“Do you want a drink of water?”
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I was skeptical about whether I would learn anything new at
convention this year, since I already knew it all…ha, ha! I actually learned a ton! Some of the best advice I got was from a
class I took from Sherry Bower on how to finish strong. In other words, how to wrap up your party and
get the most orders for your time. She
presented a great example to us. First,
she said, “I’m really thirsty. I need a
glass of water. If anyone would like a
glass too, feel free to come up here and get it.” We happened to be in a class of about 100
people. Only one lady came up to get
water, and I think it was staged. She
then proceeded to say, “Out of all the people attending this class why did only
one person come up? Didn’t I ask you if
you wanted a drink of water? Why didn’t
you take the opportunity to get a drink when invited?” She related that to our parties. We often tell our guests about the great
benefits of the Q and invite them to try it, but how many do? Why?
We told them about it?
Now, what if we had bottled water sitting on everyone’s
chair and let them know they were welcome to drink the water if they’d
like? Would the odds be better that we’d
have people drink the water? Yes, the
odds would be better, but we would still have some that choose not to drink the
water because they don’t know how refreshing the water is. Do we explain to people why they want the
water? Do we say, “This water is so
refreshing and it’s so good for your body.
You have got to try this water!
Here, have some!” Or in other
words, do we tell people how the Q will bless their lives? Do we teach them how the Q will save them
money and time, help them eat more nutritiously, and help them be prepared in
the future? Do we show them how it has
blessed our lives and invited them to try it for 3 months?
Sometimes we try to push the Q on others by saying, “Here,
drink this water. You really need
it!” The problem is that people are
leery of what we are presenting them with.
The more we try to force it on them, the more they back away resisting. So always teach them about the Q by showing
them how it blesses your life and how it can help them! Listen to their concerns and address those
concerns. In fact, incorporate those concerns into your presentation! We have nothing to hide! We all had concerns when we first heard about the THRIVE products. Address them and solve them in your presentation!
Example: “When I first saw the prices of the food I
was taken back. I couldn’t see how doing
this was going to save my family money.
I was a crazy coupon lady with 5 kids. However, when I realized that I wouldn’t be
throwing away so much food and I wouldn’t be running to the grocery store with
my five kids, and I broke down the cost of individual items, I was shocked! This Q saved me time and money. Plus, my family loved eating it on a daily
basis!”
Sherry taught us these 3 rules, when closing a party and
talking to each potential customer:
Listen * Acknowledge * Offer
When someone shares a concern
with you, make sure to really listen to them.
Don’t ignore their concern by following up with a sales pitch.
Acknowledge their concern using the “feel,
felt, and found” technique. Then offer a solution to their concern!
Example: “I know how you feel! When I
first heard about the Q, I felt like I was
being sold into an auto-ship program that I would be trapped into. I didn’t want to be suckered into that
mistake. However, what I found was that I was only obligated to the Q for 3
months at the budget I set and I could completely edit my shipments to be
whatever items I wanted them to be.
Also, I could cancel after the 3 months with no obligation or fees. Then once I started the Q and realized how
amazing the food was, and how great it was to have my groceries come right to
my door, I actually increased my Q amount! Let's get you signed up to give it a try. You're only committed for 3 months and I know you'll love it!”
Here are some other concerns that I’ve had come up at
parties and how I address them:
Concern: I don’t have the money right now. My husband is laid off from work, but
hopefully I can do it another time.
(YES! I love this concern!)
My reply: Wow! I can see how that is really hard. My husband was once laid off for 10
months. In fact, that’s why I know how
important it is to have a home store! We
didn’t have a lot stored, but what we did have, we lived off of and it helped
save us money. I would love you to be
able to get some food, especially since your husband is laid off. What about hosting a party? Our hosts earn 10% of all sales from their
parties in free product. My average
party is about $1,000. That would be $100
in free stuff? How’s that sound? Would you also be interested in learning how
you can become a consultant? It’s a
great way to work from home and earn some extra money!”
Another important tip! NEVER LIE!!! Only use real experiences. People can see straight through a lie. You could say, “I know people that have gone
through that same experience and they have had this experience….”
Concern: I’m not
going to order right now. I need to run
this past my husband/wife first before I sign up on the Q.
My reply: I totally
understand! My husband and I have the
agreement that we don’t spend over $100 without consulting each other about it
first. However, remember that you aren’t spending any more money on groceries
then normal. You are just reallocating
your grocery money. I found that I saved
money and threw less food away. What
husband can argue with that?! Plus,
you’re only obligated to the Q for 3 months.
Another reply could be, what if you hosted a party at your
house? Then your husband can taste the
food and have me explain to him how it works?
Concern: I want to become a consultant, but I've tried that in other direct sale companies and have never had success.
My reply: "I hear what you're saying and I can totally relate. (feel) When I became a consultant, I joined just so I could earn free food storage and earn my rotational shelving at a discounted price. (felt) However, what I found was that the product sold it's self and I realized I was helping people save time and money,build a home store, and become self reliant! Also, because I already had a Q, I only had to purchase a consultant starter kit. It wasn't very expensive, and I figured that if I didn't have success selling the stuff, I could at least eat my kit! I love that the company doesn't require you to have any minimum orders to hit to stay a consultant either. I just have to have a Q going! I'd love to have you on my team and help train you to have the same success I'm having! It only takes a few minutes to sign up online. Will you join my team?"
So…LISTEN, ACKNOWLEGE, and OFFER! As consultants, we know how great this
product is! It should be our goal to have everyone from our parties join the
Q, become consultants, and host parties.
Go into your parties with that in mind, be honest, and teach them about
the Q, why they should host a party (double dip), and why becoming a consultant
could bless their life, and you will have success!
What are some concerns
that you’ve had come up at parties? How
have you addressed those concerns, or do you need help thinking of a way to
address that concern? Leave a post! Lets share with each other!
