| Meeting with your
customer Here are some tips for a meeting that you have made with a prospective customer. 1. Confirm the meeting ahead of time. Return all calls promptly. The sooner you can return a prospective customer’s call, the better your chances of making a sale. If it takes you two or three days to get back to them, you have already given them the impression that their business is not important to you and you lose credibility. On the other hand, if you are quick to respond to them, they will believe you when you tell them you will be following up to ensure their success. This is another good example of how actions speak louder than words. Be on time, but if you are late, make sure to call and notify immediately. Before your prospect arrives, have your table set up for the presentation. This is absolutely critical for the success of your sale. Or take it with you. Have with you: * Pitch book, before & after photos * Ultimate weight loss program and targeted nutritional products * Measuring tape * Scale * Camera * Product Brochure * It is advised that you leave the products in the car or inside a bag. Don’t focus the customer’s attention on the products you brought. Look great, smell great and be well dressed. Questions for discussion with a customer (open a note-book and jot everything down, show interest): * First of all, please help me clear some details by answering some questions: * How many kilos do you want to lose? * How tall are you? What is your weight? * How have you tried to lose weight until now? * How long did you use these programs? * What was the result? * For how long did you maintain the results? * Why do you want to lose weight now? (try tactfully to find out the real reason). You might need to go back to this question several times. ############################## Questions Your Customers may ask: ############################### Q: A friend of mine used the products of your company and she didn’t get the results (or she lost weight and then put it back on). A: It could have happened because your friend didn’t complete the program. Q: Can I give it a one-month try and then make a decision? A: The thing is, imagine you want to do a major cleanup in your house. Usually you start at 9 a.m. and finish at 5 p.m. By analogy with our case you won’t see the results of your work at 10 a.m. Can you imagine how your house will look like at 10 a.m. –while the work is in full swing? Q: If I decide to quit the program, will I be able to do so? A: No problem. We’ll return your money for all unused products. Q: How long will I have to take it? A: Let us get the weight off first, then decide. Q: One of my acquaintances offers these products at lower prices. A: No problem. But are you sure that these products: * Have been produced by our company? * Are not expired? * Have been properly stored? * And the most important: will your friend follow up with you for the length of time to help ensure that you achieve the desired results? Or is she/he going to do it for free since his/her products are so cheap? Q: I heard that if I sign the contract with the company I will be able to buy products at lower prices. A: If you want to become a distributor, i.e. sell our product, I’ll be happy to tell you about our business opportunities. You will become a distributor, will attend our seminars and trainings. You will be enjoying the following distributor benefits: you will earn retail income, buying products with a discount, and you will build your distributor organization. If you do not plan to be in Herbalife business then I can show you our customer price-list. The prices include the cost of the products and customer care service during the entire period while you are using the products. You have to decide what you would like to be – a customer or a distributor. I will be happy to help you with either of your choices. Overcoming Objections (O): O: Too expensive A: Compared with what? What did you spend on lunch / snacks today? And then work out what they spend a month and compare the nutritional value & discuss the value of a healthy body. No problem. You can go fly by first class, business or economy class. You can also fly in the luggage compartment. What is important is to be on board the plane and reach your destination. If you have no money for any of our programs, let’s start with the simplest and least costly – the Basic program. O: Shouldn’t I talk to my doctor first A: No problem. All the ingredients are on the container so you can SHOW your doctor. Also, is there any kind of FOOD you cannot eat? Because that is what this is – FOOD. O: I can’t take ‘pills’ A: No problem. There is a tablet crusher available so that you can mix your tablets right in your food or shake. O: I’m on medication A: No problem. You will want to have your doctor monitor you in case it is diet related and your medication may need to be lowered as you lose weight. Just keep in touch with your doctor. O: If they are focusing too much on guarantee (keeps coming back to it) A: We have no problem refunding you. The products are guaranteed because they work if you follow instructions. You seem overly concerned, so I need to know……… are you looking to get your money back or looking to lose weight? Q: Need to think about it. A: No problem – what questions haven’t I answered? Q: I have to talk to my husband A: “You probably will not remember everything I told you, so let’s set up a time when I can talk with him, too. Does he need to lose or gain weight, or need more energy or better health? I have many families who start a program together and I offer a special discount for them. |