products. Melaleuca is definitely leading the way in helping
customers save money and increase their income.
Some statistics say you only have about seven seconds to
make a first impression, so your ability to immediately connect
with your prospect is absolutely crucial. Let me share some of the
different ways I’m approaching potential customers and business
builders in our current business climate:
Our local newspaper, the Baltimore Sun, has been doing
features on how the economy is affecting local businesses and
citizens. After I read the story, I’ll do a little internet research and
find out how I can get in contact with the people featured in those
articles. The article usually tells me where they live or where their
company is based, and it tells me a little about their concerns.
Then I call and say, “Hi, my name is Janice, and I read your
story in the Baltimore Sun. It really resonated with me because I
appreciate what it’s like to be self-employed. I know you’re working
hard just to keep your family out of financial trouble right now.
“I’m also self-employed. I’m a Marketing Executive for an
international consumer products manufacturer. Our business is
thriving in this kind of economy. There are so many people who
want to choose more environmentally safe products and do it in an
affordable way right now. Maybe we can find some synergy with
our businesses and link up. Can we meet for coffee sometime?
Let’s get together (and I suggest a couple of dates in the next
week).”
This newspaper approach is something new for me, but so far
it’s working. I just keep reading to see if something jumps out at
me. With one woman who was featured, the article told me she
was concerned about the gasoline crunch, it told me what she did
for a living and it even talked about what her husband does. When
I called her, she was certainly open to the opportunity. She was
even kind of intrigued that I’d been able to figure out how to get in
touch with her. I just felt a sincere interest in her and in meeting
with her.
Something else I’ve been doing, because I’m a breast cancer
survivor and October was National Breast Cancer Awareness
Month, I’ve been talking to people at events or who advertise
about breast cancer awareness in the newspaper.
I tell them, “I’m a breast cancer survivor, and I just want to tell
you how pleased I am that you’re doing this. Do you have a special
connection—is that why you’re doing this?”
They always know someone or have a connection with
someone who’s had breast cancer. So then I say, “I’d really love
to get together with you. My experience with cancer and my
interest in using safer products led me to my current career with
Melaleuca The Wellness Company®, an international manufacturer
of environmentally friendly products. With your connection to
cancer, you probably already have a commitment to using safe
products in your home. Can we get together …”
With people I already know, I take a different approach. I have
a neighbor, for example, who I’ve talked to about Melaleuca before.
She’s never been interested, but circumstances change. I called
her the other day to talk to her again. I said, “Sue, you’re a nurse,
and you have small children. You know I represent Melaleuca. As
you know, people are more focused than ever before on providing
safer products to their communities and families. In addition, our
company has recently developed a new patent-pending technology
for our vitamin and mineral supplements and I know that as a
nurse, you’ll find the information compelling. I’m always looking
for confident, enthusiastic business partners. Let’s get together so
that I can bring you up to date on what’s happening in my business
and make sure you’re fully aware of everything we have to offer.”
When I’m networking with other business owners, I just say,
“Perhaps there are some ways we can help each other.” Then they
come to their own conclusions after we talk about our businesses.
That’s how I met Senior Director V Lauren Myers. My husband,
Fred, met her and told her that he and his wife were also self-employed and that he thought we’d have a lot in common. She
later told me that she agreed to meet because she wanted to
convert me to her business. Then, on her own, she realized, “Oh
my gosh, [Janice’s] business is going so much better than mine.”
If I know someone’s interested in supplements specifically, I’ll
tell them, “Melaleuca has a whole new patent-pending technology,
and I want to tell you about it.” You have to be careful to arouse
curiosity but avoid giving the presentation over the phone. You
want to get people to the presentation where you can truly help
them understand Oligofructose Complex™ and how it can benefit
them.
Usually, I try to emphasize one of several points: 1. People are
very concerned about the environment and excited about eco-friendly products. 2. People are looking for ways to supplement
their income, and Melaleuca is recession-proof. 3. People are very
concerned about their health and are open to information about
effective nutritional supplements. With the economy the way
it is, sometimes all I have to say is, “I want to share a business
opportunity with you. I used to be a senior vice president, and the
income from my Melaleuca business has helped me to avoid going
back to Corporate America.” Most people are pretty interested at
that point.
We’re clearly in a different economic environment than we
were a few years or even months ago. Look for the many ways you
can approach new customers in today’s financial climate who are
now more likely to be interested. I’d like to thank CEO Frank L.
VanderSloot for making a company that allows me to succeed in
good and bad economic times. Melaleuca is something special.
