|
The Gifting Process
Although we often provide
examples in this section of specific wording and phrasing to use, it is
important to be yourself during the gifting process so feel free to use
your own words.
Your natural enthusiasm over Univera, is the most important aspect to
communicate, whether you are most excited about the health benefits or the
wealth benefits.
Setting the "Gifting" Appointment:
The key to setting a gifting
appointment is to say as little as possible. Although we have many good
products that people can learn for the purpose of the simple duplication
that must be present for exponential growth we should always lead with
Xtra alone, except in rare cases.
If you discover someone has major joint discomfort or GI tract distress of
course it is appropriate to initially bring up another product to help
them such as ReginiCARE/FREE or Aloe. Know this gift can improve the life
of the person you are calling so be proud and confident when you make
call. Expect people to gladly agree to meet with you and discover Xtra,
perhaps the most important gift they ever receive...
Various Gifting
Approaches:
Beverage Industry
Approach
Last year there were more
than 100 new energy drinks launched into the market, and coffee drinks
did over 7 Billion in sales. Lack of energy is the number one health
complaint in America, so Xtra's healthy energy story alone is enough to
get people's attention in a simple and duplicable fashion.
The following "Beverage Industry Approach" accomplishes this in a simple
and easy way. When you can, listen to the "The Beverage Industry;
Keep it Simple and Fun", located in the
audio archive on this website. Download this and other archived calls
onto a CD for drive-time listening. Turn you car into a "classroom on
wheels". Simplicity and fun are two or the most important things to
convey as we help people discover Univera.
I just wanted to give you a quick call and bring you up to speed with
what I'm doing with my life now. I'm in the beverage industry. I'm with
a company that markets a healthy alternative beverage that's imported
from Korea and its awesome.
I would like to swing by and drop you off a few samples. Would that be
okay?
Blind Approach (warmest
market)
"I've got something for
you I want to drop off. When can I swing by?"
Pay it Forward Approach
"A friend gave me an
incredible gift of health which I'm truly grateful for and I want to pay
it forward. May I give you a gift?"
Introductory Samples
Approach
"I tried a new healthy
energy drink that is so incredible in the way it works that I decided to
go into business and I'm handing out introductory samples to people I
think would enjoy it. May I give you some samples?"
Use the Gift Checklist
To assure every gift is
given properly thus increasing both health business results, include a
Gift Checklist* in every gift,
right on top of the Welcome Letter. (Checklist also located in the
"Library"). After they read the welcome letter and express interest in the
idea of renewal, explain that you will have a little checklist to follow
"...so you get the best health benefits and so I don't forget anything -
it will keep me on track so this entire process will take about 8-10
minutes."
When you cannot personally
do a full gifting for some reason - like maybe the giftee is at work and
they do not have ten minutes - in this case, the Gift Checklist, serves as
an instruction sheet. Get agreement that the giftee will honor the gift by
following the instruction sheet, which will give them the maximum
benefit..
The Gifting Appointment - Outline
-
Welcome:
Have them open the gift box and ask them to go ahead and read the
welcome note from Stephen. (Sets the tone for your visit)
Ask them if it sounds interesting
(if their response is positive continue on and explain that in the gift
box are four mini bottles of our flagship product, which a two day
supply, along with some support material).
-
Stories:
Share how Xtra is changing peoples lives in lots of different ways, from
helping people to feel energized without caffeine to helping others feel
more comfortable in their muscles and joints. (Sharing a specific
product story can help)
-
Drink With Stephen:
Invite them to have a drink with you: "Well, let's have a drink
together..."
(Ask them to grab a Mini out of the box and you drink the one you
brought separate from the gift box. If practical, pour minis into nice
glasses, e.g., wine glasses, over ice).
Explain that because this is such an extraordinary drink the chief
science officer has a two-minute introductory message you need to play
for them.
(IMPORTANT: Let them hear the
Xtra message on 512-703-6110)
Pull out the Xtra brochure for them
to refer to as Stephen covers the four key benefits.
Be sure to play this message at every gifting
opportunity possible to ensure compliance and assure the best possible
outcome for each gifting experience!
-
Suggestions:
Confirm that they can do the three things
Stephen suggested in the message:
-
Let them know to drink
the first Xtra Mini with breakfast and the second later that
afternoon.
-
Ask them if they have a
CD player in their car and if they can take 17 minutes over the next
couple of days to listen to the CD.
-
Ask them what their
schedule is like in two days and schedule a call to see what they
thought. (48-Hour Call) If you are new let them know that you will try
to have a "product coach" on the call with you to answer any
questions, and then arrange a three-way call for the 48-Hour Call.
Write the scheduled call day and time on the
Gift Checklist*
-
Expectations:
Explain that while the product works on everyone at a cellular level,
only about half of the people will notice things changing in the first
two days, that the other half won't be sure, but that the company offers a
90-Day Challenge so everyone can try it for an extended period and
realize the changes of brought on by cellular renewal.
Let them know that they don't have to wait for two days if they already
know they would like to experience cellular renewal (give them a chance
to say, "Yes", if they are eager.
Mention a few things
they might look for over the next two days...
-
Ask them how their
energy is throughout the day, at what point is it the lowest and ask
them to rate it on a scale of 1 to 10, with 1 being asleep. Write
that number on the
Gift Checklist*. Have fun with this part...
"How low can you go? Do you ever get droopy eyelids? That would
be a two..."
-
Ask them to notice if
their day seems to flow a little easier, with a little less stress.
-
Ask them to notice
more comfortable movement maybe when first get out of bed or getting
in and out of the car.
-
Possibilities:
Explain the possible outcomes:
-
You may decide to pass
on this altogether, and if that's the case for you we're still
friends. I'm just excited to share these health benefits with you.
-
You may want to become a
customer.
-
You may decide to check
out the business. I have no expectations here and our relationship
won't be affected either way. I just want to make sure you know about
this great way to age!
Letting people know the
three possible outcomes is extremely important as it takes any
perceived pressure out of the process so people can simply enjoy the
gift.
-
Thanks:
Thank them for their time and how you look forward to speaking with them
in two days.
Leave them the Gift Checklist to remind them of their 48-Hour Call
appointment and things to look for.
Be sure to record the follow up call appointment somewhere for
yourself..
Listen now to a
recording of an actual gifting (7 min):
Hear how to "short-cut" the
gift to allow the eager to enroll after one mini:
BUSINESS NOTE: If prospect
is interested in the Univera business invite them to meet the team as soon
as possible, even if it is just with a quick three-way call. Paint a
picture of certain success for everyone playing on the team during this
time period, and that timing is of the essence right now...
Gift Instruction Sheet
When mailing gifts or when
dropping them off without doing a proper gifting, include the "Gift
Instruction Sheet" located in the Documents section of the Library on this
site.
Follow Up Email
- to send out after every gifting:
|
Dear Linda,
Thank you for
meeting with me and I hope you enjoy the AgelessXtra samples. AgelessXtra will
dramatically improve the way we experience aging!
To see a great
real life example of what is happening to one of my Univera business
partners look at
www.richardsaging.com
I'll be in
touch,
Dave
|
48 HOUR CALL
This call is simply to see
what people want to do next. They could select to pass for now, become a
customer, or explore the business. The call should be short as the goal is
simply to direct people to the next step in the process. Any detailed
explanation should come from the team so they see how simple our business
is. When you are new, it is recommended to make this call as a 3-way with
an upteam member so you can see how easy it is to either enroll people, or
move them to the next step in the process.
"Hey Jim,
Is this still a good time to chat for a couple of minutes?
Great, I wanted to follow up and see what your thoughts are on Xtra.
What did you think of the Gift if Renewal CD?
(If they did not listen to
it ask them if they would so they can understand how their aging process
can be altered from now on.)
It is really irrelevant
whether they noticed anything in two days so just go to the three
outcomes...
"A couple days ago I
mentioned how some people pass on this, some take the "90-Day Challenge" as a
Customer and change their aging, and some choose to check out the
business.
Jim, what do you think
would you like to do from here?"
If a discussion ensues,
asking questions can help people decide what they want:
Does this idea of cell
renewal appeal to you?
If you could experience
more youthful aging is that something you'd be interested in?
If yes, reply with "Well
then, would you like to take the 90-Day Challenge with AgelessXtra?
90 DAY CHALLENGE
While many people will feel the product working within a couple of days, not everyone
will, and the goal is to help everyone realize the benefits of Univera by
taking the "90-Day Challenge" on “Convenience Plan - whether or not they
choose to also investigate the business.
The 90-Day Challenge is a
generic term meaning one commits to try the products for 90 days (on Convenience
Plan) and if they are not happy for any reason they get their purchase price
refunded by simply returning the empty containers.
Ask them if they would like
to take "90 DAY CHALLENGE" and change their rate of aging.
-
Explain that they take the
products for 90 days with a money back guarantee, for any reason.
-
Use a three-way call if
you are not confident on how to start someone on the 90-Day Challenge
or if they have questions you cannot answer.
-
If someone drank
AgelessXtra
for two days and reviewed the information on AgelessXtra, there is nothing more to
be said and we can simply act like order takers at this point.
"At this point you've
tried the product and learned about the benefits. Would you like to
take the 90-Day Challenge and age better from now on...?"
-
If someone declines they
probably did not review the information and we could suggest they do
so and reconsider, because their future health is on the line...
ADDITIONAL INSIGHTS
ON THE BEVERAGE INDUSTRY APPROACH
"The Million Dollar
Question"
When someone asks, "What
do you do?" "What have you been up to?" What will you say?
Now at this point, you
have a couple of options. You can launch into a dissertation on
Genomics and Biotechnology and watch their eyes glaze over, or you can
entice them to want to know more about your business.
The million dollar
answer:
"I'm in the beverage
industry." (period)
(If you ask people what
they do, they will usually reciprocate and ask you what you do. If
not, just continue...)
Continue with...
"I have a business that markets a healthy alternative beverage; You
know… an alternative to the crap (crud) in the can and the crap (crud)
in the cup." <smile> or use "an alternative to turbo aging in a
can or a cup." "It's imported out of Korea and we can barely make it
fast enough."
"Since I'm in the
beverage industry, I'm always interested in finding out what people
are drinking."
When they say ________
"How long you been
drinking that, ____________ (their name)?"
BUSINESS QUESTIONS:
"And how much did you
make last month on __________?" (Starbucks, whatever)
"Well let me ask you something, ___________.
"If you could change beverages and drink a healthy alternative, and if
I could show you how make an extra grand or two a month would that be
something you'd be interested in learning about?"
"Give me your card and we'll find about 15 minutes to get together and
I'll gift you some samples of our health drink and show you how
drinking with your friends can also be extremely profitable."
"You're busy, I'm
busy. Let me get back to you."
PRODUCT QUESTIONS:
"And how much did you
spend last month on __________?" (Starbucks, whatever)
"Well let me ask you something, ___________.
"If you could change beverages and drink a healthy alternative, and if
I could show you how to drink it for free would that be something
you'd possibly be interested in?
"Give me your card and we'll find about 15 minutes to get together and
i'll gift you some samples of our health drink and show you a simple
way to enjoy it for free.
"You're busy, I'm busy. Let me get back to you."
Listen to the audio training on using the Beverage Industry
Approach and keeping things simple and fun.
BUSINESS INVITATION
Ask if they have any interest in getting their products for free, or
developing a residual income stream through Univera. Whenever there
is possible business interest, the goal is to use the tools and the
team, rather than educating them by yourself.
-
Email the Univera
overview to interested prospects:
http://www.basictrainingplus.com/opportunitypresentation.asp
-
Utilize Netimpact to
send prospects additional information and to invite them to online
presentations.
-
When someone is interested
in looking into the business invite them to meet their potential
business partners; either through live events, or with 3-way calls
(Live events are best and use conference calls as a back up).
NETIMPACT
This is an outstanding
high technology tool that offer an online way to share Univera!
It is best utilized when
combining it with "high touch" by alternating Netimpact exposures with
phone calls and sometimes live meetings.
Although Netimpact has
an email invitation for prospects to receive a gift, it is more
personal to call people by phone as it shows you care enough about
them to take the time to call. Because this is a relationship business
and we are attempting to share something with people so potentially
life-altering as Univera, to maximize one's relationships, a phone
call is recommended over an sending an email.
With that said, if you
have the personality style that really is not comfortable with picking
up the phone to set a gifting appointment but calling people to follow
up on an email seems easier to you then by all means take that
approach. The most important thing is to get into activity as soon as
possible.
Keep It Simple
Rather than starting
Customers on hundreds of dollars in product, which most people will drop
off of with the first 90 days, focus on AgelessXtra first. After they
are sold on it, either then a product experience or through the
knowledge of what it is doing for them, then introduce them to other
products.
At the gifting
appointment: Just get them to drink with you.
The more information we distract them with, the more analytical they
become, leading to "analysis paralysis".
If you become the
information, then the person will say, "I'll try the product." (and
they'll never do the business)
People don't want to sell
or tell; don't do anything that they won't want to do.
You want them to think,
"Is this all I need to do, drink with my friends and bring them to
team?"
For the 1 out of 10 that
goes analytical, give them places to go for more information.
Get people to the
information is better than getting people the information. (team)
Take people to the
information. Don't take the information to the people.
Involve team so they can
see someone else doing the "Telling".
Ask questions and listen.
They will tell you exactly where they want to go.
The more they talk, the more you win.
We don't ever want to be an "expert."
If they ask, "What's in it?"
Reply, "Lots of good stuff, you should try it."
Avoid MLM lingo like
"upline"; use Corporate America terminology - "My business partner in
the beverage industry."
*Documents
require the following FREE
Program,
unless otherwise specified: |
 |
<<Home
This website is managed
by Independent Univera Associates. It is not a product of corporate Univera™
|