USANA Prospecting: Prospects Should Always Be Looking at Something...

In recent weeks, I have had several downline members who are fairly new to building USANA with "attitude" at which Chris and I build it make some major mistakes in the prospecting.  So you know, this is covered in more detail in our Communication Training under Follow-Up and Close sections of the course.   That said, I don't think people can hear this too much.

Mistake #1:

Once a contact is targeted to be Developed further (either a person the downline knows personally who has said something that makes USANA appropriate from a product or business standpoint) or a lead generated from a lead cooperative who is looking for information, the person doesn't set a follow-up time to talk, so they are "dangling out there" without any action, homework, or something to do to move them through the Communication Process.

Let's use the Anti Suit Entrepreneur marketing method as an example.  You get a lead from the lead cooperative or a friend of yours says they want to do something for themselves, but they don't know where to start.  Either way, a person has reach for something that the Anti Suit Entrepreneur process can Develop before you Introduce them to USANA.  

The Wrong Way

You talk to them about the Anti Suit Entrepreneur, you have a nice conversation, and that's it.  It's like you are waiting for them to say to you...how do I learn more about this?  Can you tell me where to go? They aren't going to do that, because they cannot read your mind. They don't know what you have to show them, so they think you are just having a conversation about this subject without any objective in mind.  

The Right Way (If you don't make Mistake #2 while doing it "the right way")

You have a conversation and you mention the Anti Suit Entrepreneur and you set a follow-up time to talk about it further. Maybe it's coffee, maybe it's a phone call at a better time; it can fall into all kinds of situations.   Although you set a follow-up time, you're not quite there unless you give them something to review.  I have had a lot of downline say..."Jason, it was a great conversation and I remember to set a follow-up time to talk to them..."  My response is that's great, but what are they looking at in the meantime before you talk next and what are you going to talk about?  "Aahhhh...I thought I did it right..."  That brings me to Mistake #2.

Mistake #2:

When you have a conversation with a contact and develop them to the point where you targeting them to move in the direction of the Introduce step (see Communication Training), you need to get them to engage in the process and the only way to do it that is use the tools to help you Develop them.  Again, using our Anti Suit Entrepreneur marketing method as an example, let's talk right and wrong.

The Wrong Way

Setting a follow-up to talk or worse yet, not setting up anything, so you are essentially making Mistake #1 and Mistake #2.

The Right Way

You have that great conversation, you set a follow-up; but now, you set the follow-up at a time when they indicate they will have a chance to review the information you are about to give them.  "When would you have a chance to look at that?"  Then you set the appointment accordingly.  In the Anti Suit Entrepreneur example, you could give them the Three Steps process off of the website. You can email to them with your own custom link that sends to you in the Integritas Group system.

Now, we begin to educate them and warm them up to the concept of network marketing by starting with the Three Steps videos.  

Avoiding Mistake #1 and Mistake #2

By doing it the "Right Way" discussed in Mistake #1 and Mistake #2, you have someone looking at information and will help you Develop them in the direction of the Introduce where USANA be discussed by letting the tools do the work. You will be moving people in a forward direction by getting a follow-up time to talk.  

If you do this enough, you will begin to sign up more distributors and more customers.