This USANA training blog post is an email from a Road to Gold Focus Group Member. It's longer than most peoples' emails when it comes to USANA updates... but it's because she's doing "Money Making Activities" and building a pipeline. I highly recommend you read the scenarios below and watch the YouTube video for my commentary and feedback.
USANA Updates: Break Through
Hi Chris – OK, here’s the homework I promised. It’s a bit all over the place, and I have not been able to focus back in on the BootCamp or Communication modules, but as you said, the important thing is I’m starting to connect with people.
Practicing a version of “law of attraction” which includes listening more/talking less, visualizing what sort of people I want to be attracting as customers and business partners.
Working on refining a list of characteristics, as well as “how” I want to be attracting them – which is “as simply and easy as possible.” For this to work, I have to both “hear” that inner voice (I think you call it “trusting your gut”) AND take appropriate action as soon as possible. Since I have spent most of my life ignoring my inner voice, and procrastination is my middle name, it’s taken a while...but the process is beginning to work.
So here are three follow-up connections I’ve made in the last two weeks, with varying success:
Introducing USANA to a Chiropractor
1) I have been trading USANA supplements for sessions with a local chiropractor for the last year and a half. He has been interested in trying the supplements for himself, and is starting to recommend them to his patients, but he has repeatedly said he is NOT interested in getting involved in a “business”. Although....he has recently become curious about the annual convention, and depending on his cash-flow, I might be able to convince him it is worth his while to come this year (I could use a little help with word tracking my approach on this subject).
It finally dawned on me at my last visit to weeks ago that this doctor now totally trusts the quality of USANA products, AND he respects my opinion. It’s taken a long time, but it feels really good and has been worth my effort to build this relationship.
So... while on my way back from dropping my husband at the airport last week Tuesday, I had the thought to call and see if he could see me that day instead of at my usual appointment time late Friday afternoon after work – I would be driving right by his office, and it would save me time and gas...I almost talked myself out of it, but then called and said I’d be there in 20 minutes.
First revelation: at my usual Friday evening appointment time after work, the office is pretty empty. Tuesday afternoon, it was filled with people – lots of people!
Second revelation: as he was adjusting my back, I started talking very intently about Proflavanol and how it helps with inflammation (this chiropractor’s biggest concern) and how it speeds up recovery time for athletes. I know I’ve “mentioned” this to him repeatedly, but this is the first time he actually heard me, AND asked me to bring two bottles on my next visit to try with one of his patients. Then, as I was leaving, he called me over where he was working with another patient, introduced me and told me SHE had overheard our conversation and wants to try the Proflavanol – we exchanged contact information and I will follow up next week with products.
Third revelation: I walked out of the office absolutely stunned by how simple and easy this process has become. All because I paid attention to what felt like a random thought, made the call, changed the appointment, opened my mouth and started talking about a specific USANA product that fit in with this doctor’s needs in the 10 minutes or so while I had his undivided attention (rather than chit-chatting about other things).
My intention going forward is to be much more thoughtful about the kind of information I bring to those visits so that the conversations I have with this doctor add value to his understanding about nutrition and USANA; I am thinking about changing my regular appointment to alternate between Tuesday and Thursday late morning, rather than Friday night; and I expect more and more referrals.
**** Start Chris's Commentary ****
- Good idea on moving your appointment.
- Great job on talking in a way that he "heard you." (nice job connecting with inflammation hot button.)
- Getting the Chiropractor to USANA's Convention
- Ask, "What would I have to do to get you out there?" (Do it in a fun, challenging way.)
- Look at http://convention.usana.com for healthcare practitioners symposium.
- Search http://www.whatsupusana.com for ideas or relevant articles.
- Let him know all the scientists are at Convention and you can help introduce him.
- Keep dropping little tidbits and introducing products - drip, drip, drip
**** End Chris's Commentary ****
Reactivating a USANA Downline
After reconnecting recently with one of my downline associates through LinkedIn, I have been following up. She joined my organization almost 15 years ago, right when I was getting started in USANA, but for a variety of reasons never built a USANA business. Until 2008 she was using some products, and always loved the skincare. She went back to school and became a licensed nutritionist and skincare consultant; and at one point apparently even marketed her own line of skincare products. She married last year, and moved to Tennessee, where she is now job-hunting. She wants to start up her USANA business again, but her self-talk is telling her she is caught in a cash-flow catch-22.
At her request I have been forwarding announcements about webinars, some USANA videos, trainings, other things to help her get reacquainted with the products and business, but had not heard from her in about three weeks.
This is my email to her, and her response last week when I suggested we get back together on the phone to do some followup about USANA:
---- From USANA Associate ----
Happy Easter....Just thought I'd see if you have time to catch up on the phone this week? What's your afternoon or evening look like either tomorrow or Thursday? (I can call around 1 pm, or after 4:30 pmEST - your time, tomorrow, or after 3 pmEST on Thursday). And... how's the job-hunt going?
USANA Associate
--- From Downline ----
HI USANA Associate
Thank you for your email :)
the reason i haven't responded is because I have not yet paid my dues for my account at Usana.
I am still very interested. but I am going to wait until I can pay my dues AND start on the autoship at the same time. right now it is not a good time for me. I want to get a part time job in the very least. so i can get out and meet people, I know no one! I have met one neighbor and a co-worker of my husbands hahaha no joke...
it will be best for me to get involved with Usana when I have more people to offer it to :)
keep me updated on anything new.
thanks a million! and Happy Spring to you! I know I am so looking forward to some sunshine :)
--- End Downline's Email ---
Chris, Any thoughts on how best to follow up further? I did email her, offering to do some brainstorming regarding job-hunting...or whatever would help her best.
**** Start Chris's Commentary ****
- Great job on reconnecting
- Possible: Get her back on any product (even below a 100PT) to build product experience?
- Any more details on her biggest roadblock from starting?
- Have you sent her a video or explained how getting 20 PC's can make a lot of money? (like from our Phase 1 training?)
- Stay in touch... pipeline!
**** End Chris's Commentary ****
Talking with a Financial Planner about USANA
Below was my most recent attempt last week, as a postscript to a longer email about other things, to crack the door open again regarding my financial advisor/insurance agent.
He is a long-time friend and family friend (he was my father’s advisor before becoming mine) and very used to, first my dad who was an MD, and now me, haranguing him about his health, and he has been on and off the USANA products for several years, joined USANA two different times as an associate, mainly as a favor to me. But he keeps defaulting back to CostCo. He is in his early 60s now, is in pretty good health but stressed, on the road for business a lot, married to an RN (yes, I’ve tried going through her, but I do not know her personally, never met her – they live in San Diego, I am up in the Bay Area/SF – but it’s worth finding another way to connect with her). And he and she have been dealing with aging/dying parents off and on for the last 5 years.
He recognizes, at least intellectually, the value of the products, but he has watched me go up and down with USANA as a business over the years, and it occurs to me (as I am writing this) that he does not take USANA seriously as a viable business opportunity, because, maybe, I think, he does not take me seriously.
Anyway, this was my latest attempt to regain traction and re-energize the conversation with the intent to get him back onto the products, or at least think about referrals..
PS I am actively looking to expand my business this year, and I know you know CostCo and GNC don't cut it (or at least I think you do!!!!) It's all about quality and formulation, and the science is backing this up more and more. It's actually getting quite scary "out there" when I look at how much our food chain has been (and continues to be) manipulated behind our backs.
Anyway....My business grows by referral...if you can think of anyone who is trying to be more pro-active about their health, who wants more energy!, or to lose a little (or a lot) of weight, and especially wants to postpone having to take a million prescription drugs for as long as possible as they get older...send them my way, and... it will get me off your monthly to-do list a lot faster!!! HA! :)
However, when he called to followup on my email, which was a request to discuss finances, he ignored the PS, and I did not feel inclined to push the subject.
**** Start Chris's Commentary ****
- Good job on being direct and letting people know about the product differences.
- Focus on making him a "Customer for Life" first (Distributor second)
- Again... pipeline! :)
**** End Chris's Commentary ****
Prospecting USANA at WholeFoods
The story I told you over the phone: I play with various versions of a short personal product endorsement whenever the opportunity presents itself. I made a really great cold connection a few days ago at Whole Foods, and then blew it by not getting the woman’s contact information, but here is how it went, as far as it went:
I was standing in front of the only energy bars I buy other than USANA bars, I had just grabbed a couple when a woman came up beside me, looked at the bars and then moved on to look at something else. Since she was still standing there, I asked her “Have you tried these bars?” - “they are the only ones I have ever found outside of some bars I buy online that don’t spike my blood sugar.” She said, “no, but I am always looking for snacks/food for my husband who pays attention to his (blood) sugar.” I asked her “is he diabetic?” She said, “no, but his mother is and it’s in the family....he is up all night looking at the stars and needs snacks and things to help him stay alert” (I didn’t ask outright, but the implication was he is an astronomer – I assume at Stanford or one of the local colleges). She then took one of the bars I was recommending to try. I almost turned away then, but stopped myself and said “did I hear you say you’re always looking for snacks and food that won’t spike his blood sugar (or maybe I said “looking for low-glycemic snacks...”), because I actually market products for this company where I get my (other) bars and they have a really nice line of low-glycemic foods.” She said “yes, always looking...”
At this point, I should have asked for her email address, but my knee-jerk reaction was to soft-pedal my approach and I heard myself saying “let me give you my email address...and if you will send me an email, I will send you the links that will take you directly to the food line.” She was very happy to take my card, and we parted ways, but of course unless the Universe decides to smile brilliantly on us both, I have probably lost the lead.
This experience pointed up two things to me: 1) opportunities to connect with people present themselves every day, I am becoming more and more aware of them AND beginning to take action; 2) this last experience with the woman at Whole Foods was the last straw! I am rewriting my mental notes to change how I ask for someone’s contact information – I ask for their email (or more) first, then offer mine.
**** Start Chris's Commentary ****
- Great job on actually making the connection
- Don't sweat not getting her contact details... just don't repeat it again!
**** End Chris's Commentary ****
USANA Short Product Endorsement
Over the last 3-4 years, (with you guys prodding us through IG) I have created various short 30-second product endorsements for energy, mental fog, blood sugar, weight management, carb addiction, back/neck/shoulder pain, sun damage/skincare, all of which I have some personal experience with...but have never really written them out one at a time.
So, here are some of the variations I’ve used when asked “what do I do”:
I market products for people (like me) who want/need to manage their blood sugar better...
Or, ...don’t want to spike their blood sugar...
Or, ...are looking for ways to kick their carb addiction and keep their energy high...lose a few pounds etc.
Or, ...are looking for ways to stay out of the doctor’s office...
Or, ...are looking for more natural alternatives to managing their health concerns...stay out of the doctor’s office, reduce the number of prescriptions (although this one I am wary of because it is very close to suggesting people can get off their medications if...)
Update: the one I feel more and more comfortable with AND seem to be having some success with in the last few days “...I help people reduce stress...”
I will start working on actual short-long personal product endorsements over next 2-4 weeks. And then business.
**** Start Chris's Commentary ****
- Go with: “...I help people reduce stress...”
**** End Chris's Commentary ****
Developing a Phone Relationship with a Financial Counselor
Thursday 04/04/13, I started developing a (telephone/email) relationship with a financial counselor whose biggest challenge is having to constantly describe/defend the services his company offers to the people who call him/his company looking for credit-card debt-relief.
I asked him what he’s doing to improve his communication skills (which are already good) and reduce his own stress...told him that one thing I help people do is reduce stress so they can have more fun in their lives...walked him through a simple exercise from Michael Lossier’s book “The Law of Attraction,” and he asked for more suggestions, authors to read...
**** Start Chris's Commentary ****
- Great job!
**** End Chris's Commentary ****
Moving Forward and USANA Action Plan
Since then, I’ve made two more contacts, and yes! I am getting email addresses! In both cases, the conversation revolved around energy and lack-thereof, but ultimately the line that seems to catch everyone’s attention is “...one thing I help people do is reduce stress...” .
I have had three occasional customers get back to me this week for more product without an prompting from me. Very cool. The last few days I have been so jazzed!! Thanks, guys!
**** Start Chris's Commentary ****
- You're welcome
- Keep doing what you're doing... this is great "Money Making Activity" and pipeline
**** End Chris's Commentary ****
---- End email from USANA and IG Team member ----
USANA Resources: Road to Gold Focus Groups
This USANA Associate is in our Road to Gold Group. Hopefully you can see that results that she is getting from it! If your business is stagnant or not growing... what are you doing to grow it?
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