Playing the Long-Game: Develop, THEN Introduce, Follow-Up, Close

It’s been a while since I covered concepts in our Communication training in a while.  I wanted to go over it again for all you using a real-world situation.

A perfect example was this last week.  Almost 2 years ago, I met a guy through my girlfriend at the time.  We ended up talking about entrepreneurship and eventually USANA, so I had developed him properly and introduced USANA to him.

After talking a bit over a period of time, we both concluded it wasn’t the right time for him, but he was a really solid guy with business experience (he ran a business in the past.)

Last week, I saw him post something on Facebook about being uninspired by what he was doing.  I messaged him on Facebook and suggested he buy the Anti Suit Entrepreneur book and watch the Three Steps to Success.  He bought the book, watched the videos, and started doing the homework at the end of the chapters.

Once I saw that, I messaged him and setup a time this last Saturday to catch up.  We talked and caught up for a bit.  He brought up USANA again and we discussed it a bit.  He concluded that this was something he wanted to do and he felt ready.

He actually said another person approached him about USANA in the last year, but he didn’t feel comfortable with their way of the building the business (No Develop Step); in addition, he said they had no training when he asked how he was going to build the business.  Finally, he said, “I remember something…you told me that you felt I wasn’t ready then and I really felt like you had my best interests at heart.  That’s what impressed me with you and how you build USANA.”

So, what are the lessons to learn from this:

1) If you use Communication training correctly, you can properly Develop people and Introducing USANA is easy.

2) Notice, I used the Anti Suit Entrepreneur book and Three Steps to Success videos just like Chris and I have been preaching to you.  It worked, because it helped rekindle and Develop a person.

3) I setup an appointment to catch up and I introduced USANA and followed up all in one shot.

4) He closed himself; I didn’t close him.  I simply asked him his timeline on getting started and he said a couple of weeks. I explained that their are packages, a custom pack, and individual product orders over a six week period that can add up to the required points.  He said he would do the custom pack.

5) I played the long-game. I just didn't try to "sign him up," because in this case, he wasn't my Core 4, he wasn't ready.  It just didn't make sense in this situation for him.

I sent him an email on what he asked for:

1) Custom pack information
2) Price List
3) Customer Catalog

Finally, I sent him to the Integritas Group enrollment page, so he could enroll in the Free Entry level access of the system (which includes the Phase I training).  He can start doing the Phase I training while he is getting his ducks in the row to get started in a couple of weeks.

It can be that simple.  You just have stay focused on having two solid conversations a day with people in your list (the “2” in the 5 / 2).  I used my tools: if you’re not using the Anti Suit Entrepreneur book with people on in our contact manager, then I am not sure what to say to you. You’re missing  out.

I want to leave you with this one last thing:  He said what impressed him the most about USANA dealing with me was Integritas Group;  he couldn’t believe how organized we were, the amount of training we had, and the resources available to him, so he could build his own USANA business.