Helpful Hints
Here are a few pointers and suggestions for using booklets to help your business grow. Remember, the booklets are designed to create awareness on the topics and are not intended to be 'the whole story". This is where YOU enter the picture to answer questions and make them aware of possible solutions.
Be Prepared
Put your contact information in the booklet. The middle of the inside back cover is an ideal place. The back cover itself also has space for your information.
Have a response and follow up strategy in place and ready (details below).
Plan to use multiple distribution methods.
When you recruit someone and they ask, 'how do I get some of these booklets?' - have a supply on hand to get them started, this plants the seed for them to do the same. If they are at a distance, by all means give them our toll free order line, 800-943-9041. Sometimes distributors have called and ordered booklets to be delivered to a new recruit, leaving nothing to chance.
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Presentations
Any presentation you make is an excellent opportunity for you to control the information flow to prospects. Showing and discussing the highlights of the booklet leaves nothing to chance, you do not have to hope and pray your prospects will read it. This is highly effective as one company has soared to 50,000 distributors in less than 3 years using this strategy!
During any presentation show the booklet and point out various highlights, especially pages 3 and 4, as the anti-freeze and product labels surprise most people. You've got their attention. In a meeting, tell them they'll get a free copy later from the person that brought them (all distributors should have a supply on hand, be prepared!). In smaller presentations, like 1-on-1's or 2-on-1's use that attention to start a conversation, ask questions... get feedback.
Many times you'll find a prospect is 'sold' on the merits of the Harmful Ingredient story without going into any detail of the marketing plan. Be careful not to talk through the sale... which is why you need feedback.
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Distribution - getting it out there!
The booklet must be seen for it to do it's job! You can start by placing it in your home, car and workplace. See 24/7 Salesperson
Another great way to start is by handing or mailing the booklet to your family and friends. Let them know you'll be interested in their thoughts when you talk again. Keep everything casual and friendly. Then follow up with something like... '
How about that booklet? A real eye opener, eh?' Then be quiet and wait for their response. If they haven't looked at it yet, suggest they... 'find it and take a quick peek at page 3... there will be no doubt anti-freeze is in some of your products!'
High traffic areas are all over the place. When you are out and about always be on the lookout for literature displays. This lets you know that the owner of the location is open-minded. Start a conversation as these people know the value of an 'attention grabber.'
High traffic areas include:
- medical and professional office waiting rooms
- small retail stores (near the counter)
- flea market vendors
- tanning salons
- meetings, conventions and trade shows - attend, get business cards and speak to as many booth staffers, speakers, etc. that you can. Learn something and share the booklet... these places are loaded with entrepreneurs!
- coffee shops
- gyms
- dry cleaners
- and any place you run across that makes sense!
Direct mail is another way and the booklet is designed with that possibility in mind. The back cover easily accommodates a label and stamp and still weighs in under an ounce, for the lowest first class rate available.
When using mailing lists it is best to stick with 'select or specific' lists that you would have credibility or influence with the target. For example, a doctor had tremendous success mailing to other doctors with a cover letter printed on his medical practice stationery. Chiropractors and health store owners have had similar results. Obviously, if you do not have these credentials, don't fake it. Find such people upline or downline, or recruit them and help them with the campaign and follow up. Co-ops are possibilities here as well. Blind or mass mailing lists are not recommended.
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Handling responses and follow up
When you place booklets in your personal and work spaces and hand or mail them you can initiate follow up in most cases. Sometimes the response will be immediate, questions right now! Be ready, not surprised!
Have other information available. Some organization leaders have 'follow up or decision packages.' Use them. You don't want to be uninformed, but you want to avoid appearing to be an expert, as people shy away if they think they have to learn a new profession. Know the facts, speak from personal experience (use your own products!) and listen to your leaders regarding follow up.
Direct mail and high traffic placement responses will be different. The phone will ring! Be prepared to answer it professionally. Respond with short, courteous, factual answers and, when appropriate, start asking questions... get them talking!
Get a conversation going, like, " how about that anti-freeze picture? ...and then the labels with the ingredients circled... that's when I had to look at my products... geez, I couldn't believe what I found!" and take it from there. Again, your upline leaders can help you with response. Many offer 3-way calling help; take 'em up on the offer!
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