The Fortune Is In The Follow Up
- 1. The Fortune is in The Follow-up
- 2. Who can you follow-up with? Clients Preferred Clients Prospects Hostesses Business Partners
- 3. Did you know???? Each customer that purchases products in their first three months in a row has an 87% chance of “engaging”. A consumer who orders in only 1 or 2 of their first three months has an 18% chance of engaging. So if they order in their 1st, 2nd, and 3rd month; the percentage of them reordering again throughout that year increases by 5 times!!
- 4. Definition of Engaged (In Arbonne Terms) Engaged means they develop loyalty towards Arbonne’s products, and buy regularly in the future. An “engaged” consumer will purchase 4-6 times per year, compared to 1-2 orders by the average consumer, and is twice as likely to renew (and place another 4-6 orders per year.)
- 5. How do I get a Client/PC ENGAGED? Start a follow-up system to keep track of the people you sponsor and what products they are ordering. ◦ Binder System in conjunction with Calendar ◦ Index Card System ◦ Online Data Program Teach PCs to order in $250 increments to maximize the hostess rewards ◦ They can do this by ordering for their friends & family Start the process of introducing customers to new products ( Clients & PC’s)
- 6. Process of Product Intro Example of Product Exposures: ◦ 1st month: Skincare/Cosmetics ◦ 2nd month: Nutrition ◦ Sea Source/Hair Care
- 7. How do you go about introducing them to new product lines? Go to Order Follow-up Tab on Webstats to see what products they have already purchased ◦ Create a client/pc follow-up sheet to put in binder with info on their past orders Invite them to a Discover Arbonne that is focused on displaying various product lines Put samples of another product line in their order ( if you are delivering) Bring by a demo of a Fit Kit/Spa Kit & or schedule a color consultation
- 8. How to Follow-up with Prospects Don’t allow your own fear to be bigger than someone else’s why~ It may take a process of multiple exposures before a prospect says yes ◦ Example of Process of Multiple Exposures: 1st exposure-:Introduction to Arbonne at presentation/Email/Facebook/Phone- Give or send a Take a Look Packet & possibly give a demo kit to sample 2nd exposure: One-on-One Appointment- go through take a look packet, answer questions, etc. 3rd exposure: Bring them to a Discover Arbonne in your area/ do a 3 way call / do a skype call with upline manager or VP for the 3rd party validation
- 9. Do what you say When you give someone a kit or a sample …that does not attach you to that person just because you were their first exposure. When you give someone a kit or a sample you need to follow-up within 24 to 48 hours to make sure they are using the kit/sample. Example of what can happen with great follow-up: My Canadian team
- 10. How to Follow-up with Hostesses 6 Steps to Guarantee a Successful Presentation ◦ 1) Give the hostess a hostess packet or brochure ◦ 2) Save the date call by hostess to guests ◦ 3) Consultant create invite on hostess rewards with email addresses that hostess gave you ◦ 4) Send out a hard copy invite with the theme ◦ 5) Give hostess a demo kit or basket/bag of various products to sample about a week or so before the presentation ◦ 6) Hostess call guests to remind them of presentation
- 11. Hostess Follow-up Continued.. Have a conversation with the hostess prior to the presentation to see where they are in regards to looking at the business for themselves If you get the hostess excited to earn free rewards; he/she will WANT to make sure his/her guests get there so he/she can earn FREE PRODUCTS! Use the Arbonne Invites to see who has RSVPd, to send reminders, etc. You can get outside orders before the presentation by setting up one-on-one’s with guests that were invited but cant make it
- 12. How to Follow-up with Business Partners Create a binder system for your business partners to keep track of their basic info: ◦ Address, Phone #, Email, DOB, children's names ◦ Goals ( Income, Management, etc..) ◦ Conversations/Coaching/Strategy Session Info Enter in your Business Builders cell & email info into your phones to have easy access for follow- up Create an Email Blast List to be able to send on communications of events, changes, updates, etc.. Be the vision caster for your teams
- 13. Benefits of Follow-up Create a strong stable business built up of walking “Arbonne Ambassadors” ◦ Teach your PCs to order in $250 increments Most Consultants start out by walking through the door marked “Customer” ALWAYS share the Stop, Start, Share Options