USANA Prospecting: "Under-Developing" or "Over-Developing" a Prospect.

In our Communication training in the Integritas Group system, we talk about the steps to the Communication Process (Connect, Develop, Introduce, Follow-Up, Close).

One of the most challenging steps is the Develop step, because that's where you create the possibilities to Introduce the USANA product or business.  People either struggle with this step, because knowing the right time to bring up USANA is an "art" learned with experience.


What I typically see is two types of people:

1) People who skip over the step and have no problem introducing USANA to people, but often Introduce USANA too soon.

or

2)  People who develop, develop, develop and miss opportunities to Introduce USANA.  Sometimes those people just need to pull the trigger and be a little more aggressive.

The first group of people don't have a lot of things stopping them emotionally (this is a lower percentage of people...probably 20%.)  They just go out and "do it" (by "do it," I mean Introduce USANA.)  This "make-it-happen" attitude often brings in volume and can vault these people into USANA commission checks quickly.

The danger is if they are Introducing USANA to people who aren't ready or don't want to hear about it, they could be damaging long-term USANA business.

The second group of people (about 80% of the people out there) over-develop people to the point where sometimes they are using the training and Develop steps as a shield from going out and Introducing USANA: "I didn't Introduce USANA, because it didn't seem like the right time...I need to Develop them more...." or "I need to do more training and learn more before I start talking to people about USANA..."

The danger of being in this group is that you never or very rarely Introduce USANA, so obviously your commission checks don't improve.  Then people who think (in USANA) that you don't need as much as training as we believe in say to Chris and I: "I told you so..you just need to get people to make a list and go out and do it.."

We don't agree with that, but when people get "stuck" and use a Communication process step as shield from doing something that they are afraid of (knowing or unknowingly), it legitimizes  what these skeptics to our training say.

Advice

If you are in the first group, then keep going out and there "doing it," but put a solid focus on  Developing your prospects and insuring they have a reason to hear to about the USANA business or products. Go back and listen to the Communication training and focus on the Develop step.

If you are in the second group, then it's time to start Introducing USANA even if you think it's not time, because whether it's the right time or not, the only way you are going to learn whether or not you are over-developing is to go and "do it."  If you end up Introducing too soon, then you can use that as a guide to find the right place to Introduce.  It's better to do that, because you are moving forward instead of getting stuck in place of endless of endless training or "I am going to talk to this person again..."

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.

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.

Target 2: Put Laser Focus Into Your USANA Business

We’re getting towards the end of another year, so it’s a great time to reflect on a few things.

Over the last couple of years, Chris Lopez and I have put emphasis on the Develop step in our Communication training that is our Integritas Group system for USANA.  We have had a ton of people who have had changes in their business and they approach people completely change leading to more customers and USANA associates.

I want to take this Develop step one step further especially if you are someone who has been doing for a while.  The concept I’m about to introduce can also apply to many of you who aren’t familiar with our training.  This is something I have been doing with my own downline. I call it Target 2.

More Customers, More Sponsorships in ONE MONTH

I really hate throwing "hypey" titles like that on things that I write, but the title of this training is true.  There is a building USANA and then there is acting like you are building it.  If you are not getting the checks you want, then it's time to "step things up" and really work your business. I promise you that most of us don't have to alter our life much to build USANA.  We waste more time on TV, commuting, and other wasteful areas of life and many of these create the "nooks and crannies" of the day.  If you fit USANA into that, you can "step things up."

I will discuss some improvements that can be made.

USANA Prospecting: 5 / 2 Method: How To Use It, What It Means, Its Long-Term Vision...

For those of you out there that are following the Communication Training in Integritas Group, I want to give you the big picture on how the 5/2 will work for your organization going forward. You need to understand the long-term vision to really put it work for your organization.

Let's say your business is fairly new (whether or not you have been in USANA for a while) in that you don't have any or very few active team members.  This discussion will address why patience and "playing the long-game" with your circle of influence (friends, family, or other people you know or bump into.)

I am not going to re-teach the 5 / 2 method again.  To learn how it integrates into your business, you can read our Bootcamp training (pages 11 to 13) and watch this training tip video we did weeks ago: Generate Leads for Your USANA Business.

So how to use the 5 / 2 in a way that will benefit your business long-term?  It's keeping in mind what we covered in the Bootcamp and the previous training.  If you have 2 meaningful conversations a day x 5 times a week x 4 weeks a month, you will have had 40 meaningful conversations.

This gets powerful is when you consider the long-term vision of the 5 / 2 method.  What if you have ten people in our downline doing the same thing? So you have 10 people x 40 meaningful conversations + your 40 meaningful conversations equals 440 meaningful conversations. How many opportunities via your conversations, their conversations, potential three-way calls do you think you will have to Introduce USANA? The only answer is A LOT.

You don't want to go out there and throw USANA at your circle of influence until you have adequately Developed them to Introduce USANA (Review the Develop Step in our Communication Training).

Pitfall: If I am not Introducing USANA to anyone, then how is anyone going to be interested in it?

Answer: I will answer this question with a question. How many times do people bring up a health concern or financial concern in conversation?  It happens a lot IF you are listening and asking questions and paying attention to what they are saying not what you are going to say next.

If you have had 40 meaningful conversations a month, you will have the opportunity to Introduce USANA to your contact at that time.

Pitfall: What if I want to bring up USANA up earlier to my contact?

Answer: I am not going to sit here and say that it doesn't work, because there are plenty of people in network marketing and USANA who can make a conversation "work" in the direction in USANA. However, for most new associates in USANA, the skill set isn't there.  If you have a contact that you feel you can just approach directly, then by all mean, go for it. Do it smart. Get with your upline (or if you are in one of our Road To Gold Groups or in our downline: get with us) and tell them about the person and come up with a plan on what you are going to say. What is the plan of attack?

Pitfall: I want contacts now! I want to get my business going. I don't want to wait for my contacts to be Developed enough.

Answer: Great. Then you are motivated and have the "get it done" attitude.  It's time to advertise. Setup a Personal Branding Custom Website and/or consider one of our Integritas Group Marketing Cooperatives to generate more contacts. Understand that if I were to open a law firm again today, I couldn't make my friends, family, and people I otherwise know need a lawyer.  They either need one or they don't.  The same applies to USANA. (I know what you are thinking.  Everyone at least needs to be on the product, but they are not in that frame of mind yet. You have to get them there.)  When they say something that makes USANA a fit either financially or health-wise, then it's time to bring it up. In the meantime, a law firm would advertise to find prospective clients.  You should do the same with USANA. Combine advertising with your circle of influence, combined with your downlines' advertising and circle of influence and that all leads to a full-time income in USANA.

This training should help you understand how to build your USANA business with purpose, vision, and direction.  If you have any questions on this training, you can post questions on this article or our Integritas Group Facebook page.

Real-World Questions from a Person Interested in USANA

Jason Wells here.  My downline Beau Lundy has a person who is interested in USANA. To preserve her identity, I won't mention any names.

I wanted to share my answers to her in this blog and in a video, because I wanted to answer her questions and then demonstrate how we train our team in USANA.  Being efficient and "killing two birds with one stone" is the key to building USANA as a leader in my position.

So I am going to send her this blog article and video to answer her questions as well as train you, then I will follow-up with her and Beau to answer any other questions she may have.

So, this person had some great questions I wanted to address.

USANA Prospecting & Communication Training Tip: Follow-Up isn't Important...PROPER FOLLOW-UP is! Do it right!

You have heard have probably heard top leaders in USANA say something like "The Fortune is in the Follow-Up." I couldn't agree more.

Before I get into this training, we do a training like this usually twice a week, you can get notified whenever we release them by subscribing to our Podcast or YouTube channel. Whatever you prefer. 

 Go to www.integritas-group.com/podcast and www.youtube.com/integritasgroup.

So why is the follow-up such an issue for people building their USANA business?  I think part of it is fear of following up with someone, but most of the time it's a lack of execution on the follow-up procedure laid down in our USANA Communication & Prospecting Course.

Building USANA Fast: How Do I Develop USANA in a Short Time?

I received a question from a USANA associate in the Philippines. The question was "How do I develop USANA in a short time?"

The answer: activity, activity, activity.  However, there is a lot more to just doing activity.

Build Lots of Relationships

You need to have an understanding of Communication, so you can build relationships which lead to opportunities to discuss your USANA business with potential customers or potential associates.  The more people you talk with, the more prospects you could have for USANA.

Does that mean you are going to mention USANA in every conversation? No. But you want to build relationships by collecting phone numbers, emails, Facebook, etc. and build those relationships until they say something that makes USANA a "fit" for them.  Don't feel compelled to bring up USANA in your first conversation. It just doesn't make sense. Instead, build the relationship in that first conversation and get their contact details.

Know What To Say

Once that potential situation has occurred in conversation, you need to know what to say to those potential customers or associates (Personal Endorsement Business and Personal Endorsement Customer courses that are FREE with Integritas Group help you develop this.)

Most of time when a USANA opportunity comes up, people end up either not knowing to what say (and don't say anything) or they end up talking way too much which scares the prospect off or creates a bunch of questions that a new associate can't answer.

Know exactly what you are going to say BEFORE you say it, so get some training on what to say.

Activity, Activity, Activity

This is where the activity comes in.  I tell my USANA downline to do the 5 / 2 principle.  I tell them to put 5 new contacts (I don't care where they get them from) into our Integritas Group contact manager at least 5 days a week.  When you first put contacts in, the list will be small, but after 20 days of that (or how about six months of that?), you will have lots of contacts.

The goal is to call as many as you can each day and have 2 meaningful conversations where you build the relationship.  Maybe it takes 4 contacts to do your 2, or maybe it takes 20.  The point is that you are always have 2 quality conversations a day.  If you are really serious and want to be a USANA Gold and Above some day, do more than 2 quality conversations a day.

You don't bring up USANA in those conversations UNLESS they say something where you are absolutely sure that USANA is a fit. (Our Communication course that comes FREE with Integritas Group goes into detail about how to know WHEN it's right to bring up USANA).

How Do You Keep Track of All Those USANA Contacts?

Then, you need to have a USANA system & contact management tool to plug those prospect into, so you make sure you follow-up with those potential people especially when they become customers or associates for you.

This is an underrated thing, but when you don't have a contact manager (and one that is built around a USANA business), you are not making money you could making. I don't care how organized people think they are.  Nothing beats technology and keeping you connected to prospects, current customers, and downline.

Become a Master Marketer and Brand Yourself

I am not going to go into a lot of detail on this, but you need to learn how to brand yourself and a lot of this revolves around having your own website. This is a more advanced thing, but you need to learn how to blog, create YouTube videos, podcast, and more.  All of this is covered in our Phase 3 training that is included with Integritas Group.

Conclusion

Building USANA fast is all about activity. The more of it, the better. That said, it's important that you are doing the RIGHT activity.  That is why Integritas Group exists for my downline and why so many USANA associates outside my downline use it.

Enrolling People in USANA: What You Need to Do and How to Do It.

I think one of the areas where people fail to close people and enroll people into USANA is that they complicate the process, don't understand who they are speaking with, don't ask for the sale,  or ask for the sale incorrectly.

1 BC v. 3 BC

The first hiccup in the closing process is the need to explain at length the difference between 1 BC and 3 BC. People end up explaining the compensation plan in detail and you end up losing people.

Watch the video I have here to understand how I explain the packages and the difference between the 1 BC and 3 BC.  This isn't perfect, I am not some master communicator or speaker, but it gets the job done.

Personality Types

Not understanding the different personality types (controller, promoter, analytical, and nurturing types) and how they need to be handled and what their motivators are throughout the USANA sponsoring & communication process can make this process so much harder on you than it needs to be.

I am not going to spend a lot of time on this here, but as an Integritas Group member, you will want to review the personality type part of the USANA communication training.

Do You Want To Get Started in USANA?

If you don't ask for the close, you'll never know the prospect's interest level and you will never learn what their objections are and you won't get a "yes" unless you ask the question. You want to hear "yes" a lot when you ask the question "Do you want to get started in USANA?" Don't You? :)

Not Asking For the Close Correctly

I actually give the exact word tracks I use in the Communication training on closing for all of the personality types.  If you don't know this by memory right now, then go to the training and download the resources and memorize it now.

You probably want to go through the Closing section of the training once again to make sure you understand how to use those word tracks and the theory behind it.

Conclusion

I was going to write this big long blog article on the subject of enrolling people in USANA, then I realized the questions we get on this surrounds trouble people have with this process, so I started to think what are the common mistakes and I write about those, then I realized that we have training that covers each area. So why not cover the mistakes and point people to ways to correct it?  Sometimes I can be smart. :)

The pitfalls of enrolling people in USANA comes to down to not knowing the material, explaining the compensation plan when most people don't need to know it or understand it before they join, not asking for the sale, and not knowing how to ask for the sale. That's it.

If you are having trouble closing people in USANA, then go through this blog post several times and find what you are missing.

USANA Sponsoring Question: When Do I Use Generic Prospecting Tools vs. USANA-Specific Prospecting Tools?

We got a question today from an Integritas Group member that we wanted to discuss. The question was  "When Do I Use Generic Prospecting Tools vs. USANA-Specific Prospecting Tools?"



This is a really great question, because this USANA associate is thinking about her prospects and what works best in different situations.

First, let's look briefly at USANA sponsoring & customer training basics covered in the Integritas Group Communication course.

The Three Steps

1) Connect
2) Develop
3) Introduce

I am not going into detail here on each, because the question asked by this person is in relation to what she knows on the Communication training. To understand that training more, you can take the course.

Generic Tool v. USANA Tool

A generic tool would something like Robert Kiyosaki's, The Perfect Business. A specific tool would be any USANA video that explains USANA as a business.  For product, a generic tool would be leading with a health recommendation from Sanoviv's website for something like Allergies and a USANA tool would be flyer discussing USANA's products.

How The Tools Work with the Communication Process & Steps

You connect with a prospect, you form a relationship, you get their name and contact details.  As you build a relationship with them, they say something business focused like "I am sick of my commute..I wish I could do something else..." or "My allergies are killing me right now..."

Most USANA associates launch right into discussing USANA and provide a USANA tool.  What makes me sense is to "bridge the gap" between what they said and USANA. A generic prospecting tool can do that.

You could give them the Robert Kiyosaki video and let them know that the video could show them some concepts that could get them out of that commute and get them doing something else.

You could give the person with allergies a report from Sanoviv discussing allergies and the affect that good nutrition including supplementation can have on supporting the body's immune system in dealing with the stuff in the air.

Generic Prospecting Tool + Develop Step = Hot Prospect

If you develop the person, they express something that fits USANA, either product or business, you use the right generic tool in connection with the techniques in the Develop step of the Communication training in Integritas Group, you will have a prospect that is HOT and ready to Introduce USANA.

What Next?

It's time to Introduce USANA, so that is where a USANA-specific tool can be very helpful.

Integritas Group Custom Websites

Many Integritas Group members build custom websites, so they have a "generic tool" to bridge the gap between what the prospect says and introducing USANA.

In Conclusion

Hopefully, this article eliminates some of  the confusion on when to use a USANA tool and a generic tool.  I hope this removes one more obstacle towards your Road To Gold.

USANA Marketing Case Study: Integritas Group Member, Vi Klassen

Vi Klassen, Integritas Group member wanted a website branded to a specific niche of people who are looking to start a business.

Before Vi found USANA, Vi had experience with small business and had some success and failure and what she learned from that experience as well as her time with USANA were key principles that she learned.  Had Vi known these principles when she ventured on the business road, she would have saved herself a lot of time and money.

Vi purchased a Custom Website from Integritas Group and has been staying "on task" with the required work for the website by staying accountable with our Road to Gold Focus Groups.

Vi wrote an eBook and is going to be generating leads with two strategies:

1) People will buy the eBook looking for information how to choose the right business.
2) People who aren't quite ready to buy can download a portion of the eBook for Free by providing their name, email address, and phone number.

Both of these strategies will generate qualified leads who are familiar with Vi, so when she contacts them the Connect step of the Communication training will be a lot easier.

Here is a sample of her website:

Now, our staff at Integritas Group did the design and setting up the website, but Vi wrote a lot of the content and wrote the eBook.

So find Vi on our Integritas Group Facebook and let her know you saw that she was featured in this article!