Getting Customers

Potential Customers

According to the book “The Wellness Revolution” Paul Zane Pilzer explains that health is a huge trend. The industry is headed towards a trillion dollars by the year 2010. The health trend is fueled by the “Baby Boomers” that want to feel and look younger. There are about 1 billion baby boomers worldwide. They control 65% of all the money. So it is easy to identify people who need health. There are prospects all around us.

Examples of contacts:

• Immediate Family
• Relatives
• Friends
• Referrals
• Neighbors
• Co-workers
• Service People (i.e. postman, mechanic, lawyer, realtor, teachers, tailor, etc)

Examples of events to find contacts:

• Sporting events
• Class reunions
• Family reunions
• Weddings
• School functions
• Clubs
• Work functions

Look For:

• People with health challenges – sick, cancer, asthma, high cholesterol, high blood pressure, allergies, heart disease, diabetic, etc
• Health Conscious – Goes to gym a lot or likes to exercise
• Have stressful lives – job stress or family stress
• More energy – professionals, athletes, busy moms, etc

Marketing Ideas

• Reaching out methods: Flyers, internet free classified ads, newspaper ads, booth
• USANA events: Health seminar, home health party

*ACTION STEP -Write Out A Communication Plan:*

Step 1: Know what NOT TO say:

• I have a product that can cure your cancer
• I have a product that will allow you to get off your medication.
• I have a product that can help get rid of all your aches.
• I think you would love this.
• You would do good on this product
• Are you interested?
• I want you to . . .
• I want . . .
• You should . . .
• You need . . .
• What if I told you . . .

Step 2: Know what TO say:

• I’m looking for people that are concerned with their health
• It may or may not work for you.
• This could improve...
• You might want to . . .
• You might benefit from . . .
• I thought you might want to know . . .
• Is there any reason you would want. . .
• I don’t suppose you’d . . .
• What if you knew. . .
• Maybe you should hear from some others who have had success with the products

Step 3: Write an opening

Now that you know what to say and not say, take the phrases from Step 2 that sound most like something you would say and the phrases that make the most sense in inviting EACH person. You may come up with different opening phrases for different people.

Step 4: Incorporate the Qualify [need, want, don’t want], if possible into the script.

Step 5: Create a concluding question that generates a response to your invite. You can use more the phrases in Step 2.

Example:

It may or may not be for you, but I am promoting a product that is helping people get more energy throughout the day. I thought you would want to know how it can help you get more energy while you are working all those hours.
Step 6: Add Proven Invite/Close To Action Script To Your Script:

Associate: “Let me get you some information that can show you how you can [have more energy throughout the day]. When would be a good time to meet up so that I can get you that information?

Prospect: “Tomorrow night at 8”

Step 7: Write out your completed script:

Associate: “It may or may not be for you, but I am promoting a product that is helping people get more energy throughout the day I thought you would want to know how it can help you get more energy while you are working all those hours.”

“I have some information that can show you how you can get [more energy]. When would be a good time to meet up so I can show it to you?”


Verify Your Script

Show your scripts you plan to use with each person you have in mind to your upline trainer to make sure you are on the right track and you are getting their input.


Practice Your Script

Practice saying your script over and over again until you say it without stuttering, sounding rehearsed, or having any nervousness.

Be Prepared For Questions

This product is too expensive?

Associate: “What do you mean by too expensive?”

Prospect: “Well there are other products out there that are cheaper to buy”

Associate: “Yes you are right there are products out there that are cheaper, and there are also products out there that are less effective and not as safe for you to take. I have a book that ranks the quality of over 1500 supplements that was put together by a team of scientist. Would you like to see what they found?”


Does your product have any side effects?

Associate: “Well that just depends on you and your body. Some people start on the product without any side effects and see results right away. Others who are just starting to take control of their health may feel slight discomfort such as small skin breakouts or slight diarrhea in the beginning as their body gets rid of the toxins that have built up in their body over time.”


Is your product all natural?

Associate: “What do you mean by all natural?”

Prospect: “Are there any extra chemicals added to the product”

Associate: “USANA products are science based. They make sure that they filter out all contaminants so that you are taking a safe product that is 100% pure and free of contaminants, and they don’t add any harmful chemicals during the process.