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P R O S P E C T I N G T O P R O S P E R | Seminar

PROSPECTING TO PROSPER SEMINAR

The complete guide to finding and connecting with future recruits and customers

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We are a people business: we share the Cause, the Difference and the products with others to help them transform their lives. In order to do all that, we need to find and connect with future recruits and future customers: we need to prospect.

This seminar is designed to help you with prospecting, from mapping prospects to approaching them to following up. It focuses on two key aspects: obtaining appointments and referrals. It offers suggestions on where and how to find prospects and what to tell them so they want to book an appointment. A people business is based on building relationships and this is how you start building them.

How to use this seminar for learning and teaching

This seminar is designed for both individual and classroom learning. It includes three main parts:

Welcome to thePROSPECTING TO PROSPER

SEMINAR

Content Workbook Trainer Slides

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This document is the property of Rena Ware International. It may not be modified, and images and text contained in it may not be excerpted or extracted for any use.

ALWAYS CONDUCT YOUR BUSINESS WITH HONESTY, INTEGRITY AND THE HIGHEST LEVEL OF ETHICS!

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PAY ATTENTION TO THE FOLLOWING ICONS

Legal requirements that you must meet.

Quick tips.

Things to remember. Workbook.

Additional resources.

Things to say.

For individual learningUse each content section along with its corresponding practice section. At the end, take the assessment to see how much you have learned.

For classroom learningUse the trainer slides to guide the group through the seminar. Have the group read the Seminar to answer the questions on the slides.Have the group use the Practice and Appendix to do the activities suggested on the slides.Give priority to role plays: they are designed to simulate interactions with prospects and are more difficult to do individually in your own time.

PROSPECTING TO PROSPER

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PROSPECTING to PROSPER SEMINARThe complete guide to finding and connecting

with future recruits and customers

About this seminar•This seminar in context•What you need for this seminar

Prospecting basics•What is prospecting and why do it?•Who are your prospects and where are they?

At a glance: Prospecting basics

How to prospectPrepare•Become a passionate Rena Ware expert•Become a prospect expert

Proceed1. Use a variety of strategies: hunt, fish and farm!2. Approach3. Follow up

At a glance: How to prospect

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12

10

13

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3130

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24

3648

53


Prospecting skillsCommunication•Become an expert conversationalist•Listen to overcome resistance•Manage objections•Use non-verbal communication

Personal Skills•Persistence•Resilience•Organization

At a glance: Prospecting skills

Start now: ready, set, go!

5. What is your prospecting personality?

6. Event day prospecting strategy

7. Tips to remember people’s names

8. Role-plays

4. Do’s and don’ts of approaches in person, on the phone and online

3. Powerful talk 5-talking points: additional script examples

2. Circle of Influence (RW120)

Glossary

Appendix

1. The Perfect Presentation process: additional resources

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99101102

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THIS SEMINAR IN CONTEXT

Rena Ware has developed a flow that has proven very effective at getting people to join your team, become your customers or both. We call it the “Perfect Presentation.” As shown in Table 1, the perfect presentation flow covers the entire process of interacting with your prospects, from approaching them to following up after an enrollment or a sale.

This seminar focuses on the early steps of the process, where you identify and approach your prospects in order to decide whether to start a presentation immediately, make an appointment or ask for referrals. It explains how to get appointments and referrals and follow up on contacts and referrals (highlighted in Table 1). These parts are shown in more detail in Table 2.

Other parts of the perfect presentation flow are covered in other seminars, as shown in Appendix 1.

The following characters will help illustrate some concepts of this seminar:

RENA WARE INDEPENDENT

REPRESENTATIVESPROSPECTS

Look out, as they may appear in different outfits!


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TABLE 1: The perfect presentation process overall

APPROACH

PRESENT

1. Pave the way2. Share the Cause and invite your prospect to join your team

5. Share the products (sell)6. Close the sale

7. Ask for referrals

8. Share the Rena Ware Difference again (if not successful before)

FOLLOW UP Be a good Team LeaderThe Sale after the Sale

3. Share the Rena Ware Difference (recruit)4. Enroll your prospect

IDENTIFY

• Introduce yourself and Rena Ware• Decide: start presentation/make appointment/ask for referrals

Establish your warm and cold markets

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TABLE 2: Prospecting

1 | IDENTIFY

Prepare

2 | PROCEED

Approach

DO USE

Establish your warm and cold markets.Prioritize.

Research/study:•Rena Ware•Your prospects

Do prospects generating activities.

Briefly introduce yourself and Rena Ware.

Decide: start presentation/make appointment/ask for referrals.

Prospect: Now. Start presentation.

Warm market: Circle of Influence (RW120)

Online resources (e.g. Rena Ware training, social media) and other resources (e.g. social events)

Activities suggested in this seminar on pp. 31-35.

•Cold market: Grand Drawing Card (RW54); mini script on side 1•Warm market: the powerful talk

Question at the end of the mini script or its adaptation for the warm market.

The Rena Ware Difference Recruiting Brochure (RW516).

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DO USE

Check your schedule and give a couple of options.

Get the prospect’s contact information.

Thank prospect and leave your contact information and appointment time.

Prospect: Really not interested.

Contact:•Existing customers•Referrals•Dormant prospects who did not take action

Your appointment calendar.

Grand Drawing Card (RW54): side 1

•Leaving piece (AQ645-RW92)•Your business card

Grand Drawing Card (RW54): Questions 8-9

•Circle of Influence/ Grand Drawing Card (RW54)•Social media

Make an Appointment

Ask for referrals.

3| FOLLOW UP

Prospect: Later this week.

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To make the most of this seminar you are going to need:

WHAT YOU NEED FOR THIS SEMINAR

GRAND DRAWING CARD (RW54)

YOUR PHONE

YOUR CIRCLE OF INFLUENCE (RW120)


PROSPECTING BASICS

WHAT IS PROSPECTING and WHY DO IT?

WHO ARE YOUR PROSPECTS and WHERE ARE THEY?

AT a GLANCE: PROSPECTING BASICS


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WHAT IS PROSPECTING and WHY DO IT?

Prospecting is finding and connecting with people in order to share the Cause, the Difference, and the products with them. It involves mapping the people around you, finding and generating activities to meet people, approaching people, making appointments to give presentations, asking for referrals and following up.

Prospecting really is where your business start. We are a people business based on building relationships. Prospecting essentially means building and maintaining relationships so that your business can grow and prosper.

!

PROSPECTING BASICS


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WARM MARKET

COLD MARKET

WHO ARE YOUR PROSPECTS and WHERE ARE THEY?

A prospect is someone who could join your team and become a new Rena Ware Independent Representative, someone who could become a customer, or both.

Prospects are the key to your growth: the more prospects you talk to, the more opportunities you will have to recruit, sell, teach, and ultimately grow your business.

In principle, everybody is a prospect. So, you already have more prospects than you think! As a frame of reference, there are three main groups of prospects:

3. Everybody else1. Your direct “Circle of Influence”

2. Referrals

PROSPECTING BASICS


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The first group of prospects is your “Circle of Influence.” These are the people you know directly: family, friends, relatives, neighbors and acquaintances. They are your warm market.

Acquaintances can be crucial to expanding your “Circle of Influence”, sometimes even more crucial than friends and family. Friends and family occupy the same world as you do: they might live with you or near you, work with you, go to the same churches, gyms or parties as you do. Essentially they know the same things and people as you do. But acquaintances occupy different worlds than you do and are much more likely to know things and people that you don’t know. So acquaintances are a powerful source of prospects.1

Use the “Circle of Influence” form (RW120) to help you map the people you know. Start working on it right now.

1 Concept adapted from M. Gladwell (2000), The Tipping Point.

Your “Circle of Influence”

P R O S P E C T I N G B A S I C S

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Writing names in your “Circle of Influence” is a creative, brainstorming exercise. That means that you should not restrain yourself and you should let your mind remember names. Do not “prejudge” your prospects, do not limit the list to prospects you think will become good recruits or customers. At this stage, write down any prospect you can think of.

Fill out Write down 5 names of people who you would like to talk to about the Cause, the Difference and the products.

1P R O S P E C T I N G B A S I C S

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Prioritizing is important because as you are starting your business, you will need some support during your first few presentations, and reaching out to your “A list” first may be beneficial. Even if they do not join or buy, they are more likely to give you some encouragement, useful feedback and referrals.

PRIORITIZE

A

C

B

Prioritize the names in your “Circle of Influence” to decide whom to contact first. Write:

for the people who are more positive and open to new things.

for the people who are more resistant to novelty.

for the other names – the people “in the middle.”


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You are going to call a few prospects from your “Circle of Influence” and make an appointment by the end of this seminar!

ADD CONTACT INFORMATION

Now, look up the phone numbers of these people and write them in the third column.


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The second group of prospects are referrals. They can be considered your extended “Circle of Influence” and are part of your warm market, because you have a common acquaintance. The common acquaintance is very powerful because most people will be willing to talk with you when they know that you have a mutual friend or acquaintance. This will help you set appointments with referred prospects.

Everybody who is not in your “Circle of Influence” or a referral is your cold market: people you do not know and with whom you have no relationship.

Your warm and cold market are not frozen: they are fluid and they will keep changing. In particular, your warm market will keep expanding as you add referrals to your “Circle of Influence.” Effective prospecting means approaching both markets regularly and consistently with a mix of activities that will appeal to them.

Referrals

Cold market

When you obtain referrals, make notes of who referred them so you can mention the connection during the conversation.

EXERCISE 1

P R O S P E C T I N G B A S I C S

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AT a GLANCE: PROSPECTING BASICS

Approach both your warm and cold markets consistently and with a mix of strategies.

Your cold market are people you do not know and with whom you do not have any relationship.

Prioritize the people in our circle of influence (A=positive; C=resistant; B=everyone else).

Your prospects are in your warm and cold markets. Your warm market are the people in your “Circle of Influence”, the people you know directly and indirectly. These include referrals and acquaintances. Acquaintances are very powerful as they occupy different worlds than you and can add to your world.

Prospecting is finding and connecting with people who could join your team, become your customers or both.

1

2

3

4

5

PROSPECTING BASICS


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BECOME a PASSIONATE RENA WARE EXPERT

BECOME a PROSPECT EXPERT

USE A VARIETY of STRATEGIES: HUNT, FISH AND FARM!

APPROACH

FOLLOW UP


PREPARE

PROCEED

HOW to PROSPECT

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HOW to PROSPECT


When you are prospecting you are essentially thinking about the people with whom to share the Cause, the Difference and the products and how to approach those people so that they will want to engage with you and eventually join your team, buy products or both. In order to prospect effectively you need to be able to connect the Cause, the Difference and the products with your prospects in meaningful ways. In order to do that you need to know the Rena Ware business (the Cause, the Difference and the products) and something about your prospects.

If you want to attract your prospects to your business and inspire passion, first you have to feel that passion yourself. Become an expert in all things Rena Ware and even find which ones you are most passionate about. Gain knowledge of the business, products and processes.

BECOME a PASSIONATE RENA WARE EXPERT

PREPARE

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Learn or review the following points:

The Rena Ware core purpose and see how it drives the company and your Rena Ware business:

The Rena Ware Cause

The Rena Ware Difference

Sharing the Rena Ware Difference

Sharing the the art of “Buen Comer” and the cookware

Sharing the Cause and the water filters

Rena Ware core purpose Impact on business

123

Transforming lives

Bringing people together

Improving the environment

Rena Ware products: water filters and cookware

H O W TO P R O S P E C T

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The Earnings Plan

“The Rena Ware Standards of doing business” (RW31)

“The Guide to Direct Selling Best Practices” (RW32)

Your goal is to become competent so that you can be an advisor to your prospects. You will be able to give them information that is accurate and relevant to them, you will be able to offer options that work for them as well as for you, and they will be able to trust you.

EXERCISE 2


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In addition to knowing the business, you need to learn about your prospects in order to gain their trust.

Many prospects nowadays are wary, better educated/informed and busy.2 You as a Rena Ware business owner should be prepared to approach them accordingly. Here are some suggestions.

BECOME a PROSPECT EXPERT

WEARY PROSPECTS

Most of us are bombarded by all sorts of messages everyday for the most part of the day: ads (almost everywhere), direct texts, emails and calls from businesses, in addition to the texts, emails and calls we get for work and from friends and family.

2 Adapted from Thomas M. Murphy (1999), Successful selling for introverts.


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their

age background interests currentsituation

weary prospects want to know you how can help them transform their lives or what is the benefit for them.

Personalize your approach and make your message stand out:

Use Rena Ware specially designed

in print and online and emphasize the information in them that best connects with a specific prospect.

PRESENTATIONMATERIALS

AIM AT BUILDING LONG-TERMRELATIONSHIPS

LEARN ABOUT YOURSPECIFIC PROSPECTS


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BETTER EDUCATED AND INFORMED PROSPECTS

On average the level of schooling has increased in many countries around the world and in general there is a wealth of opportunities to gain knowledge online.

Keep updating your knowledge, including:

for example: read about Rena Ware competition in your country; read about direct selling best practices in general and in your country in particular.

regularly and more than once.

TAKE THE RENA WARETRAINING SEMINARS

KEEP UP WITH THE DEVELOPMENTS

IN OUR INDUSTRY


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BUSY PROSPECTS

Life has become fast paced and technology seems to have made our schedules fuller as we try to accomplish more and more and try to fulfill ever rising expectations.

busy prospects want to know that they will be able to count on your assistance (and not have to look for someone else).

on the prospect’s benefit.

EXERCISE 3

BE ABLE TO TALK ABOUT YOUR BUSINESS IN A WAYTHAT IS CLEAR, CONCISE AND FOCUSED

AIM AT BUILDING LONG-TERMRELATIONSHIPS


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Use the information available to you (on and offline - in person) to gather knowledge about your prospects. This will help you to personalize your prospecting activities and your approach. It will also help you to identify the “Connectors”3 among your prospects. Connectors are people who know a lot of people from a variety of contexts. Connectors have a knack for making friends and acquaintances, so their social circle, their “Circle of Influence”, can be four or five times the size of other people’s.

Administrative/logistic/sales support

Your assistance as team leader

Healthy cooking

Transforming people’s life

SERVICE ADDED VALUE

EXERCISE 4

BECOME AN ADVISOR to YOUR PROSPECTS. OFFER THEM SOLUTIONS, MEANING:

3 Definition adapted from M. Gladwell (2000), The Tipping Point.


THE RENA WARE DIFFERENCE AND/

OR PRODUCTS

Helping the environment

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In addition, Connectors are people who occupy different contexts, environments and subcultures, so their “Circle of Influence” is varied. And what is even more important is that Connectors bring these different contexts all together and can give you access to them, access to contexts you may otherwise not have access to. Connectors are masters of acquaintances and have great social power.

If you can turn a connector into a new team member, a new customer, a source of referrals or even just get him or her interested in your Rena Ware business, you will dramatically increase the visibility of your business and consequently your chances of growth.

EXERCISES 5-6


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Once you have identified your warm and cold markets, you want to approach them. This might be a delicate part that requires strategy and persistence. Our direct selling experience tells us that you need to have about 10 conversations in order to get one prospect to join your team (one recruit). It also tells us that for sustained business growth, you should recruit:

Since recruiting is your priority, in order to form a team and grow your business, you should have at least 30 conversations every week or 60 every bonus period in your group. The sooner you form a team, the sooner they can start helping you to reach the target of 3 recruits per week (6 recruits per bonus period) in your group.

Then, the more conversations you and each of your team members have every day, every week and every bonus period, the more new team members you will bring in, the bigger your organization will be.

OR

AT LEASTeveryWEEK33per group in your organization.

every

(two weeks)

AT LEAST

BONUS PERIOD66

PROCEED


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There are several prospecting strategies. You can look at them as hunting, fishing and farming.

FARMFISHHUNT

USE A VARIETY of STRATEGIES

Hunt: Target your prospects, aim and approach. Below are some hunting activities you can do.

Use your “Circle of Influence” (RW120) and contact your prospects by phone call, text, e-mail, social media.


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Approach people at events and gatherings, for example community meetings, block parties, church gatherings.

Organize targeted events, for example host a dinner party and cook using Rena Ware utensils. Invite friends and friends of friends.

Go to door to door.

Go to busy areas such as malls, markets, shopping streets and talk to people.


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Use your Rena Ware website to showcase your business, direct prospect to it so they can see more about Rena Ware.

Leave leaving pieces and/or your business cards in the places you usually go to, for example your gym, church, even your favorite restaurant or cafe.

Organize special events. For example, you could organize presentations, each with particular emphasis on one aspect: the Cause, the Rena Ware Difference (business opportunity/entrepreneurship) or the products. You could even organize more general talks for example about starting their own independent business.

Make yourself known and visible. Create opportunities for your prospects to come to you so you can approach them. Below are some fishing activities you can do.

FISH:


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organizing activities to let prospects know about you and your business (see examples in Hunt and Fish).

PLANTING SEEDS

HARVESTING

approaching the prospects who respond well to those activities.

Farming essentially combines fishing and hunting. The advantage of this strategy is that you approach prospects who already have some information about and maybe some interest in you and your business.

Combine spreading information about your business with targeting interested prospects. Farming includes two steps:

FARM:


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For effective prospecting you cannot rely on one strategy alone. Rather, you have to use a mix of strategies so that you can attract as many prospects as possible. In general:

Don’t wait till you have gone through your warm market in order to start approaching your cold market!

Look for prospects wherever you go. Wherever you are at, start friendly conversations with the people around you.

Bring your Rena Ware Filter Bottle with you wherever you go. In most places it will attract attention and raise questions, which will give you the opportunity to share the Cause and the Difference and/or get an appointment and/or referrals.

Never prejudge who will become a good Rena Ware Representative.

Remember your existing recruits and customers: nurture the relationship! (See the Follow up section for ideas).

EXERCISE 7


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When you approach unknown prospects for the first time, use side 1 of the Grand Drawing Card (RW54). Use the mini script to introduce yourself and Rena Ware, ask the question at the end of the mini script and decide what to do based on their answer: give a presentation, make an appointment or ask for referrals.

YOUR COLD MARKET

If you are making a cold call at a residence (visiting without an appointment), you must:

Say your name and identify yourself as a Rena Ware Independent Representative.Say why you are approaching the person and what you are selling.Give your contact information as well as Rena Ware’s contact information.

In California you must do this immediately after greeting a prospect, before asking any other questions or saying anything else.

APPROACH


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If your prospect agrees to listen to your presentation, proceed.

If your prospect is interested in a presentation at a later time, make an appointment.

If your prospect is really not interested, ask for referrals.

If your prospect is interested in a presentation at a later time, make an appointment.

If your prospect is really not interested, ask for referrals.

To approach the known market you use your “Circle of Influence” (RW120) and adjust the script from the card.

For example to a friend you could say:

I just started my own business with Rena Ware. Have you heard of them? They make really high-quality cookware and water filters. I’m really excited and I’d like to talk with you about it. Can we meet tomorrow afternoon?

YOUR WARM MARKET

EXERCISES 8-9


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When you contact your prospects for the first time, you have limited time to give them a clear idea about yourself, Rena Ware and the purpose of your contact, and then make an appointment or ask for referrals. You can use this 5-point system:

THE POWERFUL TALK

1 Introduce yourself, Rena Ware and your purpose.

2

3

4

5

Introduce the products, the Cause and the Difference.

Explain your purpose: giving a presentation and appointments.

Emphasize no commitment and drawing participation.

Schedule an appointment OR ask for referrals.


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1

2

Introduce yourself, Rena Ware and your purpose.

Introduce the products (cookware and/or water filters), the Cause and the Difference.

5 talking points For the warm market (by phone)

Hi ___, this is ___ . How are you?…[listen and respond briefly and appropriately, then continue]

I’m doing well. In fact, I’m starting my own business and that’s why I’m calling you. I joined Rena Ware. Have you heard of it?

Yes No.

It makes water filters that help reduce plastic waste and cookware for healthy cooking. They also offer an incredible business opportunity.

3Explain your purpose: giving a presentation and appointments.

I explain all this in more detail in a presentation that is interesting and fun.

So you probably know that…


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4

5

Emphasize no commitment and drawing participation.

Schedule an appointment

OR ask for referrals

5 talking points For the warm market (by phone)

You don’t have to do anything and you will be entered in a drawing to win products.

AppointmentSo when would you like to meet: later today or tomorrow?

ReferralsWho else do you know who would like to help reduce plastic waste and earn extra money at the same time?ORWho else do you know who would like to have cookware ideal for healthy cooking and earn some extra money?ORWho else do you know who would like to have water that tastes great and is cheaper than bottled water? Think of all the people you know from… (e.g. church, your neighborhood association, etc.)


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Should you find yourself in a situation where you do not have the Grand Drawing Card (RW54) to approach your cold market, you can use the 5-point system as a way to remember what to say.

At this point you are only selling appointments, “tickets” to your presentation. See more script examples in Appendix 3.

The key to getting appointments is to make sure that your prospects understand the benefits of attending a presentation and that you show your intention to share all the benefits connected to Rena Ware during the presentation. At this point you are not sharing the Cause, the Difference or the products just yet. You are selling appointments.

So when using the mini script, emphasize the drawing to win free products (as a benefit for attending the presentation) and the Rena Ware business opportunity and amazing products (as benefits you will share during the presentation).

MAKE AN APPOINTMENT


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To make an appointment use your appointment calendar, check your schedule and give a couple of options. For example:

Offer options depending on your prospect’s answer, for example:

Get your prospect’s contact information and record it on the Grand Drawing Card (RW54)

thank your prospect and leave your contact information and appointment time. Use:

Leaving piece (AQ645-RW92)Your business card

Then:

Prospect: Afternoon.You: OK. Do you prefer Monday at 4:00 or Wednesday at 3:00?

What works better for you morning or afternoon?


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Thank you. I am looking forward to meeting with you! In the meantime, I’m going to give you this so you can start to get familiar with Rena Ware. And here’s my contact information.

Who else do you know who could be interested in this presentation? Would you be willing to invite them to our meeting?

Consider adding more prospects to the appointment. For example, you could ask:

Similarly to what happens with appointments, the key to getting referrals is to stress the benefits of attending a presentation and the benefits you will share during that presentation. To ask for referrals use the Grand Drawing Card (RW54), Questions 8-9.

If your prospect offers referrals, write them on the card and thank your prospect.

ASK FOR REFERRALS


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When you ask someone for referrals, you must inform the person in advance that you may contact the referrals for the purpose of giving sales or recruiting presentations.

I would love to talk with them about the benefits of joining my team and about letting me do a product demonstration. If you have their numbers handy, I’ll give them a call tomorrow.

Well, would you be willing to give me your contact information? I will contact you later this week in case you can think of anyone in the meantime.

Here is my contact information, I would really appreciate it if you could contact me in case you can think of anyone who would be interested.

To inform your prospect or customer that you may contact referrals for recruiting or sales purposes, after asking the questions above, you could say:

If your prospects does not offer referrals, ask for your prospect’s contact information to reach out to them later in case he or she could think of someone. For example:

If your prospect declines, thank him/her and leave a leaving piece (AQ645-RW92) with your contact information and/or your business card. Invite them to reach out to you:


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If you carry your Rena Ware Filter Bottle around, it may get noticed and you may get approached by curious prospects. When this happens, make conversation by saying, for example:

In addition to asking for referrals when you first approach your prospects, you can ask for referrals also in the following situations, still using Questions 8 and 9 from the Grand Drawing Card (RW54):

After presentations: after sharing the Difference and/or the products.

Then start to approach your prospect as explained above. To transition, you can say for example:

When your prospects approach you

Opportunities to ask for referrals

I didn’t like the taste of my tap water and I was paying too much for bottled water. Now I have fresh tasting water everywhere I go, I am saving money and I am helping to protect the environment from plastic waste.

By the way, I’m… and I am a Rena Ware Independent Representative...


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During follow-up calls. When you call a customer to follow-up after a purchase, offer support and resources and ask for referrals.

Throughout the approach, keep in mind the following tips.

General approach tips

1Reassure with your words and with your gestures.Introduce yourself with a calm and welcoming voice, sit or stand where they can see you and your face, respect their personal space.

After service/support visits or calls to your customers. Once you know when a product is being delivered, call your customer and either offer to come over to show him/her how to use it or send the related videos via text message. After that, ask for referrals.

2Grab their attention/interest.You have 8 to 10 seconds to attract a prospect’s attention. Use the time effectively: use the water filter bottle; say something nice and safe about your prospect, for example: “I like your outfit.”


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4Make it about them, not you.Make statements and questions about your prospect. For example, you could say “When works better for you Tuesday at 3 or Thursday at 11?” If your prospects resists or objects, know that it is not about you. It is about some needs that the prospect is trying to meet (for example the need for time/space etc.). If you can identify that need and keep it into account or even address it, you already have a foot in the door!

Read the Do’s and Don’ts of approaching in person and on the phone, in Appendix 3.

3Don’t make it easy for your prospect to say “no” (don’t give easy outs). If you offer your prospects an opportunity to leave, they probably will. Don’t say “Is this a good/bad time?” Try saying: “How much time do you have?”

EXERCISE 10


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Follow up every step of the way. Your main goal in following up is to increase the level of commitment of your prospects and customers, from prospects/referrals to leaders and/or returning customers.

Reach out to your prospects by phone, email or social media, as is most appropriate to the situation, and at a frequency that shows you are both interested in your prospects and respectful of their time and space.

If a prospect gave you referrals, contact the referrals as soon as you can, preferably within three days. Do not postpone. Chances are that your prospect has informed them you would reach out, so it is best to do so while they still remember.

FOLLOW UP


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If a new customer has made a purchase, call them and:

Praise their purchase

Ask if they have tried it

Offer to show them how to use the product

Share the Difference again

Ask for referrals (on the phone or after an in-person service visit, as appropriate)

Share Social Media links for product related videos or other useful content


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If an existing customer has not bought products for a long time, contact him or her and:

Let them know about new products or specials

Offer to schedule a presentation of the new products

Share the Difference again, on account of the fact that now they are “expert users” of the products and could easily talk about the benefits

Ask for referrals


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Let them know about products (if you have not before) or about new products or specials

Try to schedule a presentation

Ask for referrals

EXERCISE 11

If a prospect declined joining your team or buying products, call him or her again after some time as things may have changed for him/her in the meantime, and ask questions to find out where they are at in their lives, then depending on the answers, do one or more of the following:

Share the Difference again


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Gives you referrals

Buys products

Listens to a presentation (regardless of the outcome)

EXERCISE 12

Makes an appointment

After each meaningful exchange with a prospect, send a thank you message (via email, text, or even a card), including when a prospect or customer:

Send “thank you” notes


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AT a GLANCE: HOW TO PROSPECT

Identify and engage Connectors: the prospects who know a lot of people from a variety of worlds and can give you access to those worlds.

Research your prospects whenever possible.

Become knowledgeable about your prospects: remember that they can be wary, better educated/informed and busy. Adjust your approach accordingly. Offer the Difference and the products but also the service and added value.

Become knowledgeable about all things Rena Ware: the Cause, the Difference, the products, the earnings plan, the direct selling best practices.

Prepare

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HOW to PROSPECT


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Follow up. Reach out to new customers, existing customers, prospects who declined joining or buying and offer appropriate options (share the Difference, mention new products, offer to show how to use products, etc.)

Approach your prospects using the Grand Drawing Card (RW54) for your cold market, or your Circle of Influence (RW120) and the 5-point system for your warm market and:

In any case, highlight the benefits of attending a presentation (grand drawing) and the benefits you will talk about in the presentation (improving prospect’s lifestyle).

or

Use a mix of strategies: target your prospects (hunt), make yourself known and visible (fish), combine spreading information about your business and targeting interested prospects (farm).

1

2

3

Proceed

Give a presentation

Make an appointment: give specific date and time options;

Ask for referrals. In addition to first approach, ask for referrals after presentations, after service visits to your customers, during follow-up calls.

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BECOME an EXPERT CONVERSATIONALIST

LISTEN to OVERCOME RESISTANCE

MANAGE OBJECTIONS

USE non-VERBAL COMMUNICATION

PERSISTENCE

RESILIENCE

ORGANIZATION

COMMUNICATION

PERSONAL SKILLS


PROSPECTING SKILLS

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As prospecting is the start to building relationships, it requires a number of skills typically used to build relationships. Here you find the ones that apply more closely to prospecting.

Think of prospecting as having conversations with people. Do not go immediately after recruiting and selling. Do not go immediately after your commission. Try to connect with your prospect first and guide the conversation from there. Here are some suggestions to help you connect:

COMMUNICATION

BECOME an EXPERT CONVERSATIONALIST

Minimize the talk about yourself. Your prospects don’t want to talk about you. In general, share enough information so that your prospect feels comfortable talking with you. Keep it short and on point.

Ask questions. Your prospects want to talk about themselves. Questions help you to get information about your prospect’s interest so you can talk about those. Ask both open questions that require slightly elaborate answers (How…? What…?) and closed questions that require yes/no or very short answers (Do you like cooking? How many people are in your family?)

P R O S P E C T I N G S K I L L S

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Find common ground. Talk about something you and your prospects are interested in. Have genuine interest in your prospect, and look for things you two have in common. That will fuel the connection.

Listen. In order to ask relevant questions and find common ground, you have to really listen to your prospect. This means listening to understand who they are and what needs they have.

By becoming an expert conversationalist, you will connect with more people, gain useful information to sign up even more recruits and close even more sales.

EXERCISE 13


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LISTEN to OVERCOME RESISTANCE

Despite your preparation and skills, you will encounter some resistance: some prospects will raise objections. It is a natural part of the process. Resistance and objections are not about you. They are expressions of needs your prospects have. Identifying those needs is the key to creating connection and overcoming resistance.

When you hear an objection use the LCO process:


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2

3

Listen to the objection.Sometimes it helps to turn the objection into a question or a request in your mind and pause for a moment.

Confirm the objection.Acknowledge and if necessary, say the question out loud to check that you understood correctly.

Offer Optionsthat work for both you and your prospect.


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For example:

You pause for a second. Then you say:

Your prospect says: I’m not interested.

I see. (acknowledge) Would you like me to show you the benefits for you? (confirm)

What if you could enter a drawing to win amazing products? (offer option)

And you continue:

In your mind, you hear:Could you show/tell me why I should be interested/the benefits for me?


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Empathizing means understanding what someone else is feeling, connecting with the emotion and more importantly the need or needs that person is experiencing, not the specific event or circumstance. Empathizing is meeting people where they are. So in the example above, you could add the empathy step:

So in the example above, you could add the empathy step:

Prospect: (expressing issue) I’m not interested.

Two extra steps

1Empathize first

In your mind, you hear:Could you show/tell me why I should be interested/the benefits for me?


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If your prospect’s objection is really not clear to you, ask your prospect to explain. For example, you could say:

2Ask for clarification

...?

You obviously have a reason for saying that (acknowledge). Would you care to share it? (request to explain)

If you empathize with feelings and needs before offering options, you have more chances that the option will be accepted because the other person felt heard first.

Empathizing out loud may not be appropriate in all situations, but doing it silently in your mind helps you to connect with your prospect’s need.

You say:I see. (acknowledge). Are you worried (empathize with feeling) because you would like to see the benefits for you? (empathize with need)

EXERCISE 14


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1 1

2 23 34 4

MANAGE OBJECTIONS

Here are a few common prospecting objections, the possible needs underneath and some example responses:

These are examples of needs strictly related to the encounter and they may be in addition to other needs that your prospects already have in their lives and that you might have to explore during the appointment. The important thing is once you know the need, you can come up with different strategies (options/proposals) to fulfil it and that helps you to move things forward.

I don’t have time.

I want to think about it.

I don’t need anything.

I’m not interested.

OK. Let’s make an appointment for later. What works better for you mornings or afternoons?

I understand. And what is your greatest concern?

Obviously you have reasons for saying that. Would you be willing to share one?

I see. And what if you could enter a drawing to win fantastic products?

“Space”

Understanding (the benefit)

Objection Possible needs Response


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USE non VERBAL COMMUNICATION

When we communicate, part of our message is in what we say - our words (verbal communication), and another part is in how we say it - our body language, including our facial expressions, gestures, posture, and our voice (non-verbal communication).

Non-verbal communication is particularly important when approaching people for the first time as it can make the difference between a rejection and starting the conversation. Be mindful of your own non verbal communication as well as of your prospect’s.

Space andSafety

Respect personal space: maintain a distance that is comfortable for your prospect.

Sit or stand where they can see you and your face.

Relax your body and keep open postures: keep your arms and legs uncrossed, turn to face your prospect.

Keeps at a distance, does not come close.

Perhaps avoids eye contact; keeps arms or legs crossed...

Possible need Prospect’s possible body language

Your response body language


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Trust

Understanding

Make eye contact.

Smile genuinely, with your mouth and your eyes.

Voice: talk at a comfortable pace for your prospect. Typically, this would be fast enough to maintain interest, but slow enough for clarity.

Tries to make eye contact.

Frowns, grimaces.

Possible need Prospect’s possible body language

Your response body language

Much of non-verbal communication depends on the culture and on the relationship between the people who are communicating. For example, eye contact and personal space may vary greatly between two friends, two strangers and between different cultures.

EXERCISES 15-16


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Prospecting, as most things, requires a mix of personal skills. Here are the most helpful ones. However, keep in mind that ultimately what works best is to know yourself and act in harmony with your personality. Know your strengths and weaknesses, leverage the first and work on the latter, and find your style.

Persistence is the determination to do something even if it is difficult or other people oppose it. It does not necessarily mean repeating something blindly without knowing what your goal is or without evaluating the effectiveness of your actions towards your goal.

PERSISTENCE

It means that you have a clear goal and an action plan, you take action, evaluate what worked and what did not work, adjust accordingly and try again until you achieve your goal. Persistence is the determination to carry on despite obstacles and setbacks and it goes hand in hand with resilience.

PERSONAL SKILLS


Mind the medium: in person, on the phone, on social media When you contact your prospects, be mindful of how you are contacting them: in person, by phone or on social media. Adjust your communication accordingly. See some tips in Appendix 4 for some useful tips.

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Resilience is the ability of a substance or object to spring back into shape after distress. Think of a rubber band: if you stretch it and then release it, it will go back to its original shape. Applied to people, resilience is the ability to recover quickly from difficulties.

Applied to prospecting persistence and resilience mean that:

RESILIENCE

You keep having at least 30 conversations a week with the goal of getting at least three appointments and/or referrals.


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You go through the cycle again and again:

You do not let other obstacles, such as skill gaps, stop you: you find ways to overcome obstacles. For example, you train to improve your skills.

Rejections do not phase you: you accept them as a natural part of the process and carry on.

(AGAIN)


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Creating a prosperous business requires some discipline. Since you are working for yourself and do not have an employer providing structure and organization to your activities, you will have to provide that structure yourself, starting from prospecting systematically. Here are some suggestions.

ORGANIZATION

Set goals that are specific, measurable, achievable and time-based. For example:


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Dedicate time to prospecting every day and have a dedicated part of the day for prospecting. At the beginning, prospecting will be nearly all you do. As your business starts to grow, you will be going to more appointments and delivering more presentations, and eventually delivering training. Even then, continue to prospect regularly.

Have a prospecting schedule. Each day, plan how many prospects you are going to contact from each category (warm market and cold market).

Keep records of your actions. Have a way (perhaps a spreadsheet, database or similar) to capture whom you contact, when, how, the outcome and the next steps. For example:


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Review. At the end of each week, review your goals and your results. Also, review your record and try to evaluate how things are going, you can use some questions to help you:What things are working? What things are not working? What do they have in common? Do you see a pattern? (For example, you get more appointments by calling then by texting).

Get input from others. Connect with your team or fellow representatives. Share experiences, ask and answer questions. Share best practices.

Adjust. Based on the review of your performance and on the input from others, adjust your actions.

EXERCISE 17


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AT a GLANCE: PROSPECTING SKILLS

Be an expert conversationalist: minimize talk about yourself, ask questions about your prospect, find common ground, listen.

When you encounter objections, use the LCO process: Listen (turn the objection into a question in your mind), acknowledge and Confirm, then Offer options that work for both you and your prospect. Empathize with your prospect’s feelings and needs. Ask for clarification if necessary.

Use welcoming non-verbal communication: relax your body, respect personal space, make eye contact, smile, and speak at a suitable speed.

Communication

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3

PROSPECTING SKILLS


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Be persistent: keep pursuing your goals despite obstacles and setbacks.

Be resilient: recover quickly from setbacks. Don’t take rejection personally, keep having 30 conversations per week, find ways to overcome obstacles, get training.

Get organized: set prospecting goals, dedicate time to prospecting and have a prospecting schedule, keep prospecting records, get input from others, review and adjust accordingly.

Personal skills

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3

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4

From this seminar, take:

Your “Circle of Influence” (RW120), even if you have not completed it yet.

The 5-point powerful talk script.

Choose two A people from your “Circle of Influence (RW120).”

Adapt the powerful talk to each person. Consider the following:

What do you know about your prospect? (job, family, free time activities, possible availability for an appointment)What does your prospect know about Rena Ware?What could be your prospect’s main interest in Rena Ware: the environmental Cause, the business opportunity, the products? Emphasize that aspect.When is your prospect more likely to have time for an appointment?

START NOW!

READY, SET, GO!

The sooner you get started, the sooner you will grow your business.

Ready

S TA R T N O W !

Then:

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5 talking points Prospect 1 Prospect 2

(So you probably know that…)It makes water filters that help reduce plastic waste and cookware for healthy cooking. They also offer an incredible business opportunity.

I explain all this in more detail in a presentation that is interesting and fun.

Hi ___, this is ___ . _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Hi ___, this is ___ . _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

1

3

2

Introduce yourself, Rena Ware and your purpose.

Introduce the products (cookware and/or water filters), the Cause and the Difference.

Explain your purpose: giving a presentation and appointments.

S TA R T N O W !

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You don’t have to do anything and you will be entered in a drawing to win products.

ReferralsWho else do you know who would like to help reduce plastic waste and earn extra money at the same time?ORWho else do you know who would like to have cookware ideal for healthy cooking and earn some extra money?ORWho else do you know who would like to have water that tastes great and is cheaper than bottled water? Think of all the people you know from

AppointmentSo when would you like to meet:______________________________?

AppointmentSo when would you like to meet:______________________________?

4Emphasize no commitment and drawing participation.

5Schedule an appointment

OR ask for referrals.

S TA R T N O W !

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12

Rehearse your powerful talk: go over the points so you have them ready.

Take a deep breath.

Call the first “A person” now.

Set

Go!

S TA R T N O W !

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GLOSSARY

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GLOSSARY

Acquaintance:

Cause:

Cold market:

Connector:

person you know slightly; occupies different worlds than you do and is much more likely to know things and people that you don’t know. Acquaintances are a powerful source of prospects and can be crucial to expanding your circle of influence.

(the Cause or our Cause) Rena Ware’s environmental mission: the company’s commitment to eliminating single-use plastic bottles and reducing single-use plastic waste. Summarized in the Cause slogan: “Less plastic. Cleaner World.”

complete strangers; people you do not know, and with whom you have no connection.

person who knows a lot of people from a variety of contexts, has a knack for making friends and acquaintances, and has great social power: his/her social circle is four or five times the size of other people’s and is varied because a Connector occupies different contexts, environments and subcultures.

This glossary offers a quick reference list of key industry terms and other key words and expressions that appear in this seminar. These items are listed alphabetically and the definitions include the meaning with which the given words or phrases are used in Rena Ware.

G LO S S A RY

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Difference:

Empathize:

Enrollment:

Feeling:

Farm:

(the Rena Ware Difference, or the Difference. Formerly the Opportunity). Rena Ware’s business opportunity. The word refers to the many ways in which Rena Ware differs from most direct selling companies, and to the fact that Rena Ware offers people the opportunity to transform their lives.

understand what someone else is feeling, connect with the emotion and more importantly the need that person is experiencing, not the specific event or circumstance.

process of signing up a new Independent Representative.

in this seminar, prospecting strategy that consists of two steps:1. Planting seeds: organizing activities to

let prospects know about you and your business.

2. Harvesting: approaching the prospects who respond well to those activities.

emotion; in the context of compassionate or non violent communication, a feeling is connected to and is the signal for a need. When our needs are met we have different feelings than when our needs are not met.

G LO S S A RY

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Hunt:

Independent Representative:

Issue:

Leader:

Market:

in this seminar, prospecting strategy that consists in aiming and approaching specific prospects.

person with his or her own Rena Ware business. The term applies to all levels, from Consultant to Platinum Executive Leader.

problem, difficulty or simply element; in compassionate or nonviolent communication, an issue is connected to and is the external or superficial expression of a need.

people you can approach for both recruiting and selling purposes.

in this seminar, a leader is a representative that is leading a team, regardless of achieved level and title.

Fish: in this seminar, prospecting strategy that consists in creating opportunities for your prospects to come to you so you can approach them.

G LO S S A RY

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Non-verbal communication:

Objection:

Persistence:

Prospect:

Recruit (noun):

communication without words. It includes apparent behaviors such as facial expressions, gestures, and voice (volume, pitch, tone, speed), as well as less obvious messages such as dress, posture and spatial distance between two or more people.

Recruit (verb):

concern your prospect has and that is preventing him or her from joining Rena Ware or buying products.

determination to do something even if it is difficult or other people oppose it.

future recruit, future customer or both.

new Independent Representative.

to enroll new Independent Representatives; to add new members to your team.

Need: thing that is wanted or necessary; in compassionate or non violent communication needs are at the core of what we think, say and do, and are often expressed through feelings and signaled by issues. Needs are universal: everybody has needs; what may change is the priority of those needs. In compassionate communication needs are also always positive, meaning they are what we want, not what we do not want.

G LO S S A RY

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Referral:

Resilience:

Team:

Verbal communication:

Warm market:

mainly, the person who has been referred to you by someone else; occasionally, the act of referring a person to someone else.

the ability of a substance or object to spring back into shape after distress; the ability of a person to recover quickly from difficulties.

a number of Independent Representatives under the same Independent Representative.

the words used to communicate; what one says (not how he or she says it).

people you know directly or indirectly (through other people), including family, friends, existing customers, acquaintances and referrals.Note: In Rena Ware, a warm market (for sales) does not include yourself or other active Independent Representatives. Rena Ware does not require its Independent Representatives to purchase products or inventory, ever.

G LO S S A RY

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THE PERFECT PRESENTATION PROCESS: ADDITIONAL RESOURCES

CIRCLE OF INFLUENCE (RW120)

5-TALKING POINTS: ADDITIONAL SCRIPT EXAMPLES

DO’S AND DON’TS | APPROACHING PROSPECTS IN PERSON

WHAT IS YOUR PROSPECTING PERSONALITY?

EVENT DAY PROSPECTING STRATEGY

TIPS TO REMEMBER PEOPLE’S NAMES

ROLE-PLAYS

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7 |


APPENDIX

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APPENDIX 1 | THE PERFECT PRESENTATION PROCESS: ADDITIONAL TRAINING RESOURCES

APPROACH

PRESENT5. Share the products (sell)6. Close the sale

7. Ask for referrals

8. Share the Rena Ware Difference again (If not successful before)

Prospecting to Prosper (RW203)

Prospecting to Prosper (RW203)

Share the Cause, Share the Difference (RW250)

Contract Guide (RW530)

Cookware seminar (RW240)

Water filters seminar (AQ242)

FOLLOW UP

1. Pave the way2. Share the Cause and invite people to join your team

• Be a good Team Leader• The Sale after the Sale

3. Share the Rena Ware Difference (recruit)4. Enroll your prospect

• Introduce yourself and Rena Ware• Decide: start presentation/make appointment/ ask for referrals

A P P E N D I X 1

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APPENDIX 2 | CIRCLE OF INFLUENCE (RW120)

A P P E N D I X 2

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Name Priority Phone Comments









INSTRUCTIONS1. Write Names: Start by writing in all the names

you can remember now. Start with your friends. Once you have written their names, place a check mark on the circle next to the icon for that category. Continue with your relatives and proceed until you have completed your Circle

phone or computer. Don’t forget people you know through text messages, email, Facebook and other social media sites.

2. Prioritize: Assign a priority to person by writing next to their name an A, B or C

• A = people who are the most friendly and positive.

• C = people who are not easy to talk to or are not always so positive.

• B = everyone else. 3. Fill In: Fill in their contact information –

phone, email address, and in the comments column write one of the 7 missing things that most applies to that person.

4. Make Contact: Now contact the people on your

your C’s last. It helps to write a script so you know what to say. For more information go to Basic Training to learn the “5 Point Star System” of what to include and learn some sample scripts.

Legal Note: When approaching people, you must tell them who you are, why you are approaching them, and what products you are selling. In

greeting a prospective customer and before saying

You know more people than you think.Use this form to help you remember them.

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CIRCLE OF INFLUENCE

STARTHERE

Friends

Family

Neighbors

BusinessOwners

Work

Friends of your children

ChurchSchool

Services

Other Groups

Owners of Rena Ware Products

Politics

Sports and Hobbies

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A P P E N D I X 2

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APPENDIX 3 | 5-TALKING POINTS: ADDITIONAL SCRIPT EXAMPLES

Example 1: prospect is family/friend

Hi Luisa, it’s Ana. How are you? …

Guess what! I just signed up with Rena Ware. I’m really excited and I would like to tell you about it (1).

Have you heard of Rena Ware? They make water filters that help reduce plastic waste and cookware that helps to cook in a healthy way and they have an incredible business opportunity to earn extra money (2).

The presentation is fun (3) and there is no obligation to do anything and I could enter you in a drawing to win free products (4).

This afternoon will work.

Great. Shall we say 4pm?

...

Actually, I’m really not interested...

When is the best time for you, this afternoon or tomorrow morning? (5)

Are you sure? I think you would find the presentation very interesting...

Well, OK then. And Luisa, you know so many people. Who else do you know that might be interested in helping the environment, sharing these products and earning extra money? I would love to talk with them about letting me give a presentation. If you have their numbers, I’ll give them a call later.

No, really.

A P P E N D I X 3

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Example 2: prospect is family/friend

Example 3: prospect is an acquaintance

Hi Jose, it’s Pedro. How are things? I’m calling because I just got back from my first training at Rena Ware and I’m really excited. I learned about their environmental Cause to reduce plastic waste, about having fresh tasting

water and about healthy cooking (2).

I would love to tell you more about all that and show some products (1, 3). You don’t have to do anything and I can enter you in a drawing to win free

products (4).

When could we get together? Does tomorrow afternoon work or is Saturday better? (5)

Hi Magda, it’s Ana Suarez. How are you? I’m calling because I would like to talk with you about something exciting. I just started my own business with Rena Ware… have you heard of them? (1)

They make very innovative cookware that helps with healthy cooking and they have an environmental Cause to eliminate plastic waste from the environment. (2)

I’d like to tell you more about it in person. It’s a fun presentation (3), there is no obligation to do anything and you can be entered in a drawing to win free products (4).

Could we meet tomorrow? Would morning work for you? (5)

A P P E N D I X 3

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APPENDIX 4 | DO’S AND DON’TS APPROACHING PROSPECTS IN PERSON

Read these statements about approaching prospects in person and:

Decide which statements are DO’S and which are DON’TS

Correct the DON’T statements.

a.

b.

1.

2.

3.

4.

5.

6.

7.

8.

9.

When you are canvassing a neighborhood with another representative, visit homes together.

Share the Rena Ware Cause, Difference and products with everyone.

Approach people in the evening because they are more relaxed.

Avoid pursuing people who have firmly declined to be involved.

Get in people’s way so they will give you attention.

Be clean and properly dressed.

When talking with someone, look down or away.

When knocking on a door, place yourself where the resident can see you.

When the resident opens the door, take a step forward.

A P P E N D I X 4

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

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1. Don’t. If you are working with someone else, one should work on one side of the street and the other should work the other side.

2. Do.

3. Don’t. You can approach people any time.

4. Do.

5. Don’t. Never get between someone and the door or the direction they are trying to go. They will get upset and you will lose the chance to connect with them.

6. Do.

7. Don’t. Look them in the eye.

8. Do.

9. Don’t. Take a step back, but maintain your body facing them.

ANSWERS

A P P E N D I X 4

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DO’S AND DON’TS APPROACHING PROSPECTS BY PHONE

Decide which statements are DO’S and which are DON’TS.


a.

b.

Read these statements about approaching prospects on the phone and:

Introduce yourself using your full name and saying you are a Rena Ware Independent Representative.

Say the reason you are calling.

Describe the product features of both the cookware and the water filters.

Be as brief as possible.

Say something to get the prospect’s attention.

Talk about yourself.

If the prospect is talking, think about what you want to say next.

When the prospect is talking, keep totally quiet. They know you are listening.

Smile.

You may chew gum or smoke, because the prospect cannot see you.

Thank the prospect for their time, even if you did not get an appointment or referrals.

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

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DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

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Do.

Do.

Don’t. Mention healthy cooking and the opportunity to help reduce plastic waste, but do not give details about the products. You will have the presentation for that.

Do.

Do. You have less than 10 seconds to grab the prospect’s attention. You could say something like “I wanted to talk with you about something important to you.”

Don’t. Keep the conversation about the prospects and their needs.

Don’t. When the prospect is talking, listen carefully. Try to identify their needs and their interests.

Don’t. The prospect cannot see you. So, show that you are listening by saying things like “I see”, “u-uh”, etc.

Do. Your prospect will sense it in your voice!

Don’t. Your prospect will realize that. In addition, it is distracting for you both, and it is not polite.

Do.

ANSWERS

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

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DO’S AND DON’TS APPROACHING PROSPECTS ONLINE

Decide which statements are DO’S and which are DON’TS.


a.

b.

Read these statements about approaching prospects on the phone and:

When you reach out to prospects online, if the prospects do not respond, persist until they do.

Never make any earnings claims online or on any other communication with your prospects.

Describe the product features of both the cookware and the water filters.

Communicate prices to prospects via social media or text messages.

1.

2.

3.

4.

Don’t. If a prospect does not respond, you may want to try a second time. If you still get no answer, do not insist.

Do. Never make any earnings claims online or on any other communication with your prospects.

Do.

Don’t. Get them interested with videos or photos and make an appointment to give a presentation in person.

ANSWERS

1.

2.

3.

4.

A P P E N D I X 4

DO | DON´T

DO | DON´T

DO | DON´T

DO | DON´T

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Take a look at the following list of introvert traits and check the ones that apply to you:

Inwardly directedQuietThinks about and prepares for actions and decisionsStudiousSmartTemperedDetailed orientedLess expressiveNon-confrontationalSpeaks more slowlyLikes personal spaceSelf containedConcentrates on depth and theoryNon-aggressiveConsiderateBetter at one-to-one relationships

If you checked more than 10 boxes, chances are that you are an introvert.

APPENDIX 5 | WHAT IS YOUR PROSPECTING PERSONALITY?1

1 Adapted from Thomas M. Murphy (1999), Successful selling for introverts.

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Now take a look at the extrovert traits and check the ones that apply to you:

Enjoys actionActs quicklyWelcomes varietyImpatient with slower tasksInterested in achieving goals and resultsPeople-orientedExpressiveSociableMakes premature decisions based on enthusiasmComfortable in a crowd

If you checked more than 6 boxes chances are that you are an extrovert. Very few people are complete introverts or extroverts. Most people have some traits from both and/or a prevalence from one. Also, one is not better than the other and you do not need to change who you are in order to be a successful Independent Representative. You simply have to know yourself and act in harmony with your personality.

And if you are mainly introverted, the good news is that many introvert traits can be strengths for prospecting, for example:

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• Inwardly directed = focused• Quiet = great listener, if combined with focus and attention• Thinks about and prepares for actions and decisions = taken

seriously• Studious = knowledgeable. The information you have about

all things Rena Ware makes you credible to your prospects.• Tempered, non-confrontational = predisposed to managing

objections without taking them personally• Speaks more slowly = helps with clarity• Non-aggressive = non-threatening• Considerate = likeable• Better at one-to-one relationships = focused on prospect

Tips for the introverts

join small events of like-minded people

ease into the conversation using your skills (studious, analytical, good listener…)

find ways to have some “alone time” and recharge before, during and/or after an event

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Ultimately, what works best is for you to find your style, the style that is in harmony with your personality. Know your abilities, strengths and your weaknesses, leverage the first and work on the latter and you will have a successful business.

see out other personality types

ask open-ended questions (wh- questions), but avoid asking “why” as people tend to get defensive

avoid talking too much about yourself

Tips for the extroverts

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Here are a few suggestions for when you prospect at an event.

APPENDIX 6 | EVENT DAY PROSPECTING STRATEGY

Set your goals. For example: a. recruit 1 new person or get 2 appointments with new people. Remember, in order to recruit 1 person you will have to have a conversation with at least 10 new people. b. have follow-up conversations with people you already know/to whom you already talked about Rena Ware (if they are there) and find out where things are at with them.

Leave 15-20 minutes early (so you do not seem desperate).

Be a good listener.

Approach small groups of 3-4 people.

Approach a person alone.

Get psyched/enthusiastic. Give yourself a little “pep-talk”. You can use personal affirmation statements. For example: I am happy to be here. I am happy you are here. I know what I know and I’m happy to help you. Repeat each sentence three times to yourself. Maybe look at yourself in the mirror while you say it.

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Follow up on the prospects you connected with. Send a text or an email and say something of value to them. For example, the answer to a question they had or information about something they were interested in.

If you were not the host of the event, write a thank you note to the host: they too are your prospects, and they can help you in the future.

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APPENDIX 7 | TIPS TO REMEMBER PEOPLE’S NAMES

Stop telling yourself (and others) that you are not good at remembering names. So you have no more excuses. Start telling yourself that you can remember names.

When you meet someone:

• say their name immediately, for example: Hi Marcos! or Nice to meet you, Marcos.

• repeat it in your mind• repeat it in conversation• repeat it when saying goodbye• inconspicuously write it with your thumb on your leg

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Prospecting role-play 1: Warm market

Purpose: • To simulate approaching prospects in your known market

and getting appointments.• To practice the steps from this seminar.

Duration: Overall about 35 minutes to roleplay 1 scenario (including 10 min. preparation, 15 minutes per scenario, 10 min. feedback).

Interaction: Pairs (A, B) or groups of three (A, B, C).

Pairs:Person A plays him/herself (the Independent Representative).person B plays A’s prospect (from A’s Circle of Influence).

What you need:

One printed copy of the Feedback Form per participant.

The powerful talk - 5 talking points.

Each participant’s Circle of Influence (RW120) filled out.

Groups of 3 people: Person A and B as above + person C observes the role-play and takes notes.

APPENDIX 8 | ROLE-PLAYS

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Preparation (about 10 minutes): 1. Everybody: take your own Circle of influence (RW120) and

choose one A-person.

2. For each person, write down some notes, including: current job, education, possible objections.

3. A and B: each give your notes to your partner. This will be his/her “character” in the roleplay.

4. Study the notes your just received for a few minutes and ask/answer any questions.

Execution (about 15 minutes per scenario):

Feedback (about 10 minutes):

Continuing:

5. A and B role-play the first scenario following the process explained in this seminar. If present, person C observes and takes notes for feedback using the feedback form in this Appendix.

Person A should really focus on getting an appointment. Person B should not make it too difficult for A to schedule an appointment.

6. After the role-play, have a short feedback session. If in pairs, use the feedback questions at the beginning of Practice. If in groups of three, person C would give feedback using the form in this Appendix.

7. Choose another scenario and rotate roles among A, B and C.

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Purpose: • To simulate approaching prospects in your UNknown market

and getting appointments or referrals.• To practice the steps from this seminar.

Duration: Overall about 30-35 minutes to roleplay 1 scenario (including 5 min. preparation, 15 minutes per scenario, 10 min. feedback).

What you need:

At least one Grand Drawing Card (RW54).




Pairs:Person A plays him/herself (the Independent Representative).Person B plays A’s unknown prospect.

Prospecting role-play 2: Cold market

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Preparation (about 10 minutes): 1. Choose an imaginary location for this approach. Use the

table below. Close your eyes and point your finger to a box.

at a mall

on the bus

in line at the supermarket

in line at the post office

at the gym

at a town fair

2 A: think of an opener/ice-breaker that is suitable to the time and place. For example, if you are in line at the supermarket, you could look at what the person has in his/her cart and make a nice comment: “That pizza looks really good…” B: choose one objection from the table below. Don’t tell A. Let him/her start the approach and talk a little bit and then use the objection to respond. C: help A.



Continuing:

1. A and B role-play the first scenario following the process explained in this seminar. If present, C observes and takes notes for feedback using the feedback form in this Appendix. Person A should really focus on getting an appointment or referrals.

2. After the role-play, have a short feedback session. If in pairs, use the feedback questions at the beginning of Practice. If in groups of three, person C would give feedback using the feedback form.


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Purpose: • To simulate maintaining the relationship with your customers.• To practice the suggestions from this seminar.

Duration: Overall about 30-35 minutes to roleplay 1 scenario (including 5 min. preparation, 15 minutes per scenario, 10 min. feedback).


Pairs:Person A plays him/herself (the Independent Representative).Person B plays A’s customer or prospect (see table below).

What you need:


Preparation (about 5 minutes): 1. Choose a role for person B to play (1-3). Any role could be a

person from the warm market (use your Circle of Influence and choose a person) or an imaginary person from the cold market.

Prospecting role-play 3: Follow-up calls


Each participant’s Circle of Influence (RW120) filled out.

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1 2a new customer who has made a purchase.

an existing customer who has not bought products for a long time.

a prospect who has declined joining Rena Ware or buying products.3

2 A: prepare what to say in the chosen scenario, following the points in the table below. B: prepare what to say to respond. C (if present): help A and B.

Scenario 1 Scenario 2

• praise their purchase

• ask if they have tried it

• offer to show them how to use the product

• ask for referrals

• let them know about new products or specials

• offer to schedule a presentation of the new products

• share the Difference again, on account of the fact that now they are “expert users” of the products and could easily talk about the benefits


• let them know about products (if you have not before) or about new products or specials

• try to schedule a presentation


Scenario 3

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3. A and B role-play the first scenario following the process explained in this seminar. If present, person C observes and takes notes for feedback using the feedback form in this Appendix.



Continuing:

4. After the role-play, have a short feedback session. If in pairs, use the feedback questions at the beginning of Practice. If in groups of three, person C would give feedback using the feedback form.


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ROLEPLAY FEEDBACK FORM

What did they do or say?/What could they do or say?

Feedback questions

A B C(name:

______________)(name:

______________)(name:

______________)

Keep:What works?

What could work?

Start:

Stop:What doesn’t

work?

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When taking notesWrite observations, not judgements: write about behavior - what the person said or did that can be observed (e.g. “nice” cannot be observed; “smiling” can be observed).

When giving feedbackReport what you observed (saw and heard) NOT your judgements.If you have ideas for improvements, make suggestions for doable actions. For example:

I saw that you didn’t use p. 15 of the Water Filters Brochure [observation]. Maybe next time try to open the brochure on that page when you ask the question. [doable action].

I heard you say “Would you like to work for Rena Ware?”. [observation] Maybe it’s better to say “Would you like to join my team?” [doable action].

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EXAMPLE FORM

What did they do or say?/What could they do or say?

Feedback questions

A(name:

______________)

Keep:What works?

What could work?

Start:

Stop:What doesn’t

work?

Saying “OK. Bye” before trying to manage the objections

eye contact!used the script from the Grand Drawing Card.

Asking for clarification. Saying “What is your greatest concern?”

Anna

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FEEDBACK

How helpful was this seminar ?

What would you do differently? How can we improve it?Please send your comments to [email protected].

Put the name of the seminar in the subject line.

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