Is a 7 Day USANA HealthPak Sample too Short for Someone to Feel the USANA Difference?

Below is an email from a USANA Associate that started going through the USANA Essentials & HealthPak Marketing Method and emailed me with a couple of questions concerning if a 7 day sample is "long enough" for someone to feel the USANA Difference and is a cost effective way to get USANA Preferred Customers.




Here's her email (Name removed for privacy reasons! Bold emphasis is mine):

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I have just returned to my USANA business after 3 years absence due to an illness. Recently I have been doing a lot of prospecting and finding everyone wants samples. 

I am reluctant to give nutritional samples (bars-no problem) because I am concerned that many won't feel an immediate health improvement (they can't just eat the nutritionals and say they like the taste like with a food item, or put them on and decide they like the look like with shoes); in fact, my experience is that many people actually feel more tired for a short time after they start the nutritionals, like their body is telling them to slow down and let it do some repair work now that the vitamins are available. 

I believe the benefits of the USANA Essentials are experienced gradually, over time, and I am worried that providing a small sample may actually discourage people from continuing with the product if they don't get a "good enough" initial result. 

I was trying to figure out what to do about people not wanting to buy because they wanted to try first and me not wanting to give samples in case they were disappointed and never wanted to try again, when I came upon your ad, which said you are doing well with Healthpak samples. I'm still a little skeptical because of my "belief" and the cost of the "experiment" but I need to get my business back up to speed fast, and I am teachable and coachable. Help!

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She brings up some valid concerns and questions. Let's go through each one!

USANA HealthPak Concern #1: 7 Days to Short to Feel the Benefit?

I believe the benefits of the USANA Essentials are experienced gradually, over time, and I am worried that providing a small sample may actually discourage people from continuing with the product if they don't get a "good enough" initial result. 

You're right, the benefits of the USANA Essentials are gradual and felt best over time. How many times have we heard that it takes 12 months for the USANA Essentials to "really get into your body" from cell replication etc.  However, I've never had much success with a PC buying 12 HealthPaks all at once or committing to a one year autoship.

As you talk with potential PC while giving a HealthPak sample you must still educate the person and set expectations for what the 7 day sample will do and will NOT do. Not getting "magic results" in 7 days is one of the discussions. With that in mind, if you sell someone a 1 month supply, they probably are not going to get the full USANA Difference either in that short of a time.

If someone says, "I took the 7 day HealthPak sample and feel tired and have had some headaches..." Your reaction is what matters. "Actually, that's a good thing... That's your body detoxing... that means the HealthPak is really getting into your system and having an impact on your body. Have you ever felt vitamins do that for you before?"

Almost everyone says "No... I haven't... so this stuff is really working?"

Use it to your advantage when that happens so you can show the person the USANA Difference. Whether someone takes a week sample or buys a month supply, they are going to feel that detox. You'll need to "handle that experience" for them to make sure they become a USANA PC.

USANA HealthPak Concern #2: Sampling is Expensive!

Yes, sampling out the HealthPaks costs money. It also gets expensive by not having customers and commission checks coming in! Your USANA business is a business, not a hobby. Treat it like one. Businesses invest money into advertising and sales funnels so they can get clients. You need to do the same in USANA.

There's a lot going on with sampling out the HealthPak:

• The psychological effect of the person receiving something from you. There are numerous books out there that show how powerful it is to give your potential customer something because it makes them much more likely to buy from you.  I won't go into all the details, but think about when you receive something of value for free. How does that change your perception of the vendor? Are you more likely to buy?

• Investing or spending money on your business will get you results faster because you "have skin in the game." I know from personal experience that when I have money on the line I do a much better job of following-up with the person, taking care of them and devoting more mental energy to what I'm working on. I get better and faster results compared to having no "skin in the game." Think about it!

• Sampling is a powerful bridge in the buying process for many people. Whether you (or even the potential PC) realizes is, there are often hidden objections, "Will I be able to swallow the pills? Will they upset my stomach like so many products? Will I burp nasty after taste?"

Now, sampling is expensive if you do it the wrong way or throw out samples to people who really don't want them. Then you're wasting them. Make sure you follow the instructions on making sure the person will use the HealthPak Sample. (It's also on page 11 "Sampling" in the Free Health Training PDF.) Here's a snippet: 

Use your judgement. If you don’t think they’ll actually take it, don’t give them a sample!  Or say, “If I give you this, it won’t end up in the food pantry black hole, will it?  The products only do you good if they are inside your body.” 

Verify they want it and will use it! Often times 50% of people will say, "No." That's fine! You know NOT to invest money into them (at least not yet anyways.) Remember, not everyone is going to be a USANA PC. No matter how much you want  it for them.

Now will you get a 50% conversation rate immediately of turning samples into PC's? Probably not. However, you'll get invaluable training, experience and knowledge. You will start getting PC's if you stick with it, critique yourself and work with an experienced USANA leader to give you feedback. How much business and residual commission checks might you be losing if you don't get a PC and sampling would have gotten them?

Would the potential of $10,000 worth of USANA residual income make you think differently about a ~$30 sample?

Action always leads to results.  Always. But, not over night!

"I Need to Get my USANA Business Up to Speed Fast... Help!"

Well, you're in the right place! And you're doing the right stuff by going through the HealthPak Training Manual.

Here's what you should do:

1. Join Integritas Group  to get access to all the USANA training we have.
2. Immediately start the USANA bootcamp to get you plugged into the training.
3. Make sure you schedule the 2 free "Getting Started Right" Calls with Jason Wells or I. We'll help get you plugged in.
4. Get plugged into our USANA training YouTube channel and consistently watch the training. Our free USANA training is better then what most people charge for! 

Do you have USANA questions? Then ask them at Facebook.com/IntegritasGroup