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.

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.