffee
tomorrow and discuss it?”
Always make it a habit – on your 100 day follow
up call or when they receive their 2nd box –
let them know about the business!
Listen for “raving fan customers”
Getting great
results with Juice Plus+
Giving you
referrals
Dissatisfied
Ask your “Raving Fan Customers” to have a
Wellness Presentation in their home with their friends
and family. At the end of the evening, ask “Do you
want these to be my customers or yours?”
Let your sponsor or upline ask the questions in
a 3-way call:
“Mary…Jane tells me that
you love your Juice Plus+!! Tell me, what is it that
you love about it?”
“Have you ever thought
about sharing that great story with other people?”
“Would you be open to some
information about our business?”
Or Use the “third party” approach:
“Who do you know?”
…“that’s health
conscious and would like to earn $500-1000/month part-time working
from home?”
…”that would like
to develop a part-time income of $25,000 annually within 2 years?”
…”that would like
to create an additional profit center for their business without
additional overhead?”
Or “would you do me a favor?”
…”I have no
reason to believe that that I’m doing would be of any interest to you…
I know you’re
busy with ______________, but would you do me a favor and
listen to this CD and let me
know who comes to mind that I might talk to?”
Or…”I know you know a lot of people.
You probably know just the person I’m looking for.
“Would you do me
a favor? (repeat above)
Or…”Who do you know in _______________?
I’m expanding my business there.
(use your virtual
office to find events)
Invite your customers to your Wellness
Presentations and Health Lectures.
Shows them how
simple our business is
They see they can
do it
Further
solidifies their belief even if they’re not interested in the business
Practice…practice…practice
Quantity of practice is more important than
quality
Keep your conversations relaxed
Let go of your attachment to the outcome
Don’t start “selling” as soon as you glimpse an
opportunity
Go slow to go fast!
Invest time in people
Once they do show an interest, invite
them to look at the Virtual Franchise business model:
By reviewing the
VF booklet together
By inviting them
to an in-home Virtual Franchise overview
By asking them to
look at the
www.juiceplusvirtualfranchise.com website
By listening to
the Virtual Franchise CD with Sean & Jennifer Myers or the Ron Blue CD
By attending a VF
Workshop, Regional, Bootcamp, or Leadership Conference
By attending a
Business Overview Luncheon or Dinner
By asking them to
listen to a webinar on the Virtual Franchise
By putting them
on a 3-way call with your sponsor to explain the business model.
Then continue asking questions…
“What did you
like best about what you heard?”
“ What would you
do with an extra $500/month?”
“Have you ever
thought about starting your own business?”
“What would you
like to achieve in your new business?”
Don’t prejudge anyone!!
Your goal is to find 3-5 like-minded, motivated
people who are as serious as you are.
Hint: it might not be the
first 3-5 people you sponsor. Rule of 4 (for every 4
people you sponsor)
One will sit on
the fence and watch
One will quit
One will retail
some Juice Plus+
One will build a
Juice Plus+ business
Just master the basic job description:
Build a customer base, from your customers find the reps
that want to join you in the business, teach them to do the same.
What’s easy to do is easy not to do!
Be persistent and consistent with your business so you’ll have a
stable and lasting foundation for success.
Attitudes are contagious! Is
yours worth catching?
Have fun!!
In summary…take a genuine interest in your
prospects, your customers, your reps. Listen
to what they want, and help them get it.
Our success is determined by how many people we
talk to. The more people we talk to, the more become
customers. The more customers we have, the more
reps we’ll find.
The more reps we have, the more money
we’ll make – the more lives we’ll affect – and the bigger difference we’ll
make.
Zig Ziglar – “If you help
enough other people get what they want in life, you’ll automatically get
what you want.”
Margaret
Mead – “Never doubt that a small group of thoughtful,
committed citizens can change the world. Indeed, it is the only thing
that ever has.”
Training
Call ●
BuildingYour Team ●
Virtual Franchise Owner's Manual Chapter 9
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