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TOTAL PLAN

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					                                 TOTAL PLAN
              2 meetings a day —40 meetings a month!

                                   Main provisions
Total Plan is a daily plan of work, which provides you with the ability to:
             Get referrals and schedule meetings in an easy and effective way
             Sell products and build a customer base
             Attract new first line distributors
             Train new distributors


                     And all this can be done SIMULTANEOUSLY!
   Total Plan allows a supervisor to substantially improve his performance.
             Building a customer base and the first line is done through circles of
               acquaintances, which is much faster and more effective
             There is a substantial savings of time and money spent on advertising
             The supervisor decides, for himself, when and with whom to meet
             Working according to this plan is simple, which means it can be mastered by
               anybody
             Organizations working by this plan have achieved great success
             The distributor working by the Total Plan is not facing disappointment due to
               “failed” meetings — practically all the meetings are successful, as he, at least,
               gets referrals
             Statistics accumulated in the last three years testify to an exclusive efficiency of
               Total Plan.


A daily plan of work means you need to work every day.
Imagine that you have a regular job with a salary. What would happen if you missed work
for several days and it happened several times? The answer is simple: you would be fired.
Another situation: you own a grocery store. What would happen if you didn’t open your
store for several days and it happened several times? The answer is simple: you would go
bankrupt.
Total Plan works and provides great results only if you come to work every day. That’s one of
its major secrets.


   Total Plan in numbers - statistics accumulated in 3 years.
   Supervisor’s monthly results:
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           2 meetings a day—40 meetings a month
           100-200 referrals
           15 sales of personal care products
           3 sales of weight loss and nutrition programs
           3 new distributors


   After a year:
           Thousands of referrals
           No need for an advertising campaign
           A large database of potential customers and distributors
           At least 100 active personal care customers
           At least 20-3 0 active weight loss and nutrition customers
           Large personal volume
           High retail and wholesale profits
           Distributors that can work independently by this plan and teach their own new
               distributors


   How and whom to address in order to start acting
   Let’s start with compiling lists
          1. Personal care customers
          2. Weight loss and nutrition customers
          3. Former customers
          4. Acquaintances who
                     Tried the products
                     Heard a product presentation
                     Heard a business presentation
                     Know nothing
          5.   Strangers:
                   Surveys
                   Telemarketing

   How to schedule a meeting:
   Immediate Rapor Script (my favourite) Variant 1


Hi (prospect’s name), this is (your name), you don’t know me, but I believe you are a friend
of (Susie????)?
Super — well the reason for the call is ... she was having a free facial from us this morning,
we were pampering her silly, and she popped your name and number down —and said I
must give you a call and schedule you in for a free facial too. She said you would

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absolutely LOVE it.
WAS SHE RIGHT?
EXCELLENT ... what time of day suits you best? Morning or afternoon?
Book appointment and HAVE FUN! ! !!!


Calling friends or close acquaintances. Variant 2
        Hi, Helen. It’s .... (How are you? etc).
We’re looking for a little help. We’re part of the new Executive Group creating brand
awareness for our exclusive skin care range, by way of giving FREE facials. By the way, has
anyone else offered you a free facial yet?


You heard of Lancome and Clinique, haven’t you? Our products have also been developed in
the same laboratory in France, and they are exclusive and top of the range.


The facial only lasts about 30 minutes, and you’ll absolutely love it. What part of the day
would suit you best: morning, afternoon or evening? Great.


Okay, we can book you in on ______ at _____ . How does that suit you? Great. Let me take
your full postal address .... And your post code is...? Great. If there is a need to change the
time, please give us a call on (your number).


So, we’ll see you on _____ at _____
I hope you’ll enjoy it. I’ll speak to you again soon (prospect’s name). Good
bye.2
Variant 2:
Calling Referrals
Hi, my name is (your name) may please? May I speak with (prospects name)
Hi (prospect’s name), you were referred to us by (name). She/he was having a free facial from
us at her home and told us you would love to have a free facial too. Was she/he right? Great.


We’re part of the new Executive Group creating brand awareness for our exclusive skin care
range, by way of giving FREE facials. By the way, has anyone else offered you a free facial
yet?
You heard of Lancome and Clinique, haven’t you? Our products have also been developed in
the same laboratory in France, and they are exclusive and top of the range.
The facial only lasts about 30 minutes, and you’ll absolutely love it. What part of the day
would suit you best: morning, afternoon or evening? Great.
Okay, we can book you in on _____ at ______. How does that suit you?
Great. Let me take your full postal address

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And your post code is...?
Great. If there is a need to change the time, please give us a call on (your number).


So we’ll see you on_______ at _______.
I hope you’ll enjoy it. I’ll speak to you again soon (prospect’s name). Good bye.
<End>
        NOTE: make the appointment preferably within 48 hours. today, then call to confirm
        appointment by giving a call
The meeting: order of events
Case 1: when you start with personal care products
    1. Doing the facial
    2. Getting referrals
    3. Sale of personal care products
    4. Discussing weight loss / nutrition
    5. Discussing the business opportunity

    Case 2: when you start with weight loss/nutrition
    1. Discussing weight loss/nutrition
    2. Sale of weight loss products
    3. Doing the facial
    4. Getting referrals
    6. Sale of personal care products
    5. Discussing the business opportunity



Evaluating the results of the meeting
    There were no referrals and no sale                 OK
    There is a sale, but no referrals                   Better
    There were referrals, but no sale                   Good
    There were both referrals and a sale                Excellent
    A new weight loss customer                          Excellent
    A new distributor                                   Excellent


                                             Meeting
This brochure provides an example of how things might develop when a meeting is scheduled for a
facial. Total Plan is equally effective when the meeting is scheduled to talk about weight loss and
nutrition.
You will, therefore, be able to use any meeting most effectively: getting referrals, selling other
products, discussing the business opportunity. The major advantage of Total Plan is its
versatility.
                                                  4
What to have with you:
          1. A very nice pitch book AND your flip chart (A4 Easel/Presentation File)
          2. Always take the business presentation flip chart too, incase you see strong
             signals that they would like to do the business.
          3. Referral forms
          4. Personal care products: open for testing and closed for selling. The open
             products should look clean and new, as if opened 5 minutes ago.
          5. Nutrition and weight loss products (in the car trunk or in the bag)
          6. Calculator, measuring tape, customer care journal, camera


Personal care products for conducting a meeting:
All Nourifusion products
1 Ultimate Shapeworks program
The other products you will need when the person shows interest in the products and wants
to purchase products from the facial products you used.

       Customer pricelist


Preparing for the meeting:
  Take care of your appearance — you represent an international company with an annual
     turnover of $2 billion. Look businesslike. All details are very important: clothes,
     footwear, hairdo, make-up, deodorant, nails, and smell from the mouth. Don’t wear big
     rings or ostentatious beads that may detract the customers’ attention.
  . Don’t be late — it’s a bad start. Come 5 minutes before the scheduled time.
  . Wash your hands before the presentation


Create an atmosphere:
  Thank the person for agreeing to participate in the facial
  Build rapport - create a good atmosphere to make initial contact and to acquire the
     person’s cooperation
  During the conversation sit across from the customer, preferably at the table
  Ask to reduce the sound or switch off the TV
  If the atmosphere is strained or the customer is in a hurry, schedule the meeting for
     another day
  If the customer agreed to meet you at his work place and you see that the atmosphere is
     not very accommodating, limit yourself to showing several pictures and products and
     schedule a meeting at home in more favorable surroundings. Offer the same
     opportunity to all his/her colleagues.


                                              5
 Talking points around the personal care products
 Helen! Before we start testing our personal care products, I would like to tell
 you a few words about this line of products.
 The range has just been launched in the middle of April . . .
 were developed in France’s largest research institute known as Barlo laboratory .


     What do you clean your face with?
     What do you use to moisturize your face?
     How do you protect your skin?
     How do you nourish it?
Great! (Pay attention to the products that are about to end, and what products are missing. Do not
make any critical remarks about her cosmetics.)
   1. Put all” the open products, for the facial, on the table (all the open products should be
       clean as if opened 5 min. ago)
   2. Use the 3 laminated sheets with pictures of products if you have this.
   3. Show the customer the referral form and explain to him/her that you are conducting
       further facials with the help of this form.


Attention! The customer should put all the personal care products on his/her face
himself/herself! Don’t touch the customer s face! There are many reasons for this:

        Only professionally trained cosmetologists have the right to work with the
           customer's face. Even if you are a professional cosmetologist, don’t do it.
        It’s not duplicable for many distributors (especially for men).
        Not all customers want a stranger to touch their face
        If you put cream on a customer’s face, it looks like a sale, and we want to avoid a
           sale at this stage. If the customer puts cream or a mask on his/her face
           himself/herself, then he/she is using the product, which later makes the sale much
           easier.


Attention! Together with using the products continue completing the Referrals list. Don’t
forget that the main goal of the meeting is to get a list of referrals. That’s why it’s important
not to be “drawn into” selling products until you complete the list.
Asking for a referral phone call during the meeting
Helen, could you please call them to introduce me? Tell them your friend (relative,
acquaintance...) Susan is visiting you. Tell them we need their help. You can then pass me the
phone and I will explain everything. Your call pattern


USE SCRIPT above


                                                  6
How to proceed to a conversation about purchasing products. Having completed the list of
referrals, ask a simple question: Helen, what products have you liked most?
Helen: Mask and eye gel


Great! Take the closed products from the bag and give them to her or place them in front of
her on the table. (It’s better to give them to her).
Helen:       How much will it cost?


(If Helen is holding the products and not asking the price, name the price for each product
yourself).
Helen, I need to know what you really want: just buy a couple of products or radically
improve the state of your skin.
Helen:       Of course, improve! What do I need to do?


Great! Let’s take another look at the personal care products you are currently using, and we
will compile the best program for your face, taking into account the products you already
have.
Make sure to see how much is left in each tube; so if you see that some products are coming to
an end; she will have to purchase them anyway.


Together with the customer choose the products to complete the program and say:
Real changes in the state of your skin could only be seen if you use a complete care
program. The complete program has 4 major functions:
cleansing, moisturizing, protection and nourishment. Only by using a complete program,
can you expect serious results.
Even if some of the tubes are full, write this information in the Customer journal and when
you follow up with her, as a customer, you will know when to offer these products in order to
complete the program. Close the deal and take the payment.
Nutrition and weight loss


After completing the facial, proceed to a conversation about nutrition and weight loss
products:
Helen: As I have mentioned earlier, our company is primarily a weight loss, weight
control and nutrition company. Are you or any of your family members interested in this
issue?


How to proceed to the issue of proper nutrition for a person without extra weight.
You might know that the state of our skin largely depends on nutrition and general well-
being. It is a well-known fact that nutrition-related metabolism problems often affect our

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skin. What is balanced nutrition? It’s a specific amount of amino acids, vitamins, minerals,
oils, herbal elements and many other ingredients, which are often absent from our daily
nutrition. So I would like to tell you shortly about our Company’s major specialization.
As you might know, Herbalife has been developing balanced nutrition and weight loss
products for 25 years. Our Company is officially represented in 60 countries worldwide
and has an annual turnover of more than $2 billion. We have more than 40 million satisfied
customers in different countries.


Speak about our doctors: Dr. Heber and Dr. Ignarro.
Tell your story very shortly or the story of one of your relatives or customers.
Then ask: Does this issue interest you?
Variants on how the meeting could go:
1. Helen: Yes, I am interested.


You: Proceed to a regular product presentation
2. Helen: No, I am not interested.


You: It’s OK. Do you know anybody...?
3. Helen: I am not sure. Opinions, rumors, etc.


You: Great. I am in a hurry now anyway and will be glad to meet you another time to
discuss the issue. What is the best time for you?


Business opportunity
In all the other cases, except when Helen purchases a weight loss or nutrition program, we
recommend you discuss the business opportunity:
Helen, due to the launch of new products, we have gotten a lot of new customers. It’s hard
for me to deal with this huge amount of work. I am looking for a person who could help
me out and also earn some good money on the way. Helen, would you be interested in
earning some money working part-time?
If Yes, talk about the business opportunity and the forthcoming 1-day
STS.
If No:
Helen, do you know anybody who could help me out and is interested in earning money
working part-time or building a serious business?


Repeat calls to people you once visited
After some time you will have a long list of people you visited, but they:
  Haven’t purchased a weight loss or nutrition program, while having all the reasons:

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     extra weight, etc
  Haven’t purchased personal care products, while using a lot of similar products
  Haven’t decided to become distributors, while needing extra income


It’s very important to contact these people from time to time. Don’t forget they might need
time to make a decision. Develop your own pattern of repeat calls to such people. To be able
to do so in the future, leave a good impression after the first meeting.
Notwithstanding the results of the meeting, let them know you will be calling them from
time to time to keep them posted about what is new in our industry and send them
information about new products. Don’t forget to leave your business card and a product
brochure.
We also recommend you call the person the following day and thank him/her for
participating in the research and/or send a thank you letter/email.


Major steps of working the Total Plan


Step 1.
Create your own effective and profitable working model Based on the “2 meetings a day —
40 meetings a month” principle, create your success story and a long-term customer base,
which will bring you a profit of around R11 000 a month.


Step 2.
Teach 10 first line distributors to do the same.
Aims and goals:
    4 guests/new distributors at each 1-day STS
    1 new supervisor a month
    New distributors go to 7 meetings with you, of which:
             3 meetings are conducted solely by you, and he/she only listens
             2 meetings are conducted by him/her, and you do the closing
             2 meetings are conducted solely by him/her, and you listen to discuss later (very
              positively and constructively)
    If necessary, take the new distributor to more than 10 meetings
    Once a week, gather all the new distributors for a joint training


Step 3.
Working with a new supervisor
    Define clearly the goals for the initial 30 and 90 days of working by Total Plan
      (implementing stages 1 and 2)
    Explain the importance of proper financial management (keeping the money for

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       turnover of products)
    Explain the necessity of keeping and increasing the product stock at home
    It’s very important to follow up on the implementation of these points and be in
       constant touch with the new supervisor



Step 4. Training the trainers is the way of creating a large reliable
organization.


    Your first line distributors implement the 2nd step of Total Plan: create 10 first line
       supervisors
    After some time it will give you 100 active second line supervisors who will each create
       10 first line supervisors of their own and 1,000 third line supervisors
    To achieve this, all the four steps of Total Plan should be implemented.


Example:
    If, in your organization, 8 people are implementing the first step of the Total Plan, you
        easily qualify for GET Team
    If, in your organization, 32 people are implementing the first step of the Total Plan,
        you easily qualify for Millionaire Team
    If, in your organization, 80 people are implementing the first step of the Total Plan,
        you easily qualify for President’s Team


     Bottom line: 2 meetings a day —40 meetings a month!




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