What I learned from Melaleuca

A little while ago I met a man selling Melaleuca.  I have been really interested in nontoxic cleaners and have heard really good things about the cleaners that Melaleuca sells.  I agreed to meet with John and to learn more. 

I was very clear about what I wanted

1.      A nontoxic counter top spray that my kids could use an not poison them.

2.     A nontoxic stain remover that would work on the sharpie markers my children have gone crazy with all over my walls.

That is it.  I did not want to build a Melaleuca business nor did I care about this history or culture.

Instead of helping me find the product I wanted and was prepared to buy he wasted an hour of my time telling me things I did not care about, and in the end he was so worried about me signing up for the monthly ship plan that I did not buy anything.

I could have been a great customer.  But instead I’m not a customer at all.

I think sometimes I made the same mistakes John made. 

So what did I learn about being a Shelf Reliance Consultant?

     

      1.      Listen to the customer. 

The easiest way to do this is to ask your customers what they want.  At a home party try opening the party by asking the guests “Why did you come tonight?  What interests you most about food storage and emergency preparedness?”   And at the end of the party ask them “What product are you most interested in?”    

But don’t just ask. Listen to what they say.  It is important.  If they are interested in emergency generators it really don’t matter how much you talk about water filters.  They still won’t care.

    

      2.      Give enough information to spark interest.

Sometimes I have been guilty of “vomiting up information” on party guests.   If you have too, remember that it is better to mention something briefly and let the customer ask you a follow up question. 

For example when talking about the  business opportunity I often say

“Shelf Reliance has been good to me.  I am now making more than I did at my full time job.  If you or anyone you know might be interested I’d be happy to talk to you about it.” 

That way those that are interested are a little more interested and those that aren’t don’t have to listen to all the details about being a consultant. 

      3.      STOP TALKING—give yourself a time limit and stick to it.  About 6 months ago I cut my party presentation from 1 hour to about 15 minutes.  Guess what?  Guest love it. 

I talk very briefly about the products we are sampling, the Q,  hosting party, and being a consultant.  And then I let them chat, look at the catalog and ask questions.  I make recommendations, and everyone likes it.  If you are talking nonstop for an entire hour.  It is time to change. 

No one wants to listen to you that much.  Try making your presentation more interactive.  If the info is not essential than cut it out. 

This is supposed to be fun.  It is after all called a party.  Lighten up.  Tell a Joke, be yourself, but be your fun self. 

Business Training: Rank Advancement

Recently I got asked an interesting question.  It was left as a comment on the post I have on my blog on the post How Much Shelf Reliance Consultants Make?   Here is what the comment said:

…What made the difference in advancing at each level? What do you do differently at a Silver Executive that you didn't do as a consultant or mentor?

I have been thinking a lot about it. I think the question comes in two parts so I’ll answer them separately. 

1.     What has made the difference in advancing at each rank?

Consultant to Mentor:  for me the key to this rank advancement was signing up my first consultant.   It is not necessary to have any consults under you in order to advance in fact I would like to encourage you to try to hit mentor in your first month of parties (the first month you are actively doing parties for the entire month).  To hit mentor by yourself you need $3,000 in sales.  That is about average 4 parties, I find that consultants who start big have awesome parties. If that is your plan don’t wait for parties to come to you find 4-6 parties or how every many you want to do and get them scheduled.  

Mentor to Director:  for me the key to this rank advancement was attending Shelf Reliance Convention.   I attended convention just after I hit the rank of mentor.  It was a HUGE help.  But you are thinking “I am a mentor now and convention isn’t tell next spring” You can still access I know you are thinking the next convention is not until next spring.  I don’t want to wait that long.  Well you don’t have to, the power points and notes are available online (consultant materials → training→ Convention Presentations).  Or you can purchase a DVD of all of the classes.  The Home Party Convention DVD ID number is 71113 and the party price is $3.70.  If you didn’t attend convention it is $3.70 well spent.

Director to Executive: For me the key to this advancement was focusing on Q Customers.   When I was a director I finally started to understand how important Q customers are.  They are, to quote Sariah, “like gold.”  As a Director I think it is a good time to reevaluate your party presentation and make sure you are emphasizing the Q.  I really like the white board presentation.  If you are not using it maybe you should learn it and give it a try. 

Executive to Silver Executive:  For me the key to this rank advancement was training my team.  I have been serious about offering training for my team since my first consultant signed up.  I have found that if you want to hit the higher ranks you need to offer consistent training to your team.  I did not start training my team as an executive but I did start really reaping the benefits of it. 

2.    What do you do differently as a Silver Executive that I did not do as a consultant or a mentor?  

1.    A shorter party presentation (about 20 minutes)

2.    Prep hosts better

3.    I’m more organized

4.    I’m more creative and willing to take risks

5.    I am better educated about the home party program and Shelf Reliance Products

6.    I train my team better

7.    I ask for training from my up-line

8.    I have a plan and I stick to it

9.    I know where I want to go with this business and I know how I’m going to get there.

10.  I’m more careful with my time.  I try to work on the thing that will benefit my business the most. (not the things that is the most fun, or the most rewarding)