jeunesse - how to enroll distributors into your team (ru/eng)
TRANSCRIPT
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ÀАâвòтîоðр: Cliff Walker
Как привлечь дистрибьюторов в вашу команду
How To Enroll Distributors Into Your Team
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ÏПîоñсòтðрîоèиòтüь ïпîоñсòтîоÿяíнíнîо ðрàаñсòтóуùщåеåе ñсîоîоáбùщåеñсòтâвîо ëлþюäдåеéй, èиñсïпîоëлüьçзóуþюùщèиõх èи ðрàаñсïпðрîоñсòтðрàаíнÿяþюùщèиõх ïпðрîоäдóуêкöцèиþю JEUNESSE To build an ever increasing community of people who consume and share the JEUNESSE products
ÂВàаøшàа Цель Your Goal
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ÏПðрèиíнÿяòтèиåе ответственности
• ÄДëлÿя äдîоñсòтèиæжåеíнèиÿя öцåеëлèи ВЫ äдîоëлæжíнûы ïпðрèиíнÿяòтüь îоòтâвåеòтñсòтâвåеíнíнîоñсòтüь çзàа ïпðрèиâвëлåе÷чåеíнèиåе íнîоâвûыõх äдèиñсòтðрèиáбüьþюòтîоðрîоâв âв êкîоìмàаíнäдóу
• ÂВàаìм íнóуæжíнîо стать примером, êкîоòтîоðрûыéй âвàаøшàа êкîоìмàаíнäдàа áбóуäдåеòт êкîоïпèиðрîоâвàаòтüь
• Новая кровь (íнîоâвûыåе ëлþюäдèи âв êкîоìмàаíнäдåе) — îоñсíнîоâвàа æжèиçзíнåеíнíнîоéй ñсèиëлûы Jeunesse!
Take Responsibility
• In order to achieve your goal YOU must take responsibility for enrolling new distributors into your team
• You need to become the role model for your team to duplicate • New blood is the lifeblood of your JEUNESSE business
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• ÑСîоñсòтàаâвüь ñсâвîоéй E.Y.K. ñсïпèиñсîоêк • ÍНåе äдåеëлàаéй ïпîоñсïпåеøшíнûыõх âвûыâвîоäдîоâв • ÈИùщèи P.E.A.R.Ls • ÎОïпðрåеäдåеëлèи ñсâвîоèи ÒТîоïп 20
• Make your E.Y.K. list • Don’t pre-judge • Look for P.E.A.R.Ls • Define your Top 20
ÑСîоñсòтàаâвëлÿяåеìм список потенциальных клиентов Creating Your Prospect List
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ÏПîоäдäдåеðрæжèиâвàаéй ïпîоñсòтîоÿяíнíнûыéй ïпðрèиòтîоêк ïпîоòтåеíнöцèиàаëлüьíнûыõх êкîоíнòтàаêкòтîоâв äдëлÿя ïпîоñсòтðрîоåеíнèиÿя ñсâвîоåеãгîо áбèиçзíнåеñсàа JEUNESSE
Maintain a constant flow of prospects looking at your JEUNESSE business
ÍНîоâвûыåе потенциальные êкëлèиåеíнòтûы! Prospect, Prospect, Prospect!
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ÎОñсîоáбåеíнíнîоñсòтèи вовлечения Enrolling Is Different
• ÐРàаçзëлèи÷чèиÿя ìмåеæжäдóу ðрåеêкðрóуòтèиíнãгîоìм èи âвîоâвëлåе÷чåеíнèиåеìм • ËЛþюäдèи âвîоâвëлåеêкàаþюòтñсÿя òтîоëлüьêкîо èиçз òтîо÷чêкèи âвûыáбîоðрàа • ÑСîоçзäдàаéйòтåе âвèиäдåеíнèиåе âвîоçзìмîоæжíнîоñсòтåеéй èи ïпîоäдåеëлèиòтåеñсüь ýэòтèиìм âвèиäдåеíнèиåеìм ñс äдðрóуãгèиìмèи
• Enrolling is different to recruiting • People enroll in things from a place of choice • Create a vision of the possibilities and share your vision
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ÏПðрèиâвëлåе÷чåеíнèиåе íнîоâвûыõх äдèиñсòтðрèиáбüьþюòтîоðрîоâв — ýэòтîо процесс, àа íнåе ñсîоáбûыòтèиåе
Enrolling new distributors into your team is a process not an event
ÝЭòтîо процесс! It’s A Process!
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Квалифицировать ïпîоòтåеíнöцèиàаëлüьíнûыõх êкëлèиåеíнòтîоâв Qualifying Prospects
• ÍНåе ñсóуäдèиòтåе çзàаðрàаíнåеåе • ÏПðрîоñсåеèиâвàаéйòтåе èи ñсîоðрòтèиðрóуéйòтåе, íнåе óуãгîоâвàаðрèиâвàаéйòтåе èи óуáбåеæжäдàаéйòтåе
• ÈИñсïпîоëлüьçзóуéйòтåе èиíнñсòтðрóуìмåеíнòтûы • ÄДàаéйòтåе ëлþюäдÿяìм âвîоçзìмîоæжíнîоñсòтüь ñсàаìмîоèиñсêкëлþю÷чèиòтüьñсÿя
• ÒТðрàаòтüьòтåе ñсâвîо¸ё âвðрåеìмÿя íнàа òтåеõх, êкòтîо çзàаèиíнòтåеðрåеñсîоâвàаíн!
• Don’t pre-judge • Sift & sort, don’t persuade & themselves • Spend your time with those who are interested!
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Своевременность — íнàаøшåе âвñс¸ё Timing Is Everything
• ÝЭòтîо åеäдèиíнñсòтâвåеíнíнàаÿя ïпðрèи÷чèиíнàа ïпðрèиñсîоåеäдèиíнèиòтüьñсÿя • ÄДëлÿя áбîоëлüьøшèиíнñсòтâвàа ëлþюäдåеéй ìмîоìмåеíнòт êкîоíнòтàаêкòтàа íнåе áбóуäдåеòт ïпîоäдõхîоäдÿяùщèиìм
• ÏПîоìмíнèиòтåе — âвðрåеìмÿя ìмåеíнÿяåеòт
• The only reason people join • The timing won’t be right for most people • Remember - timing changes
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Пример: Привет Стив. Это Клифф. Как дела? Стив, могу ли я задать тебе короткий вопрос? Если бы у тебя была возможность получения значительного дополнительного дохода без необходимости инвестировать много времени и без ущерба твоей текущей карьере (или бизнесу), ты бы выделил несколько минут, чтобы поговорить об этом?
Example: Hi Steve. It’s Cliff. How are you ? Steve, can I ask you a quick question? If there was a way that you could create a significant secondary income without investing a
great deal of time and without jeopardizing your current career (or business) would you be open to taking a few minutes to hear about it?
Learn To Invite
ÓУ÷чèиòтåеñсüь приглашать
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Пример: Привет Джули. Это Клифф. Я только что узнал о замечательной возможности дополнительного заработка на быстрорастущем рынке продуктов против старения. Я знаю ты всегда ищешь способы дополнительного заработка. Если у тебя есть 5 минут, я бы хотел, чтобы ты посмотрела материалы. Возможно это не подойдет тебе, но мне почему-то кажется, что тебе очень понравится!
Example: Hi Julie. It’s Cliff. I’ve just discovered a great opportunity to make some extra money in the booming ant-aging market. I know you’re always on the lookout for new ways to make money. Have you got 5 minutes
- I’d like you to take a look at something. It might not be for you but I think you’ll love it!
Learn To Invite
ÓУ÷чèиòтåеñсüь приглашать
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Пример: Привет Сью. Это Клифф Я только что открыл для себя отличный продукт, используя который, ты будешь выглядеть на 10-15 лет моложе. Хотела бы ты попробовать его БЕСПЛАТНО?
Example: Hi Sue. It’s Cliff. I’ve just discovered a remarkable product that can make you look 10 - 15 years younger. Would you be
willing to try it for FREE?
Learn To Invite
ÓУ÷чèиòтåеñсüь приглашать
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ÎОñсíнîоâвûы óуñсïпåеõхàа квалифицирования Keys To Qualifying
• ÁБóуäдüьòтåе êкðрàаòтêкèи • ÍНåе ïпûыòтàаéйòтåеñсüь ðрàаçзúъÿяñсíнèиòтüь áбèиçзíнåеñс • ÈИñсïпîоëлüьçзóуéйòтåе èиíнñсòтðрóуìмåеíнòт òтåеñсòтèиðрîоâвàаíнèиÿя/ëлþюáбîоïпûыòтñсòтâвàа
• ÏПîоäдãгîоòтîоâвüьòтåе ñсöцåеíнàаðрèиéй • ÐРåеïпåеòтèиðрóуéйòтåе, ðрåеïпåеòтèиðрóуéйòтåе, ðрåеïпåеòтèиðрóуéйòтåе • ÏПðрèиãгëлàаøшàаéйòтåе ïпîо 3-5 ëлþюäдåеéй êкàаæжäдûыéй äдåеíнüь
• Keep it short
• Don’t attempt to explain the business
• Use a taster/curiosity tool
• Prepare a script
• Rehearse, rehearse, rehearse
• Invite 3-5 people per day
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‘Что вы делаете?’ Знаете ли вы как… ‘Конечно!!!’ Хорошо, я показываю людям…
‘What do you do?’ You know how…
‘Absolutely!!!’ Well, I show people…
Create Your 30 Second Commercial
ÑСîоçзäдàаéйòтåе ñсâвîоéй 30секундный рекламный ролик
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Ключевые âвîоïпðрîоñсûы Key Questions
• ×Чòтîо ïпîоäдòтîоëлêкíнóуëлîо âвàаñс îоòтêкëлèиêкíнóуòтüьñсÿя? • ÂВûы ñсåеðрüьåеçзíнîо íнàаñсòтðрîоåеíнûы èиëлèи âвàаìм ïпðрîоñсòтîо ëлþюáбîоïпûыòтíнîо óуçзíнàаòтüь ÷чòтîо ìмîоãгëлîо áбûы èиçзìмåеíнèиòтüь âвàаøшåе ôфèиíнàаíнñсîоâвîоåе áбóуäдóуùщåеåе?
• ÅЕñсëлèи âвàаìм ïпîоíнðрàаâвèиòтñсÿя òтîо, ÷чòтîо âвûы óуâвèиäдèиòтåе, • ãгîоòтîоâвûы ëлèи âвûы íнàа÷чàаòтüь íнåеìмåеäдëлåеíнíнîо? • ÑСêкîоëлüьêкîо äдåеíнåеãг âвûы îоòтëлîоæжèиëлèи, ÷чòтîоáбûы îоòтêкðрûыòтüь ñсâвîо¸ё äдåеëлîо?
• What prompted you to respond?
• Are you serious or curious about finding something that could change your financial future?
• If you like what you see are you ready to get started immediately?
• How much have you set aside as a budget to get started in your own business?
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ВХОД
ВЫХОД
ÄДåеðрæжèиòтåе Свой потоки заполненными Keep Your Pipeline Full
IN O
UT
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ВХОД
ВЫХОД
ÄДåеðрæжèиòтåе Свой потоки заполненными Keep Your Pipeline Full
ÝЭòтîо îо÷чåеðрåеäдíнàаÿя ïпèиðрàаìмèиäдàа
ÓУ ìмåеíнÿя íнåеòт âвðрåеìмåеíнèи ÒТàаêкèиåе âвåеùщèи íнåе ðрàаáбîоòтàаþюòт
It’s one of those pyramid things
I’ve got no time Those things don’t work
IN O
UT
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ВЫХОД
дистри
бьюторов
ÏПîоñсòтîоÿяíнíнîо ïпîоäдäдåеðрæжèиâвàаéйòтåе 15-20 «òт¸ёïпëлûыõх» ïпîоòтåеíнöцèиàаëлüьíнûыõх êкëлèиåеíнòтîоâв âв ñсâвîоåеéй òтðрóуáбåе
ВХОД
Потенциальных
клиентов
Квалифицируйте Информируйте Подтверждайте Закрепляйте
ÄДåеðрæжèиòтåе Свой потоки заполненными Keep Your Pipeline Full
Maintain 15-20 “LIVE” prospects in your pipeline at all times
QUALITY INFORM VERIFY CONSOLIDATE
PROSPEC
TS IN
DISTRIBU
TORS O
UT
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ÊКîоïпèиðрîоâвàаíнèиåе Duplication
ÌМîоæжíнîо ñсêкîоïпèиðрîоâвàаòтüь ñсèиñсòтåеìмûы èи ïпðрîоöцåеñсñсûы, íнîо ëлþюäдèи èи ëлèи÷чíнîоñсòтèи óуíнèиêкàаëлüьíнûы!
Systems & processes can be duplicated.
People and personalities can’t!