Recently my client went from an 18% closing rate to enrolling 60% of customers she met with…
Yep. You read that right! She TRIPLED her enrollments. Today, I am excited to share with you the 3 simple things that helped her make this huge leap.
Some of this may be review for you, so this will be a good refresher if that is the case. For others of you, this may be the first time you hear this, and I think you’ll be very encouraged to hear these tips. This can also be helpful for you as leaders to share with your teams.
If you would like to watch/listen to this podcast go HERE.
Remember that with our network marketing businesses, we want to make sure that we are helping people change their lives, and the only way they can do that is to get the products. If you meet with 10 people, and only 2 of them buy, it is a bummer for your business.
Do you know what is a bigger bummer though?
Those people missing out on the life-changing properties of your products.
My client is amazing but her closing percentage wasn’t what she wanted it to be (closing rate is the number of people that you meet with that actually end up buying your product or service). A lot of people were walking away without the products that could help them…
Did you know that customers decide to buy in the first 3 minutes of our conversation? This is done subconsciously which means the beginning of our interaction with them in a sales conversation is so, so, SO important. So here are a few tips that helped my client and I know will be helpful for you also:
Tip # 1 – Start your 1-on-1 appointment or group event (whatever your company calls it) with an agenda. “Today we are going to go over your _______ goals, a little about the company, and the most popular packs. My part is about _____ minutes. You don’t have to get anything, but if you see something you like, I’ll help you order it today. How does that sound?”
What will happen is that your customer will nod their head, and what they have done in about 45 seconds is agreed to keeping an open mind. By having this agreement at the very beginning of your conversation it is going to increase the likelihood they are going to buy.
Tip # 2 – Ask them “What is important for you to learn about today?”
We want to know what they care about, then we want to listen and take notes. This can work for groups by having people just raise their hands. You may not be able to solve all of their problems right then and there, but just learning from them and what they want is super important. You can see that we are building trust with this question and setting the agenda because we are letting them know what is going to happen.
We show that we care and have compassion for them by asking what they want to learn about and taking notes of their answers. We are in control through the agenda, and we give them hope by providing them possible solutions.
Tip # 3 Don’t forget to ask them to buy. “Would you like to order this _____ today?”
One thing that helped my client get those enrollments was that she got more enthusiastic about all levels of kits/packs. Often times we have Kit A that has the highest price, Kit B that is a little less, and Kit C that is a little bit less than that. What happens is that you may get excited talking about Kit A because it is the best solution for your customer. If the customer says no- we may not be as excited about the lower kit options and we get less and less enthusiastic. The lack of enthusiasm can cause the customer to not buy anything.
I would encourage you to be enthusiastic about each kit you are showing to give your customer hope that Kit C will be a great solution.
Following these three tips, my client went from an 18% closing rate to enrolling 60% of customers. You can follow these tips, too, that will help more people say, “Yes!” and help you be more successful.
I hope this was helpful for you!
Join me LIVE on November 1st for “How to Rock Your Business During the Holidays“. In this $27 workshop you will walk away knowing: how to explain specials & promote gifting, the secret to maximizing holiday vendor events, the trick to making it easy to buy for customers, magic holiday phrases, and social media that actually works during the holidays. You can grab the details and REGISTER HERE.