Leading With The Business

1
Leading With The Business

• The Process of Building USANA With Paid Leads
• by
• Steve Beth Hill

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Outline

• I. Steve Hill
• A. Points To Consider When
• Purchasing Leads
• B. Challenges
• C. Advantages
• II. Beth Hill
• A. Working With Leads People Basic Truths
• 1. 99.9 Have A Biased View of Network
  Marketing
• 2. People dont care how much you know
  until they know how much you care.
• 3. When the DREAM is big enough, the
  FACTS dont count!!
• B. Working With Leads People Technique
• 1. The Approach
• 2. Making The Appointment
• 3. Silver Bullets On The Phone
• C. Working With Leads People The
  Meeting
• 1. The Toolbox Printed,
  DVDs. Audio CDs, Books

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Points to consider when purchasing leads

• Can you get email/text message when a lead comes
  in?
• What popup/website is used to generate the leads?
  Is it credible? Tim Sales leads
  http//www.firstclassmlmleads.com
• How many times is each lead sold?
• Are the leads local, national, specialized, or
  all 3?
• For Example Diet leads, stay-at-home-moms,
  etc.
• Does the lead seller allow you to report/get
  credit for bad leads?
• Can the leads be real-time local where you get
  notified the moment the form is submitted?
• Cost per lead average Can be as low as 1.00 and
  as high as 25.00 to 50.00 per lead. Tim Sales
  leads run 5.00/lead.

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Challenges

• Bad leads wrong , disconnected,
• Can you report bad leads?
• People frustrated by a flood of calls (people who
  fill out multiple forms while surfing)
• Be ready to let them know you dont know about
  other companies, and understand they may be
  getting a lot of people calling them.
• People just got started in someone else's
  business.
• I think this is a good thing because it means the
  lead source finds people who are looking.
• Pushes us to call more consistently.
• People wanting to get an actual job dont
  understand what advantages of a home business
  are.
• I am not an employer. I am building a team of
  key people to be making a 1000/week in the next
  6 8 weeks.
• People tend to be low to middle class and think
  they have zero money to spend.
• - Start-up (if they insist on knowing
  cost) is 29.95.
• - DONT GO INTO COST ON THE PHONE
  IF YOU CAN AVOID IT.
• Get them to MEET WITH YOU!
• Tell them you need to get together
  so you can fully lay out all of their options for
  getting started. Product and business support are
  truly optional and can be handled any number of
  different ways.
• If they believe this will change their future
  they will be able to find the money, and the
  motivation!
• Share it BIG. I offer a starter income thats
  setup to generate 50,000/year
• If the lead says a specific amount of income they
  would like to be making, tell them they CAN make
  that kind of money.

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Advantages

• Advantage 1 Your names list becomes
  never-ending!!
• Advantage 2 You have permission up front to
  call these people.
• Advantage 3 Every one you talk to is looking
  for some form of income.
• Advantage 4 A great way to practice talking to
  strangers!!!
• Advantage 5 Interview Format Can Be Used
  most people are comfortable with this because of
  job interviews. Gets them sharing openly about
  what they are looking for as well as their
  personal goals. (Professional Inviter Inviting
  Formula Important!!)
• What were you looking for when you filled out the
  form?
• What types of things have you done in the past?
• What does the ideal work-from-home opportunity
  look like for you?
• Advantage 6 Buy leads and setup a few meetings
  in the area of your next vacation spot. Its a
  tax write-off and if you sponsor someone in that
  paradise location you can make more trips there!

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Working With Leads People A Few Basic Truths

• 1. 99.9 of all the people out there have
  some form of Network Marketing Bias.
• 2. People dont care how much you know until
  they know how much you care.
• 3. When the DREAM is big enough, the FACTS
  dont count!!
• 4. BELIEF is the CATALYST that Brings
  Success!!!

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99.9 Have A Biased View of Network Marketing

• A. 99.9 of all the people out there have
  some form of Network
• Marketing Bias. How Do We Know This?
• ANSWER At convention 2 years ago, Robert
  Allen took a survey of the entire audience at his
  breakout session which included about 200 or so
  people. The questions he asked were as follows
• 1. How many of you had heard of or
  had some form of exposure to network marketing
  before you were introduced to USANA?
• THE ANSWER 100 of
  the people in the room raised their hands.
• 2. How many of you had had a
  POSITIVE View of network marketing prior to
  USANA?
• THE ANSWER 0 of
  the people in the room raised their hands.
• 3. How many of you had a NEGATIVE
  VIEW of network marketing prior to USANA?
• THE ANSWER 100 of
  the people in the room raised their hands.
• 4. The FINAL QUESTION Robert
  Allen asked the attendees at his breakout session
  was
• What Does That Tell
  You???
• B. THE SOLUTION Brilliant
  Compensation Use It Up Front As A Filtering Tool
  
• and To Handle the MLM Objection For
  You

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People dont care how much you know until they
know how much you care.

• 1. If you, as a leader, are on fire with
  PASSION for a VISION of your ownpeople will come
  from miles around to watch you BURN!!!
• a. Formulate your own powerful vision
  and your team will follow you to the ends of the
  earth and beyond.
• b. Keep Your Own Focus Going
  Dont Stop, Look Back, or Slow Down!!!
• 2. Everyone wants to be part of a WINNING
  TEAM!!!
• a. Discuss teamwork and people
  pulling together for common goals which will
  CREATE SYNERGY.
• b. Promote team events and set
  team goals. Encourage everyone to participate!!!
• 3. If You Build It, They Will Come!!! (Field
  of Dreams)
• a. Create MOMENTUM and your team
  will run harder WITH YOU to keep up with you.
• b. The more MOMENTUM YOU create,
  as the leader, the more NEW people will be drawn
  to you.
• 4. Maintain an attitude of gratitude DAILY
  and your FOCUS will remain on your people and
  service to them. BECOME A SERVANT LEADER.
• a. Fear or worry about what
  others are thinking will fade away. (Patti
  RoneyProject Purpose)
• b. Your team members will sense
  your dedication, commitment, and sincerity of
  purpose and WILL reciprocate.
• 5. Know What Your Team Members Individual
  Whys ARE and Make A Point of Re-Visiting Their
  Dreams With Them At Every Opportunity!!!
• a. Day-to-day life is distracting you
  need to remind people of their goals for the
  future or they forget.
• b. Sometimes the simple act of
  reminding someone about their original goals is
  all that is required to get them back on track.
• c. Doing the same thing over and
  over again expecting different results IS the
  height of insanity.

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When the DREAM is big enough, the FACTS dont
count!!

• A. Without a WHY or a personal vision or
  reason, there is no gas in the gas tank to drive
  the vehicle forward.
• B. This isnt a business of LOGIC. It is a
  business of RELATIONSHIP. It is a business of
  the HEART.
• C. The Law of Attraction Works ALL The
  TIME, EVERY TIME, for 100 of ALL of the PEOPLE
  who USE IT!!!
• D. As A Man Thinketh In His Heart, SO IS
  HE!!! --Proverbs 237
• Your purpose in talking with this
  person about USANA has to be 100 about HELPING
  THEM! If your focus is on yourself, they will
  sense that.
• E. Where there is no VISION, the people
  PERISH!!--Proverbs 2918
• Note Lynn Allen Johnson told me in person,
  without a vision for their future, people wont
  make it!! No one gets into USANA just to build
  USANAthey get into USANA because of their
  why!!

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The Approach Part I

• Beth Hello.Sandy? Hi, my name is Beth Hill
  and I live in Apple Valley, Minnesota with my
  husband Steve. I am calling you because you left
  me your contact information on our website online
  regarding interest in making money from home. Do
  you remember doing that?
• Sandy Yes. I think I do.
• Beth OKkinda sounds like maybe you do and
  maybe you dont remember? ltchucklegt But that is
  perfectly alright. I am curious, though Sandy,
  as to what exactly you are looking for in terms
  of making money from home. Do you have anything
  in specific in mind? Or were you just poking
  around out of curiosity?ltpausegtltlistenlistenl
  istengt
• Sandy To be honest, I was just curious to find
  out what kinds of things are out there.
• Beth Thats completely understandable, Sandy,
  and I appreciate your openness with me! Can I ask
  have you ever had a business of your own before?
• Sandy Nonot at all.
• Beth All rightno problem! I am just trying
  to get a feel for who you are, Sandy, and what
  you are looking for to see if what I am looking
  for is a match at all to what you are hoping to
  find. Can I ask what sorts of things you have
  done in the past that you have particularly
  enjoyed? ltpausegtltlisten.listen.listengt
• Sandy Can you tell me something about what you
  are doing? OR What is it you are doing from
  home?
• Beth Sure Sandy! We are putting together a
  team of key people who we will work personally
  with to develop an income of 800 to 1000 a week
  within the next 6 to 8 weeks. Would that be of
  interest to you?ltpause.breathegt
• Beth Tell you what I normally do Sandy is I
  arrange to get with people for 30 to 40 minutes
  if there is any level of interest at all and I
  would then give you a global overview of my
  project at that time and find out what areas
  interest you the most. Then, I will get you
  whatever specific detailed information you would
  need to make in informed decision. There is so
  much here I could share with you about this but
  trying to summarize on the phone in 2 to 3
  minutes just would not do it any justice
  whatsoever. I want to get you the absolute BEST
  information I can. Does that make sense to you?
  ltpausegt

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Making The Appointment Part II

• Sandy Yes it does.
• Beth Great! Can I ask you what your schedule
  looks like this coming week? Looks like I
  have..hmm...let me see herehow would either
  Tuesday afternoon at oh say 4 Pm or Wednesday
  evening work for you for us to get together for
  about a half an hour? ltpausewaitwait.pausegt
• Sandy Well.. Wednesday evening sounds the best
  to me.
• Beth OK wonderful! What I would like to do
  for you Sandy, just to streamline things a bit
  and make things smoother when we do meet, is I
  have a 20 minute video link I would like to send
  you via email to go through before we get
  together. It is just background information on
  the industry but it will save us BOTH a lot of
  time then when we meet Wednesday evening. Would
  that be alright? Would you have some time to
  watch a 20 minute video beforehand do you think?
• Sandy SureI think I could do that
• Beth OKlet me double check your email address
  with you Is that ssandy_at_aol.com?
• Sandy Yes...that is correct.
• Beth OK and what time Wednesday evening would
  work best for you, Sandy?
• Sandy How about 730 PM? That would allow me
  enough time to get the kids fed and put to bed
  first before you get here.
• Beth Ok great! 730 PM Wednesday it is then!
  Can I also quickly verify your home address? I
  will be using Mapquest to find you. I also need
  your zip code since Mapquest asks for that.
• Sandy Sure. I live at 1212 Mockingbird Lane,
  St. Paul 55123.
• Beth Ok I have it all written down here.
  Thanks so much Sandy!!! I will send that video
  link to you in a few minutes here then as soon as
  I get off the phone and then I will see you
  Wednesday evening!! Alright? I look forward to
  it!! I know we will have a great visit together!!
  I always enjoy meeting new people! Thanks so much
  for your time!

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Silver Bullets On The Phone

• 1 We are putting together a team of key people
  who we will work personally with to develop an
  income of 800 to 1000 a week within the next 6
  to 8 weeks. Would that be of interest to you?
  
• 2 What I like to do is set-up a time to get
  together for about 30 minutes to give you a
  global overview of the program and find out what
  your specific questions are. It is difficult to
  describe this in a few minutes on the phone and
  do it any justice and I want you to have the BEST
  information to make an informed decision.
• 3 Also, since you and I would be working
  together on this as partners, I think it is
  important for the two of us to meet so you can
  get a better sense of who I am and vice versa so
  we know if we would even WANT to work together in
  the first place. Does that make sense?
• 4 Once you have seen the overview, you will
  know better what questions you need to have
  answered and then I can provide that specific
  information to you and not waste a lot of time on
  things you wouldnt even want to know.

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The Meeting Our Tool Box (I)

• Printed
• 1. Network Marketing Today
• 2. Average Earnings Chart
• 3. 6 Ways Of Making Money
• 4. Matching Bonus
• 5. USANA Newspapers
• 6. Business Packs Comparison
• 7. Pro Pack, Entrepreneur Pack, Basic Pack
  Flyers
• 8. Catalogs w/Price Lists
• Associate Applications
• USANA BDS Binder w. Flip Chart Inside
• Preferred Customer Catalogs Applications

• DVDs
• 1. True Wealth-Money Tree
• 2. Nutritionals You Can Trust
• 3. What Your Doctor Doesnt Know About
  Nutritional MedicineDr. Ray Strand
• 4. Food Matters
• 5. Key Note Address Reverend Dr. Bernice King
  from USANA Convention 2007
• 6. Brilliant Compensation (for those who did not
  get time to watch it previously)
• 7. Matching Bonus Countdown

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The Meeting Our Tool Box (II)

• Audio CDs
• 1. Collette Larson Story When The Impossible
  Becomes The Inevitable (Single Moms)
• 2. Dr. Christine Wood Marketing Nutritional
  Supplements To Families
• (Parents with young children)
• 3. RESET Releasing Fat
• (People Interested In Losing Weight
  Diabetics)
• 4. USANA The Athlete (Athletes)
• 5. Sense Beautiful ScienceMarie Bertrand (Skin
  Care)
• 6. Power of Cellular NutritionDr. Ladd McNamara
  (Cellular Nutrition)
• 7. Lynn Allen Johnson Story Gold to 5 Star
  Diamond in 6 Months ( Bus. Builders)
• 8. Professional Inviter Series (2-3 Sets)

• Books
• Comparative Guide-4th Edition
• Comparative Guide-Consumer Edition
• --Dr. Lyle McWilliams
• Invisible MiraclesDr. Myron Wentz
• Formula For LifeDr. Troy Spurrill
• Fast Cash In Slow TimesRobert Allen
• What Doctors Dont Know About Nutritional
  MedicineDr. Ray Strand
• BionutritionDr. Ray Strand
• Healthy For LifeDr. Ray Strand
• SANOVIV Institute Booklet
• Science Behind SENSE
• Childrens Hunger Fund Booklet
• Lynn Allen Johnson Vision Booklet
• Celebrating Success 25 (CURRENT)
• Lynn Allen Johnson Getting Out of Your Own
  Way

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The CRITICAL IMPORTANCE of Follow-Up!!!

• 1. KEY!! NEVER EVER Leave A Presentation
  w/o having a DATE and TIME SET to meet up again!!
• 2. Best to set-up ALL F/U meetings within
  24 to 48 hours (if possible). The longer you go
  btw F/U meetings, the LESS LIKELY they will stay
  enrolled.
• NOTE 1 week btw meetings is usually
  too long
• 3. If you must wait a week or more, then
  set-up a specific TIME to CALL THEM and touch
  base on the phone. Your reason to call is to
  answer any questions they may have.
• 4. If the person seems to be shutting you
  out from a F/U meeting, email them or call and
  leave a message that you need to collect some of
  the materials that you left with them to
  circulate to the flood of new people you are
  working with. You dont want to have to
  re-purchase everything.
• 5. REMEMBERwhen your prospect is
  refusing (usually passively) to meet with you a
  second time, what has usually happened is that
  someone else or they themselves have talked
  themselves out of doing thisusually because of
  FEAR that this business wont work for THEM. If
  you let them go, their whole FUTURE is on the
  line and YOU are the ONLY ONE offering them HOPE
  for a way out of the trapped situation they are
  in. (Tim Sales says this if not USANA, Then
  WHAT? What is the back-up plan?
• 6. TRUE COMPASSION dictates that you will
  stay the course.

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Perspectives About The Close

• 1. You must ALWAYS ASK the prospect to
  make the decision. If you NEVER ask, I guarantee
  you, they will NEVER decide. A decision
  change and it is human nature to RESIST change.
  
• 2. There are a couple of really cool ways
  to do this smoothly. Our favorite is to say On
  a 1 to 10 scale, Judy, where are you right now
  with your decision to join the team and give this
  a try?
• 3. Whatever number they DO give you, THANK
  THEM for their honestybecause it is as difficult
  for them to answer as it is for you to ask. Then
  ask them another question What would it take to
  move you from a (whatever number they gave you)
  to a 10?
• 4. THEN SHUT UP and Really TRULY LISTEN!!!
  This is where the rubber meets the road on
  follow-up and closure. If the prospect feels
  heard and their feelings are acknowledged BY
  YOU, then chances are they will get everything
  OUT and tell you they are ready to get
  startedNOW they trust you because you took the
  time to care enough to listen to them.
• 5. One very quick and effective confidence
  builder for someone on the fence is to ask them
  about the people who they have been thinking
  about calling. Offer to talk with their
  friend/family/coworker while you are there and
  encourage them to dial the number and hand-off
  the call to you.

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Summary Is it worth it? Conversion Rates

• Leads focus is BEST suited to sparking NEW
  activity for those with NO NAMES LIST. Best to
  start with warm market with a brand new person.
• Out of 55 leads (200.00 expenditure) we
  typically average 10 to 15 that will end up being
  sponsored for product or to be a new Associate.
• Note When you consider the long-term
  value of one Associate sign-up (52,000/year),
  the return on the investment is well
  worthwhile!!
• We have had a LOW of 8 out of 55 and a HIGH of 35
  out of 55 in the past.
• Typically we get 2 people out of 3 interested to
  meet with us or at least watch a video (Brilliant
  Compensation) and agree to a return phone call
  time. People readily accept USANA video links
  also by email.
• Note It is encouraging to the new person to
  see a friend accepting information. Good way to
  encourage a leads person to get involved when
  they are on the fence.
• ½ (50) of those end up meeting with us to
  discuss income from home.
• You can do this effectively with two 30 minute
  calling times per day.
• By the 3rd week we are mostly doing follow up,
  but KEEP CALLING NEW PEOPLE!! It is important to
  keep 2 to 3 new people in the funnel each week!!
• Once you get 2 or 3 who express a desire to
  pursue Platinum Pacesetter, you need to run
  with those 2 or 3 people!! Leads keep a flow of
  NEW People coming!!