[powerpress]
Today I’ll be answering a question asked by Melinda, who shared, “Every presentation is supposed to include the great products and the business opportunity, because both can make such a difference in people’s lives. So, my issue is how to transition from someone loving the products to using that to say, Hey, this is also a really great business opportunity, and this is why.” In her situation, she shared with me that the lowest associate pack is the best deal because it gives them 30% off. I have also spoken to other clients where the associate packs are amazing values and so you kind of have to talk about both. I haven’t covered this yet because with essential oils, all the kits allow you to become an associate so it can be done later. So let’s break down how to do this if your business has different levels for associates and users.
Step 1: Include the fact that you will be sharing a little about the business opportunity during the agenda.
“Today we are going to chat about your health goals, some of our basic products, and then you can decide for yourself if it’s a good fit for you. I’ll also spend a couple minutes explaining how the business side works since that question always comes up, even out of curiosity.”
Step 2: Talk about goals, challenges, company as you normally would.
Step 3: Build value in the product line.
This is really important. While some people will consider running a business without knowing about the product, they are a stronger candidate and will be more successful when they are fully bought in to the amazing value of your product, and what it can do for people. It’s very tempting to skip this section if you know that there is some interest in the business opportunity ahead of time. Do not skip this step and move right to the business. It’s a lot easier to get someone to agree to marry you if they are in love with you.
Step 4: Share a really simple overview of what it would be like running their own business.
Start by asking, “Have you ever thought about running your own business? Ok, cool, why is that important to you?” Once you listen to their answer, the key here is simplicity. Just like when you explain products you tie it back to their goals and connect the dots in the most simple way possible, you will do the same thing with the business. You can say, “Here is how it works. You go around doing conversations just like the one I did, which was pretty simple right? I can show you how. You will earn commissions on each sale, and as your customers, repeat orders, and team members grow, you will earn additional bonuses. I don’t want to confuse you so here is a really simple example. For example, if you had 10 customers personally, that would be about $300 per month in income in a hypothetical example. It took me ____ months to get there. You can go slower or faster based on however you want to do it. As your business grows, so does your income, just like any business. The nice thing is that you don’t need to invest $10s of thousands of dollars like a lot of other businesses. You just get one of the associate kits and there is literally no risk because you are going to use all of those products anyway on your own.
Step 5: Start with two options to buy- a business option or a personal option.
So then let me show you our most popular packages. The first is the Fantabulous Kit, and it comes with, well, everything I went over today. This is designed for people who are going to start using the products and starting their business at the same time, and here is why….. There is X worth of product, and it gives you the option to sell as well. There isn’t any risk if you change your mind on the business, because you will use all of these anyway at some point, and it gives you everything to learn about and use for samples. It’s Y dollars. Another option that would be good if you are just wanting to get started using them on their own is the Totally Knarly Kit. It comes with these things… and it’s Z dollars. If you were to get one of these, which would you prefer?” They will answer, and you will ask if they want to order it. Be prepared for “I can’t afford it” since that is typically the first response of everyone. For this example, let’s say they initially said, “I would go with the one with everything” and then they couldn’t afford it. Just respond with, “no problem, let me show you some kits that are similar but a little less” and go from there. If your company gives a huge value for the larger packages you are doing a disservice to your customers by not giving them an opportunity to choose it. Furthermore, your closing percentage will go up drastically because people typically buy the fifth option. That requires that you have shown them five buying options. But I digress a little.
Step 6: Set up another appointment to explain the business in further detail and start with training your new team member if that’s the route they decide to go. Don’t overwhelm them.
Ok Melinda, I hope that answers your question. Talking about the business doesn’t have to be complicated. It’s simply selling an idea instead of selling a product, and you will do the same sales process. Once you gain more experience and skill with selling in general, you will notice your muscle memory will start explaining business opportunities in the same way.
Thanks for taking the time to listen today. This is the podcast for people in their first year or two of direct sales who want to sell more effectively, even if they have no background in sales. Make sure you share this podcast with someone you know. Have a great week!
Tasha