getthevision. hi i’m sandy and this is my story… what’s your story?
TRANSCRIPT
GETTHEVISION
HI I’M SANDYAnd this is my
story…
What’s your story?
BIG PICTURE CONCEPTS
It’s a new IDEA
OUR BUSINESS IN A NUTSHELL
The number of Showcases you hold
Will dictate the number of new Consultants you Sponsor
Which determines the number of leaders you will develop
The more leaders you develop
Will dictate the sales you generate
WHICH WILL DETERMINE YOUR INCOME $$$$$
SHOWCASE OBJECTIVES
1. Book – to secure ongoing business – To perpetuate your business 2. Sponsor – Clone ourselves – Build a team – Residual business 3. Sell – Immediate income – Instant gratification 4. Build Data Base - Every person you meet can build your data base
AGELESS PRINCIPLES THAT NEVER CHANGE
OUR OBJECTIVES
THIS BUSINESS IS A NUMBERS GAME
Always have more of everything than you need people are unintentionally unreliable
Are you filling your tank with enough petrol to go the distance?
THE POWER OF CONSISTENCY AND CREATING MOMENTUM
RESULTS EXPECTED FROM 1 SHOWCASE
Book 2 or more future Showcases (book it the next day if not 2)
Sponsor the hostess and/or guest Book 1 (minimum) sponsoring appointment
RESULTS EXPECTED AFTER HOLDING 3 SC’S IN ONE WEEK
6 future Showcases booked 3 hostesses and/or guests sponsored Booked 3 (minimum) sponsoring
appointments
RESULTS EXPECTED FROM 3 SC’S PER WEEK FOR 4 WEEKS YOU WILL HAVE A COMPOUNDING RESULT OF
24 future Showcases booked 12 hostesses and/or guests sponsored Booked 12 (minimum) sponsoring
appointments
Sell $500?? Invite everyone to training
Sold $1,500?? Lots of new consultants, hostesses & guests
attending training
Sold $6,000 Lots of hostesses or guests
attending training
A STRATEGIC APPROACH
These results are because of a completely tactical approach to the showcase
AND
Your mindset
THE POWER OF NUMBERS
12 Showcases held in 1 month =
18 guests met in 1 week =
72 guests per month =
864 guests per year (MINIMUM)
Create SUSTAINABLE achievements through
SUSTAINABLE behaviours through
SUSTAINABLE methods
Where you place your emphasis you WILL get a result!!!
Easy to Copy SHOWCASE
Easy to Copy TRAINING
Easy to Copy EVERYTHING
THE SMART PATH SHOWCASE People Collection
BOOK
Future Hostess
Continues the smart path
SPONSOR
Consultants
BusinessBuilder
Continues
the smart path
Member / home seller
E business
SELL
- Prospect list for SC & Spon
Customers
Social Media
Catalogue sale
= ONGOING INCOME GENERATOR
THERE ARE 2 DISTINCT PODS TO YOUR BUSINESS
Minimise Time Maximise Results
NB: The amount of time you spend in your personal business will change as your team gets larger.
Personal Business
Team Business
BookingsSponsoringSales
ThroughSHOWCASE}
Developing Consultants
Potential Leaders
Managers and beyond
Weekly Training Development
“Club” One on Ones TLC Phone
Support Starter
Showcase
}
OUR JOB IS TOPLACE PEOPLE IN THE RIGHT ENVIRONMENT
AND LET THEM DECIDE!!!!
SHOWCASE PLAN
THE POWER OF BOOKINGS
Consultants, hostesses and clients come and go….
it’s the flow of the business
PEOPLE ARE UNINTENTIONALLY UNRELIABLE
PARTY PLAN IS A SYSTEM OF GROUP SELLING
(location doesn’t count!!!)
Book with INTENT Sponsor with INTENT
Sell with INTENT
Become a master people collector
CONFIRMATIONThank you note / Catalogues
Keep it simple
RETENTIONMust coach hostess on how
to invite and ask her guests. Gifting is not
enough
ATTENDANCE
Guests will only come if there is a benefit / pampering for them
At the SC BOOK
SPONSOR SELL
(Use SC format)
THEBOOKING
CYCLE
AFTER THE SHOWCASE Follow Through: Add guests to client list New Consultants – Kit Delivery and Training
BOOKING PRINCIPAL
Booking on Hostess Gifts alone does not create a point of difference for us.
Booking on the pampering /service we provide does!
BOOKING PRINCIPAL cont.
The “SELL” to the guest from the hostess is as important as the “SELL” from the consultant to the hostess!
Relationships have changed, no one feels obliged anymore.
THE POWER OF BOOKINGS
Bookings are purely the vehicle between where you are right now
and WHERE you would like your life and business to be!
FILLING YOUR DIARY
1) Plan your time 2) Make your prospect list 3) Strategies approach-gift and
theme 4) Hit the phone 5) Confirm in writing-send
catalogues
2 KEY BOOKING TECHNIQUES
1) Book with themes
2) Book with giftingUSING BOTH IN THE RIGHT PLACES
LIVE BY THE OLD PARTY PLAN SAYING…
You’re not through till you book two (Or 3 or 4 or more!)
IF NOT WORK WITH THE 24HR DISCIPLINE
SPONSORING
“Nothing worthwhile in this life has ever been the result of one persons
efforts ………but many!”
Mulford.J.Nobbs
WHY SPONSOR
Overseas trips Residual income Financial security Guaranteed income No limit on earning
potential Maternity leave More hands make light
work! LIFESTYLE!!!!
FAST TRACK YOUR BUSINESS GROWTH
You need to sponsor to be successful You need to sponsor more than you need
–
As people can come and go You need to have many of your team
members
involved in sponsoring
BECOME OPF
Dream about the size of cheque you would like to
earn Be a people magnet and a people collector Learn to be naturally inquisitive & interested in
others - ask lots of questions
THE BIGGER PICTURE
Every person knows at least 100 other people at a
SHOWCASE Imagine sitting behind each person is another 100
people So potentially selling to 6 people you could be
selling to 600 people
THE BOOKING AND BEYOND
Consider having a macro vision for your bookings Look at each guest as a business looks at and uses
social media When a business is trying to promote its self and expand
its buying base they try to connect with people who
have a great number of ‘followers’. If they have thousands of followers they are known as
‘key influencers’
EACH ONE CAN REPRESENT MANY So they look at how many other people
they can
get exposure from via each person Social media is like party plan on
steroids!!! We need to look at each guest that way
too!!!!
WHAT HAPPENS TO THE GUEST WHEN THEY BUY ?
THEY GO ON TO YOUR CLIENT LIST
WHAT DO YOU DO WITH THEM?
CONSIDER FOLLOWING THROUGH EFFECTIVELY AND REGULARLY
SO THEY ARE NOT JUST A NAME ….
THINK OF THE PEOPLE THEY ARE CONNECTED TO THAT YOU ARE NOT MEETING
CONSIDER THISLOOKING AT YOUR BOOKINGS AND BEYOND
As connection collection opportunity not just a
profit Centre- it is only the beginning of what can
unfold! Be obsessed to gather more bookings, as 6 guests
could represent 600 people or more Be focused and influential and be a talent scout
MACRO VISION
Your true profit center is the end
result of your bookings Sponsoring and development Generating sales through the
multiple channels of your business
SPONSORING AT YOUR SHOWCASE!!!
3 SPONSORING APPROACHES
1) LEAD WITH THE BUSINESS
2) LEAD WITH THE PRODUCT
3) SUBTLE APPROACH
THE SPONSORING FILTER
STEP 1: HAVE YOUR HOSTESS COLLECT OUTSIDE ORDERS.
STEP 2: DO A COMMERCIAL BREAK FOR THE OPPORTUNITY
STEP 3: DO A COMMERCIAL BREAK FOR YOUR KIT
STEP 4: CLOSE YOUR SHOWCASE ON A MINI COMMERCIAL BREAK
FOR OPPORTUNITY, JOINING KIT
STEP 5: CONDUCT ONE-ON-ONE CONSULTATION WITH ALL
GUESTS,
SERVING HOSTESS LAST
THE SPONSORING FILTER STEP 6: ASK EVERY GUEST WHAT THEY THOUGHT ABOUT THE OPPORTUNITY &
ASK EVERY GUEST WHAT THEY THOUGHT ABOUT THE KIT
STEP 7: ISSUE ANYONE JOINING ON THE NIGHT CATALOGUES AND PRICE LISTS
SO THEY CAN GET STARTED STRAIGHT AWAY
STEP 8: DO A PERSONAL KIT DELIVERY TO GET HER SET UP/OR UPSELL HER
INTEREST LEVEL. (FOLLOW OUR SPONSORING APPOINTMENT SCRIPT )
STEP 9: OFFER TO DO A STARTER SHOWCASE IF YOU FEEL FEAR IS CREEPING
IN
AND OF COURSE YOU CAN TAKE HER WITH YOU TO YOURS
STEP 10: OFFER TO DO A MINI CAREERS NIGHT AT HER HOME TO GET HER
TEAM STARTED RIGHT AWAY
SPONSORING APPOINTMENT LETS LOOK AT THE SCRIPT……
THE SPONSORING FILTER WHAT HAPPENS IS…
THE WEAK PIECES WILL FALL THROUGH THE CRACKS AND WHAT YOU ARE LEFT WITH IS A STRONG STRUCTURE.
(With new consultants all finding their fit in your business)
TURNING SPONSORING INTO DEVELOPMENT
HOW DO YOU DEVELOP OTHERS IN YOUR TEAM?
All you have to do is pass on your booking & sponsoring skills
YOUR BUSINESS’S LIFE CYCLE WE HOLD SHOWCASES WE SPONSOR NEW
CONSULTANTS WE TRAIN WE NURTURE WE DEVELOP SOME WILL GO ON SOME WILL GO UP SOME WILL GO OUT
WE NEED TO BE ON A CONSTANT REPLACEMENT
PROGRAMME!
BEING AUTHENTIC & CREDIBLE
You cannot teach someone something you Don’t know… You cannot give someone something that you Don’t have…
PRACTICE, PRACTICE, PRACTICE !!!
30 DAY TURNAROUND
Book more, sponsor more in the next 30 days than you’d ever dream of doing long term
CREATE MOMENTUM
THE KEY TO YOUR SUCCESS IS
SPONSOR!!!SPONSOR!!!SPONSOR!!!
IN BIG
NUMBERSNUMBERSNUMBERS
GO FORTH AND MULTIPLY!!!
NOTES FROM SANDY MCDONALD 25TH JULY 2015: