Business Builder Training

By Executive Director

Lorraine Debusschere

Who is Melaleuca??

Consumer Direct Marketing

• We are a manufacturing company that delivers

better, safer products directly to the consumer

at better value than grocery store brands.

• Melaleuca redirects funds that would typically

be used for advertising, multiple distribution

channels and middle-men into better quality

products and shares these saved funds with the

“little guys” like you and me

Who is our competition??

• We are competing with major manufacturers like

Proctor & Gamble, Johnson & Johnson and big box

stores like Walmart & Costco

• Melaleuca reached its first $1Billion in 2011.• Proctor & Gamble – $78.9B started in 1837

• Johnson & Johnson -$61.5B – 1887

• Colgate Palmolive - $15B – 1806

• SC Johnson $8.7B – 1886

• Melaleuca started business in 1985 so are on track to overtake many of

these manufacturers – one household at a time

• Melaleuca currently converts over 30,000 customers each month.

• Walmart known for price - we are known for Value for $$, Quality, Effectiveness +

Price

Welcome to Melaleuca !!

Have You…

• Reviewed your business kit, listened to/watched the DVD – be sure to

watch the full presentation with videos – plus bonus chapters with many

stories of successful Melaleuca Marketing Executives and training on

approaching, etc. Read book “Building your Melaleuca Business”

• Thought about how much time you can devote to your new business???

• Determined if you want a part time income supplement (level 2) or a full

time income replacement (level 3) – Set your business hours

• Started a contact list

• Got connected to your free Enhancing Lives at Home website

• Checked out www.rmbarry.com for product info, brochures and ordered

your Melaleuca Wellness Guide

• Reviewed “Pacesetter Program” see book “Building Your Melaleuca

Business” in Business Kit

Enhancing Lives at Home Website

• Set up your Enhancing Lives at Home website as soon as

possible. Your enroller will send you a link.

• Your website address will be

www.enhancinglivesathome.com/yourusername so set your user name

as something professional.

• Go through and do the “Getting Started” section – If building online

there is a great training on Building Online

• Under “Resources” Print and Download Center – there are great helps –

check out Product PDF’s for printable Product info.

• Watch and listen to Business Training Videos – everything you need is

here

• Best of all ‘ It is FREE’

Becoming a Director

8-10 Personal Customers (initial goal – solid Director has 20 personal

customers)

• Easiest to do in the first month (or first week!)

• Pacesetter program = double bonuses

• To enroll 10 customers you will need to have approximately 12-16 people

take a look at the full presentation (Delivering Wellness Presentation)

• To get the 16 presentations, you will need to make approximately 25

approaches

An approach is when you speak to a real person (not when you

get an answering machine or send an email!)

Take Immediate Action

Set the 12- 16 appointments ASAP

• In-Home Presentation – show DVD to a group of friends

• Webcast – www.successforall.info or www.successoverview.info

• One on One – take DVD and play for a friend or read DWP booklet

• Conference call using DWP slides from www.melaleuca.com

• On phone with prospect go to www.wellnesspresentation.com

Username: delivering, Password: wellness. Prospect does the same.

Set the Pace for your future business – Plan to earn as large a check as

possible in your first month – your new people will look at that to evaluate

the business and it will give them confidence that they can do it too !

Think: “Who can I help and how can I help them !!!” This is the

foundation for your entire business

CRITICAL ACTIVITY 1:

BUILDING A CONTACT LIST

Get organized – have a book to write contacts names and

phone numbers in and keep adding to it all the time – Keep a

record of when you call them, their responses, etc.

• Don’t pre-judge

• Instead of think “Who do I know who would be interested in

Melaleuca?”- think “Who do I know?”

• 100 – 200 names with phone numbers

• Memory joggers: Old address books, phone books, facebook

friends, business cards, wedding invitation list, Christmas card

list, people you work with or used to work with, school year

books.

Where to Begin?

Select the “easiest” ones first

• Family, friends, neighbours, acquaintances

• People you see on a regular basis

• Anyone who has owned a home based business before – or

currently has a home based business

• Anyone who has health concerns and is already using

wellness or safer products

• Anyone concerned for the environment

• Anyone who has children – Brochure from www.rmbarry.com “Let’s

Stop Poisoning our Children” and DVD –Toxic Brew

• Small business owners

Who are you looking for???... People who…

• Are entrepreneurial and business-minded

• Are successful, yet discontented – Have a good “circle of

influence”

• Are hard working, trustworthy, credible, self motivated and

have leadership capabilities

• Smile and are friendly

• Are concerned about their health, environment, etc

• People just like you

• Anyone who washes their clothes, brushes their teeth, etc

• Anyone with a “need” that we can help with – “Find a need

and fill it”

Contact List

Generating Leads:

• Join local networking groups/ attend networking luncheons and events

• Message boards, chat rooms, free classifieds – Also call those who are

already posting their ads

• Ask for referrals “Who do you know…?”

• Use internet to find leads – www.meetup.com, linkedin, facebook

• Join groups of like-minded people with similar interests to get to know

new people

• Be a good listener – look for ways we can help people with their

concerns

CRITICAL ACTIVITY #2:

Setting Appointments

• Biggest mistake people make – Saying too much !! Be brief

and be specific about what you are inviting them to:

• Your Goal – to invite them to a proper full overview not give

a 5 min presentation over the phone

• You are inviting them to get the full picture so they can make

an intelligent decision based on the facts – not hearsay

• Webcast – InHome Pres – One-on-One (coffee shop, etc)

You are NOT calling them to find out if they would be

interested in Melaleuca!! Just to come to a overview

presentation to hear the full story and make up their own

minds !!

APPROACHES – FIND THEIR NEED AND FILL IT

Our business is based on “Enhancing the lives of Those We Touch by Helping

People Reach their Goals” – be it Financial or Health Goals

• Tailor the Approach to the needs of the Prospect –

• I’m call you because….

• I was thinking of you because….

• This could really help your situation…

• The other day you were saying..

• When we were talking the other day you said …eg You wanted to find a

way to work from home and spend more time with your kids – I think I

may have found a way for you to do that…. OR

• you mentioned your retirement fund has been cut back – I think I have

found a way to supplement your retirement income OR

• I know your son has exzema – I think I may have found something to

help …….

Easy Product Approach

Have you ever heard of Melaleuca?? They manufacture eco-friendly products & sell them factory-direct to consumers at discount prices.

I’ve just opened an online shopping account with them and would love to show you how it works. I have been impressed with everything I’ve tried and find I am saving lots of money and getting better, safer products delivered to my door.

Are you free Thursday evening? I’m having a few people over to the house (or inviting a few people to a webcast) to introduce them to the program. There’s no obligation and I’d really like to know what you think.

Easy Business Approach

I’m calling because I have always been impressed with your (business

success, outgoing nature, confidence)….. Have you heard of Melaleuca, the

Wellness Company?

I’ve just become a Marketing Executive and I’m looking for open minded

people to team up and partner with. You were one of the first people I

thought of!!

I’d love to show it to you . Perhaps it wouldn’t fit for you but you might

know someone who’s looking to earn extra income.

The “Help” Approach

• Hi Mary, this is Joan…

I was recently introduced to a company called Melaleuca, the

Wellness Company.

I’m very impressed with everything I’ve seen and I’m

considering starting my own business.

I’m inviting a few friends whose opinion I really value to come

see an overview. It would mean a lot to me if you would come

and give me your opinion.

Give date, time and get a commitment. Ask for a firm

commitment and tell them it’s ok to say no if they can’t make it

but to let you know.

Are You Really Nervous??

Try the “favor” approach:

Can you do me a favor? I’ve just started a new business with Melaleuca, the

Wellness Company and would love to show it to you for practice.

I need to show it to 8-10 people to learn how to give the presentation, etc.

Could we get together this week so I can show you what I’m doing? It

would help me a lot if I could practice on you – I will have a DVD to show

you (or read the DWP booklet) and it will take 45 min to an hour.

Would Thurs evening or Friday morning be better for you??

Third Party Approach

I’ve just started a new business with and

wondered if you know anyone who would like

to earn extra income working from home??

Could I show you what I am doing so if you run into someone I

could help you will know what I am doing.

Most times the prospect will say “What about me??”

Be Prepared

• Have a “Plan A” and a “Plan B” – two dates set that you are available to do or attend an overview – webcast or in person

• If they are not available at the time you suggest, have your calendar in front of you and suggest an alternate appt time.

• Print out the monthly schedule from Connecting From Home for webcast times

• Don’t invite by email or mailbox invitations – a personal phone call carries much more credibility

• Timing is everything – someone who says NO today may say YES 6 months from now - Never Lose a Contact - Ask if you can call them back in a few months to see if circumstances have changed.

Handling Resistance

Can you just tell me about it now?

- I really wish I could but that’s what the overview is for

- It’s a visual presentation so it wouldn’t be fair to just give you half the

picture

• I want to be sure you get all the facts so you know what I am doing.

I’ve hear of Melaleuca –

• Great! What have you heard??

• If they say “My aunt used to “sell” it “ Tell them it has changed a lot and

they need to see how it really works.

• If they think it’s a “friends & family deal” –we can show you how to build a

huge online business without having to solicit family and friends or sell

products to anyone, etc.

HANDLING RESISTANCE

I’m busy – I don’t have time for anything else in my life –

• Feel, Felt, Found – I know how you feel, I felt the same say,

but I found…. This is so perfect for busy people. It’s a great

way to duplicate your time.

• I guarantee it will be worth 45 min of your time – How about

over lunch, you have to eat anyway.. Or suggest a time after

the kids are in bed – Whatever suits them best.

If you relate the approach to their needs “Find a need and fill

it” they will be much more open to an overview – People

always want to know “What’s in it for Me??”

Planning the In-Home

• Have experienced presenter or listen to /watch many webcast

presentations to learn how to present and close.

• Use Full Presentation on DVD with videos – its duplicatable

• Have Value Pak and other Products on display

• Have Membership Kits on hand for those who want to join

• Invite no more than a week in advance – 3-5 days is good

• Confirm the evening before or day of – Say “If there’s any reason you

can’t come, please let me know as I need to know how many are

attending”

• Invite twice as many as you want to come

• Limit food & beverages to mostly Melaleuca products

Summary

If your approaches aren’t working – Stop – Call your

enroller for help

Don`t make this business difficult – keep it simple –

this is a very common-sense business.

If it made sense to you, it will make sense to others !!

Placement Strategy

Position #1 – Friend and family leg – all customers placed here

Position #2 – First, best business builder –VP/CP – Director first month

Position #3 – Next, best business builder

Under Position #2 + 3 – next business builders

Leave #4 + 5 for now.