Monday, January 16, 2012

What I learned from Melaleuca


A little while ago I met a man selling Melaleuca.  I have been really interested in nontoxic cleaners and have heard really good things about the cleaners that Melaleuca sells.  I agreed to meet with John and to learn more. 

I was very clear about what I wanted
1.      A nontoxic counter top spray that my kids could use an not poison them.
2.     A nontoxic stain remover that would work on the sharpie markers my children have gone crazy with all over my walls.

That is it.  I did not want to build a Melaleuca business nor did I care about this history or culture.

Instead of helping me find the product I wanted and was prepared to buy he wasted an hour of my time telling me things I did not care about, and in the end he was so worried about me signing up for the monthly ship plan that I did not buy anything.

I could have been a great customer.  But instead I’m not a customer at all.

I think sometimes I made the same mistakes John made. 

So what did I learn about being a Shelf Reliance Consultant?
     
      1.      Listen to the customer. 
The easiest way to do this is to ask your customers what they want.  At a home party try opening the party by asking the guests “Why did you come tonight?  What interests you most about food storage and emergency preparedness?”   And at the end of the party ask them “What product are you most interested in?”    
But don’t just ask. Listen to what they say.  It is important.  If they are interested in emergency generators it really don’t matter how much you talk about water filters.  They still won’t care.
    
      2.      Give enough information to spark interest.
Sometimes I have been guilty of “vomiting up information” on party guests.   If you have too, remember that it is better to mention something briefly and let the customer ask you a follow up question. 
For example when talking about the  business opportunity I often say
“Shelf Reliance has been good to me.  I am now making more than I did at my full time job.  If you or anyone you know might be interested I’d be happy to talk to you about it.” 
That way those that are interested are a little more interested and those that aren’t don’t have to listen to all the details about being a consultant. 

      3.      STOP TALKING—give yourself a time limit and stick to it.  About 6 months ago I cut my party presentation from 1 hour to about 15 minutes.  Guess what?  Guest love it. 

I talk very briefly about the products we are sampling, the Q,  hosting party, and being a consultant.  And then I let them chat, look at the catalog and ask questions.  I make recommendations, and everyone likes it.  If you are talking nonstop for an entire hour.  It is time to change. 

No one wants to listen to you that much.  Try making your presentation more interactive.  If the info is not essential than cut it out. 

This is supposed to be fun.  It is after all called a party.  Lighten up.  Tell a Joke, be yourself, but be your fun self. 

1 comment:

Visible Voice said...

Your blog is great! You are so much help to me. I'm a new consultant in Canada and just figuring it all out on my own. If you want good non-toxic products....try Norwex. It's a fabulous product line :) A 15 minute presentation! That's awesome!

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