USANA Prospecting: Why My Friends and Family List is So Small.....

This week I want to discuss one of the most common obstacles that people create for themselves when building USANA.

Note: Any link to the USANA Bootcamp or 5-2-2 will require at least a Free Entry Level account in Integritas Group.

First, to give you an overview, I am going to be using the 5-2-2 method that we discuss in our USANA Bootcamp and second we’ll put focus on our 5-2-2 document.  

In particular the subject of this training is going to focus on one question that is the most common obstacle in the 5-2-2 itself: “What if I don’t have that many people to add to my Integritas Group Contact Manager?”  This question applies to people when they start entering their “5” in the 5-2-2 and realize they don’t know a lot of people (when they actually do).

When people don’t have enough people in their circle of influence (friends, family, and people they run across), I know there are two main issues that cause this.

Problem #1

People honestly don’t know how to gather and think of all the people they know, so there is a simple solution.  

Solution for Problem #1

If you just added all the people you have in your cell phone to the system (those would be phone number contacts), then you added all your Facebook contacts (any people that you already added from your cell phone would have their contact record edited to add the Facebook information), and finally, you would add everyone on your email list (again, anyone already added on your cell phone and Facebook would have their contact record edited to add the email address).

So now you have people with phone contacts, Facebook and/or email address contacts.  Before I explain how you’ll organize them, I just want to say that I will explain how to make this process so easy and unscary, that you’ll never look at contacting the people you know about USANA as a scary or weird process again.

First, the phone contact people are ready to go for the 5-2-2 process, so you can start applying the 5-2-2 process while remembering the Connect and Develop steps of our Communication Training.

Second, the people who you only have Facebook and email address information should be Developed (see our Communication Training) to the point where it feels appropriate to connect on the phone by exchanging phone numbers.  

Finally, you want to eventually have everyone contact information to the point where you can have a conversation.  So, a phone number, Skype address, Google Hangout or any other why you can actually have a conversation is what you’re shooting for.

Problem #2

The thought of you wanting me to make a list of people and put them into my system is scary, so part of this is that I am afraid I am going to have to call these people and it doesn’t feel natural.  So, I am either not doing Solution #1 above, because of that fear or I am only putting a small number of people that I am not as afraid to contact as much as others.  

Solution for Problem #2

Do you want to know why you have this problem?  Because there is a serious misunderstanding as to what you’re going to be doing with your contact list in the system.

We ARE NOT calling people with intention of discussing USANA from a product or business standpoint.  Listen, I know that you have built USANA a bit and/or been in other MLM companies, you’ve been told to make a list of your friends and family and then your upline talks to them or you are told to just contact them and tell them about USANA.  As a friend of mine explained to me (with his experience with friends in other MLM companies), “it felt dirty” when my friend from years ago contacted me “out of the blue.”

So what ARE we doing?  You have doing the Develop step in our Communication Training.  You are continuing, building, or rebuilding your relationships with the people in your system.  Use USANA as an excuse to get out of this digital age of having less conversations with the people that matter to us over the years (who we aren’t staying in touch with, because of technology and distractions).

That’s it.  Just talk to people on a scheduled and planned process with no agenda.  

The Big Question

If I am just talking to people without mentioning USANA, then how am I building USANA?

Because the best sales people and communicators know that it takes relationships to develop sales opportunities.  

If you use the Develop step to build the relationship and you have enough meaningful conversations (see the 5-2-2 document), people are going to naturally say things that will raise a red flag that USANA might be an answer from a business or product perspective.

Just let it happen.  Don’t force it.  

Conclusion

All you need to do is 5 people a day to your Integritas Group contact manager.  Initially in the first couple of weeks, people enter more people, because their calling time is less because they don’t have enough contacts in their system.

Then, you call your list of people until you reach two people a day and have a meaningful conversation.  Not about USANA, but about them and a bit about you. Just have a natural conversation and connect them.  That’s it.

Trust the process and it will yield you USANA opportunities and at the very least, you build stronger relationships.

Questions or Clarification?

Please ask questions on this, because if something doesn’t make sense, then it just delays you success.

You can post your questions by finding this training (includes the YouTube video and the blog link) on our Facebook page and posting the question on that training post.

USANA Prospecting: Finding Contact Details for USANA Leads

As you start doing your own USANA lead generation or plug into a lead or traffic cooperative  you're going to get a lot of USANA leads that don't have a phone number or incomplete contact information. This doesn't phase me, but it throws many people for a loop! With the way the Internet is today, all you need is a person's email address to open up many new doors to engage with the person.

The video below will walk you through the step-by-step approach that I do. This has helped me sponsor many Associates over the years.

USANA Prospecting Process with Incomplete Contact Info

1. Facebook - Search by their email address and full name, if you have it.
2. Google+ - Search by their email address and full name, if you have it. If they have a gmail email address, you'll have a high success rate of finding them.
3. Linkedin - Search by their email address and full name, if you have it.
4. Google search - Take their email address and contact details and plug it into Google. You never know what will pop up.
5. Send an email - I always engage the person after I search for them on social media.
6. Set next engagement - Follow our USANA contact manager process

When they pop back up in your Integritas Group system, engage them through Facebook, Google+ or Linkedin (or whatever you found them on!)

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: We Get Hung Up on Too!

A team member of mine has a chiropractor that's very interested in USANA. She gave me his telephone number to call and hopefully meet face to face. I called, he answered and said, "I'm in the middle of a meeting. Can you call back in 30 minutes?" I said, "Of course." I called 30 minutes later and he didn't answer his phone!

Him not answering the phone is not a big deal to me. It doesn't phase me for one second. However, I know many people get frustrated or thrown off course when a USANA prospect doesn't answer the phone or do something. I'm writing this blog entry and recording the video to let you know that Jason Wells and I get hung up, have USANA prospects ignore our phone calls and all that other stuff while we build our USANA business.

Watch the video below for the full details.

USANA Prospecting: Don't Get on the Emotional Roller Coaster

A big difference between successful USANA leaders and USANA Associates who don't achieve the results they want is the amount of time spent on the emotional roller coaster. Too often, I see USANA Associates get on the emotional roller coaster when a prospect doesn't answer the phone or signup like they promised. Big deal!

We face the same thing, but we don't get all bent out of shape by it. When you get on the emotional roller coaster, it affects other parts of your USANA business. Our Zig Zag Goal Setting course will help you stay off the emotional roller coaster. 

USANA Prospecting: Follow the Process

We also follow our USANA communication process, no matter what.  We always do at least 3 to 5 engagements with every USANA prospect that we come into contact with. We know that people get busy, have emergencies or have some hidden USANA objections that need to get handled. A common mistake new USANA Associates make is that they stop engaging and following-up with the person too soon. Our own experience has taught us that the fortune really is in the follow-up. Many sales training books talk about how most sales are done 5 to 7 times after the first contact. Yet, the majority of people stop engaging after 1 or 2 times. Big mistake!

We log into the Integritas Group system every day to see what USANA prospects we need to call. We designed the system to show you all the people you need to engage every day so you stay organized! Now, the "Going Gold with a Contact Manager" eBook goes into all of those details, so I won't rehash them here. Staying organized with USANA prospects is critical for your success in USANA. 

I'm going to sound like a broken record, but make sure you're logging into your USANA contact manager everyday and clearing your contacts page!

USANA Building: Are You Logging Into the System Everyday?

A few weeks ago we released the "Going Gold with a Contact Manager" eBook with great results. Since then, Jason and I, have been instructing all of our downline and people in our coaching programs to develop the habit of logging into the system everyday. Developing that habit will help you sponsor more Associates and bring in more volume for your USANA business. The video below goes into all the details.

USANA Prospecting Question: Is this one of those pyramids?

I got an interesting scenario from someone in one of our Road To Gold groups a couple of days ago. She has access to Chris and I in between coaching calls by being a part of the Road To Gold group. As you probably know, USANA is opening a new market in Colombia, so many people are trying to establish contacts in that market before it opens next week.

She had a couple of contacts and she asked us how to contact them.  I told her to simply get referrals from them.  Don't prospect them in the business.  So, she emailed them on Facebook and told them that she has a business opportunity that can could be very lucrative that would benefit people who speak spanish especially if they are from Colombia.   Do they know anyone that would be interested in something like this?

USANA Prospecting: Closing Tip: "Anything Else?"

When I was in a follow-up conversation with a prospect, he asked me a few questions, then said he wanted to know more about USANA.

When have you had this happen before? When you have had people at the closing step, you probably have had it happen a lot.

USANA Prospecting: How To Handle a Difficult Prospect

First, before I begin this article, I want to thank my downline, Destrie Monis, for being brave enough to support what he learned from a three-way call I did with him.

After you read this blog post, click on him, add him as a friend, thank him for making this situation available to you as a learning experience.




I recently did a three-way call with a prospect that Destrie has been working on. Destrie used the techniques in the USANA Communication training available in Integritas Group to Connect, Develop, and Introduce USANA to his prospect.

His prospect is an owner of a martial arts studio and he approached the gentleman after taking his classes. He connected with him, developed a relationship and at the right time introduced USANA once a bridge was built. He got the guy as a customer and he is using the product now.  Well done, Destrie.

"Grow a Back Bone" to Sponsor More USANA Prospects

It's very common for new and inexperienced USANA Assocaites to let USANA prospects walk all over them. That's bad for you and your business. "Growing a back bone" will help out tremendously. You'll actually end up sponsoring more USANA Prospects into your business.

USANA Prospecting Scenario:

Over the weekend I received a lead from USANA who wanted more information on Rev 3 cans. The gentleman and I were having a good conversation, when at the 15 minute mark, he said, "Chris, can you hold on second?" 

4 minutes later I was still waiting. I hung up the phone and went on about my day. He put me on hold right after we started to get into pricing.

There are typically two reasons why someone would do that:

1. An emergency happened. Maybe an unexpected phone call that he had to take or his kid was running around and fell down. 
2. The person isn't interested in the USANA products or business and is too chicken to just tell you that.

I've been put on "on hold" many times and the person has never come back. I'm pretty sure every USANA leader has had the same thing happen to them! It's part of building the USANA business.

Get a USANA Back Bone!

Now, when I first joined USANA, I did NOT have a back bone when it came to prospecting. I let USANA prospects and leads walk all over me. Over the years I developed a back bone and actually got better results in my USANA business. If you don't have a back bone, it means you don't value and respect your time and knowledge. If you don't, your prospects won't either.

Learning effective USANA sales and communication skills helped out me out tremendously in developing a back bone.

If you have a back bone and do not put with crap from your USANA prospects or downline, you'll get better results in your business. People respect people who have a back bone and take the time to call others out on their "BS." They don't always like it or are always nice back to you, but they will respect you. I've had many people join after I have shown my back bone and have had a firm conversation with them.

Watch the video on the blog for insight and details. I find this topic is easy to speak rather then type.

USANA Prospecting Scenarios for Product and Business!

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

Examples of USANA Prospecting Scenarios That Really Worked!

A lot of leaders in USANA just say you need to go prospect more. This good advice, but if you don't know what you are doing, then that advice is vague to say the least.

Communication Training

Our communication training is where I started in knowing what to say in real prospecting scenarios.

Since I understand the steps in our training: Connect, Develop, Introduce, Follow-Up, and Close, I provide opportunities for myself to discuss USANA's products with people.

I will discuss couple of scenarios that occurred while I was on vacation.

Facebook Opportunity

I had a friend on Facebook create post that asked for help on how to keep his back from going out every three to four months. I promptly posted stretches, workouts and recommended yoga that has worked for me in keeping my back in shape. In addition, I advised him that certain supplements have help support my back health. After about a day, he posted that my recommendations were very helpful and thanked me for it. I sent a private message on Facebook and mentioned that I sold USANA's products and I could make recommendations for him. He promptly emailed me back and said he was very interested.

Dinner Party Opportunity

I went to a dinner party and I only knew two people out of ten people there. One of the gentleman sat next me and we started talking. He asked me what I did and told him that I was into the health business and sold a very elite supplement line. He proceeded to discuss with me what he has learned about eating right and how the body responds over a life time to healthy lifestyle. I agreed, then asked him what he thought about supplements. He didn't believe them, because "you can get all you need from food." I said, I understand, but look at from a different point of view: "Is food what it used to be 30 years ago? Is it big business? Do we all eat a healthy diet and operate the way we used to even hundreds of years ago?" He saw my point and after a 20 minute conversation, he asked me for information on our USANA's products.

In conclusion

I wanted to share real-world prospecting scenarios, so you could see that this stuff really happens and it only happens the right way if you know what to do. If you haven't taken our communication training through Integritas Group, then that's where you should start. Call it shameless self-promotion, but I don't care, because what we do works.