FOLLOW UP
Follow up Conversation after a DA
How to Start the Follow-up
At the follow-up meeting, when you are new, have your up-line with you (or on the phone). Ask the prospect what they loved about the products.
Then ask them: On a scale of 1 to 10: 1 being I never want to hear about this again; 10 being I am in and how do I start
Where do you sit right now?
a) If they say 1 (i.e. there is absolutely no interest)
THEN you say – Fair Enough, let’s talk about the products. I can show you how to get a 20 – 80% discount, and a free gift. Look at the value you are getting for a product I know that you love.
b) If they say 8 or 9 (i.e. there are very interested)
THEN you say fantastic. You’re pretty close to getting going on this. No one is a 10 because it's scary to start something new. I will be there with you every step of the way and help you get everything you need to be successful! I recommend you jump in and join me!
If they are still hesitant follow the script for the person who says 6 or 7.
c) If they say 6 or 7 (i.e. there are interested)
THEN you say great. You’re pretty close to getting going on this. Can I ask you a couple of questions?
How much money would you need to make per month to make it worth your while?
If they say $800 – you say great – that is DM money and I can show you how to do that 5 months max. Can I show you a little more about how we get paid and promote in Arbonne?
(Listen to Sarah Morrison's recording and see her powerpoint below to learn how to continue.)
Click here for the Recording
Click here for the Powerpoint
Now ask based on everything I've shown you, what are the next steps for you?
c) If they say 3, 4 or 5 (i.e they don't understand how it works)
THEN you ask: How much money per month would make this worth your while?
How many hours per week would you be able to dedicate in order to make this income?
How many months are you willing to commit to?
SO by the end of (the number of months they said), working (the number of hours they said), if you were making (the amount of money they said) per month would that be good for you?
If they say yes – then you say – well that sounds like you are more than a 3,4,5 on the scale. And then go through the steps based on Sarah’s How We Get Paid and Promote, and follow through what you would have done had they answered with an 8!
Ask: Is there any reason you don't want to get started today?
If no – great.
If yes – may I ask you why? I would love to hear your feedback.
See the "Handling Objections" webpage to know how to answer more questions.
If they are of the "sponsor up" caliber and they are hesitating try saying this:
I am having the most extraordinary experience building this business. Nothing would thrill me more than to have this experience with you changing people's lives, teaching people how to be be their most extravagant selves. The money may or may not be important for you in this life but the money is there. There is no ceiling and it is willable. There are schools being built in many African Villages by many Arbonne consultants because of the wealth this can create. For me I would love to build this business with you. But it's not about me. It's about you.
When they are ready to get started
You may wish to show them the "I'm Interested. Now What?" Presentation
Explain to them about the business order.
(For you to fully understand the importance of a business order See Why Place a Business Order.)
Also watch this video:
Say: It is my responsibility to set you up for success. What Arbonne requires for you to be effective is two things:
1) To use products yourself to be able to talk about them
2) To have products to lend out
What I recommend for you is to get 4 sets of products to lend out. When you do you will find that you don't have too many and you also will have enough. This is what I did. It costs about $400 per set. Then I added a few products for myself so I (or you can say most people) spend about $2000, which is very little when you're starting a multi-million dollar business.
NOW WAIT FOR THEIR REACTION
If they don’t like the idea of starting their business for that price:
SAY: "Is it the money at issue for you OR the fear of the unknown? If you really can't afford it, you can start with fewer kits. Our goal will be to sell as much product as you can, to make as much money as you can. It will be harder because you'll have fewer kits to lend out. However, it is doable. The promise to yourself will be to put your commissions back into your business to purchase the four kits you need."
If they really don't have the money, ask them: "What are you comfortable spending?", "What are you uncomfortable spending?" and "Could you push that a bit?" Tell them it's important that they are a little uncomfortable so that they don't give up! Then ask: "Can you get me in front of 30 people in the next 10 days? We are going to get you the money to buy your tools!"
If they are just afraid to spend the money, follow the following:
"If you do have the money in savings, or can borrow it, but you are afraid you won't make it back, let me tell you that is exactly where I was. I am recommending a leap of faith. When I was with my sponsor I was afraid that I wouldn’t make my money back because I didn’t know how to do this business. I was afraid to fail.
People go and buy a flat screen tv and spend that kind of money because they KNOW where they will put that TV in their room, on which wall, on which table – they can see it, they can see themselves sitting at home watching their favorite movies, shows, games.
Right now, you are at square one – you need to look at this like you’re going to school – you are taking a three month class and you will learn what you need to know in three months. So if you were signing up for a hairdressing, cooking, acting, a new language class you know that at the end of the three months you will have learned what you signed up for.
In Arbonne, you sign up, you get your business tools, you go into qualification and you learn in three months what you need to learn to become an Independent Consultant. In a year you will be earning about $1500 a month which is the average salary of an Area Manager. The average time to become an AM is 12 months.
SO if you have 10 hours/week that is dedicated to Arbonne and you do that for a year, you will be making $2000 per month – knowing you had spend $1500 to get started, is that a good return on your investment?"
The following documents show how the money spent on the business order can be earned back within 6 months.
2500 QV Business Order
1000 QV Business Order
If Your Prospect Is Hesitant or Answers "Maybe" About Joining Your Team
Know that 80% of people need 5 to 12 "touches" before saying yes!
Place an order. Recommend that while they are thinking about whether to be a consultant they buy some products to use them and get to know them. This should be easy as they already said they would be willing to redirect their spending to Arbonne products when you asked that question. Have them choose between PC and Consultant. You can say if they are thinking about joining your team they may wish to sign up as a consultant to get the better discount. But if they choose PC they can pay the difference to upgrade if they decide to join your team.
Invite to Meet with your Upline to Answer Questions. Invite your prospect to a meeting with your up-line so they can ask lots of questions about the business, the business model, etc. and to help them through their hesitations. This meeting can be in person or a 3-way call.
Ask lots of questions and listen. Help your prospect think about what might motivate them to join the team. You will probably want help from your up-line here! To get them to agree to a meeting with your up-line ask:
"Where they want to be in 5 years?"
"If I could show you how you can build this business within your busy life so that in a few years you do have time would you be open to hearing about that?"
"If I could show you how you can start this business without spending a lot of money would you be open to hearing about that?"
Attend Events. Invite your prospect to attend a Discover Arbonne meeting, a car party or a launch to meet your team and see the Arbonne culture.
Send Audio or Video Links. Give your prospect the Robert Kiyosaki CD as well as other links to listen to and watch if they are appropriate for your prospect's situation. Choose an Adventures in Arbonne video that relates to your prospect. Or choose a video about ingredients or about network marketing. (Peruse the videos on this website!)
Here are a couple of great videos to send!
Explain the Compensation Plan. It is probably best for your up-line do this. Sometimes it helps for your prospect to know how they will make money.
Introduce your prospect to other members of the team.
Help your prospect start thinking of who they would want to join their business!
Always Plan Your Next Meeting From Your Current Meeting
Before you leave your prospect always book the next meeting, whether in person or on the phone. If they don’t have a calendar, book a tentative date and confirm later. Explain your life is busy and you want to ensure you can schedule them before things book up.
If Your Prospect Says No
Ask for a referral.
Say, "Do you know anyone who is (list adjectives) like you who would want to create wealth alongside what they are currently doing and would want what I have?"
Then ask "Can I check back in a couple of months to see if you've met someone to refer to me?"
When you call in a couple of months say:
Just checking back as I told you I'd give you a call in a couple of months. How are you? Just curious, did you come across anyone who may what to hear what I'm up to?
Always end conversation with: Can I check back with you in a couple of months to see what's up?
Drip, Drip, Drip
When a prospect says "not now" or even "no", continue dripping. Make sure to tell them your successes, gift them Arbonne products for special occasions and to continue to invite them to Car Parties, etc. Make sure to not vomit Arbonne! Sometimes it takes 12 drips before a prospect will join your team. Amanda Fingerhut said "not now, I'm too busy" to Gillian Weinrib for a year before she agreed to attend a car party. She brought Vivian Shapiro with her and the rest is history!
At the follow-up meeting, when you are new, have your up-line with you (or on the phone). Ask the prospect what they loved about the products.
Then ask them: On a scale of 1 to 10: 1 being I never want to hear about this again; 10 being I am in and how do I start
Where do you sit right now?
a) If they say 1 (i.e. there is absolutely no interest)
THEN you say – Fair Enough, let’s talk about the products. I can show you how to get a 20 – 80% discount, and a free gift. Look at the value you are getting for a product I know that you love.
b) If they say 8 or 9 (i.e. there are very interested)
THEN you say fantastic. You’re pretty close to getting going on this. No one is a 10 because it's scary to start something new. I will be there with you every step of the way and help you get everything you need to be successful! I recommend you jump in and join me!
If they are still hesitant follow the script for the person who says 6 or 7.
c) If they say 6 or 7 (i.e. there are interested)
THEN you say great. You’re pretty close to getting going on this. Can I ask you a couple of questions?
How much money would you need to make per month to make it worth your while?
If they say $800 – you say great – that is DM money and I can show you how to do that 5 months max. Can I show you a little more about how we get paid and promote in Arbonne?
(Listen to Sarah Morrison's recording and see her powerpoint below to learn how to continue.)
Click here for the Recording
Click here for the Powerpoint
Now ask based on everything I've shown you, what are the next steps for you?
c) If they say 3, 4 or 5 (i.e they don't understand how it works)
THEN you ask: How much money per month would make this worth your while?
How many hours per week would you be able to dedicate in order to make this income?
How many months are you willing to commit to?
SO by the end of (the number of months they said), working (the number of hours they said), if you were making (the amount of money they said) per month would that be good for you?
If they say yes – then you say – well that sounds like you are more than a 3,4,5 on the scale. And then go through the steps based on Sarah’s How We Get Paid and Promote, and follow through what you would have done had they answered with an 8!
Ask: Is there any reason you don't want to get started today?
If no – great.
If yes – may I ask you why? I would love to hear your feedback.
See the "Handling Objections" webpage to know how to answer more questions.
If they are of the "sponsor up" caliber and they are hesitating try saying this:
I am having the most extraordinary experience building this business. Nothing would thrill me more than to have this experience with you changing people's lives, teaching people how to be be their most extravagant selves. The money may or may not be important for you in this life but the money is there. There is no ceiling and it is willable. There are schools being built in many African Villages by many Arbonne consultants because of the wealth this can create. For me I would love to build this business with you. But it's not about me. It's about you.
When they are ready to get started
You may wish to show them the "I'm Interested. Now What?" Presentation
Explain to them about the business order.
(For you to fully understand the importance of a business order See Why Place a Business Order.)
Also watch this video:
Say: It is my responsibility to set you up for success. What Arbonne requires for you to be effective is two things:
1) To use products yourself to be able to talk about them
2) To have products to lend out
What I recommend for you is to get 4 sets of products to lend out. When you do you will find that you don't have too many and you also will have enough. This is what I did. It costs about $400 per set. Then I added a few products for myself so I (or you can say most people) spend about $2000, which is very little when you're starting a multi-million dollar business.
NOW WAIT FOR THEIR REACTION
If they don’t like the idea of starting their business for that price:
SAY: "Is it the money at issue for you OR the fear of the unknown? If you really can't afford it, you can start with fewer kits. Our goal will be to sell as much product as you can, to make as much money as you can. It will be harder because you'll have fewer kits to lend out. However, it is doable. The promise to yourself will be to put your commissions back into your business to purchase the four kits you need."
If they really don't have the money, ask them: "What are you comfortable spending?", "What are you uncomfortable spending?" and "Could you push that a bit?" Tell them it's important that they are a little uncomfortable so that they don't give up! Then ask: "Can you get me in front of 30 people in the next 10 days? We are going to get you the money to buy your tools!"
If they are just afraid to spend the money, follow the following:
"If you do have the money in savings, or can borrow it, but you are afraid you won't make it back, let me tell you that is exactly where I was. I am recommending a leap of faith. When I was with my sponsor I was afraid that I wouldn’t make my money back because I didn’t know how to do this business. I was afraid to fail.
People go and buy a flat screen tv and spend that kind of money because they KNOW where they will put that TV in their room, on which wall, on which table – they can see it, they can see themselves sitting at home watching their favorite movies, shows, games.
Right now, you are at square one – you need to look at this like you’re going to school – you are taking a three month class and you will learn what you need to know in three months. So if you were signing up for a hairdressing, cooking, acting, a new language class you know that at the end of the three months you will have learned what you signed up for.
In Arbonne, you sign up, you get your business tools, you go into qualification and you learn in three months what you need to learn to become an Independent Consultant. In a year you will be earning about $1500 a month which is the average salary of an Area Manager. The average time to become an AM is 12 months.
SO if you have 10 hours/week that is dedicated to Arbonne and you do that for a year, you will be making $2000 per month – knowing you had spend $1500 to get started, is that a good return on your investment?"
The following documents show how the money spent on the business order can be earned back within 6 months.
2500 QV Business Order
1000 QV Business Order
If Your Prospect Is Hesitant or Answers "Maybe" About Joining Your Team
Know that 80% of people need 5 to 12 "touches" before saying yes!
Place an order. Recommend that while they are thinking about whether to be a consultant they buy some products to use them and get to know them. This should be easy as they already said they would be willing to redirect their spending to Arbonne products when you asked that question. Have them choose between PC and Consultant. You can say if they are thinking about joining your team they may wish to sign up as a consultant to get the better discount. But if they choose PC they can pay the difference to upgrade if they decide to join your team.
Invite to Meet with your Upline to Answer Questions. Invite your prospect to a meeting with your up-line so they can ask lots of questions about the business, the business model, etc. and to help them through their hesitations. This meeting can be in person or a 3-way call.
Ask lots of questions and listen. Help your prospect think about what might motivate them to join the team. You will probably want help from your up-line here! To get them to agree to a meeting with your up-line ask:
"Where they want to be in 5 years?"
"If I could show you how you can build this business within your busy life so that in a few years you do have time would you be open to hearing about that?"
"If I could show you how you can start this business without spending a lot of money would you be open to hearing about that?"
Attend Events. Invite your prospect to attend a Discover Arbonne meeting, a car party or a launch to meet your team and see the Arbonne culture.
Send Audio or Video Links. Give your prospect the Robert Kiyosaki CD as well as other links to listen to and watch if they are appropriate for your prospect's situation. Choose an Adventures in Arbonne video that relates to your prospect. Or choose a video about ingredients or about network marketing. (Peruse the videos on this website!)
Here are a couple of great videos to send!
Explain the Compensation Plan. It is probably best for your up-line do this. Sometimes it helps for your prospect to know how they will make money.
Introduce your prospect to other members of the team.
Help your prospect start thinking of who they would want to join their business!
Always Plan Your Next Meeting From Your Current Meeting
Before you leave your prospect always book the next meeting, whether in person or on the phone. If they don’t have a calendar, book a tentative date and confirm later. Explain your life is busy and you want to ensure you can schedule them before things book up.
If Your Prospect Says No
Ask for a referral.
Say, "Do you know anyone who is (list adjectives) like you who would want to create wealth alongside what they are currently doing and would want what I have?"
Then ask "Can I check back in a couple of months to see if you've met someone to refer to me?"
When you call in a couple of months say:
Just checking back as I told you I'd give you a call in a couple of months. How are you? Just curious, did you come across anyone who may what to hear what I'm up to?
Always end conversation with: Can I check back with you in a couple of months to see what's up?
Drip, Drip, Drip
When a prospect says "not now" or even "no", continue dripping. Make sure to tell them your successes, gift them Arbonne products for special occasions and to continue to invite them to Car Parties, etc. Make sure to not vomit Arbonne! Sometimes it takes 12 drips before a prospect will join your team. Amanda Fingerhut said "not now, I'm too busy" to Gillian Weinrib for a year before she agreed to attend a car party. She brought Vivian Shapiro with her and the rest is history!