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View Full Version : Leading with the business or the product?
WooTini
05-29-2010, 01:41 PM
OK, here's the most debatable topic when it comes to team building in skin care, IMO. :)
How many of you are actually building the business? If you are, then what are you doing? Are you focused on building clientele (which is product focus) and then sponsoring the ones that have a need or show interest in the business?
OR... do you shoot straight for the business with everyone and fall back to the product if they aren't interested in the biz?
I know what I'm doing... and I'll share it after I see what a few of you are doing... lol.
How many of you are actually building the business? If you are, then what are you doing? Are you focused on building clientele (which is product focus) and then sponsoring the ones that have a need or show interest in the business?
OR... do you shoot straight for the business with everyone and fall back to the product if they aren't interested in the biz?
I know what I'm doing... and I'll share it after I see what a few of you are doing... lol.
johannaa
05-29-2010, 03:13 PM
Great question, Sally! I have always focused on building a team and have tried approaching it both ways, using scripts and whatever else my upline taught me. What I'm finding works the best is to forget about my own agenda and just have a real conversation with the person to find out what they want for themselves. Then I go in whatever direction they lead me. Leading with the business in the past actually turned off potential clients as it can come across as pushy when you're talking to them about something they aren't interested in.
That being said, I prefer leading with the product because I think it's inauthentic to be selling something you don't 100% believe in and love. Anyone I've recruited in the past who was just in it for the money and didn't care about the product didn't last long. So I generally start the conversation about the product and if they aren't into the product, there's no point discussing business. I do mention to all clients that there is a lucrative business to look at if they or someone they know is interested, but only proceed into details if they show interest.
What do you do?
That being said, I prefer leading with the product because I think it's inauthentic to be selling something you don't 100% believe in and love. Anyone I've recruited in the past who was just in it for the money and didn't care about the product didn't last long. So I generally start the conversation about the product and if they aren't into the product, there's no point discussing business. I do mention to all clients that there is a lucrative business to look at if they or someone they know is interested, but only proceed into details if they show interest.
What do you do?
WooTini
05-29-2010, 05:18 PM
Thanks, Johanna.... Let's see who else jumps in. :)
DeborahDeGrande
05-30-2010, 12:03 PM
Hi Sally.
Great topic!
First,
My main bread and butter right now is my sales job. ( not Direct Sales)
At the moment that is what is paying me the big bucks so that is where my main focus is right now. Plus I am in a contest and I want to WIN that bonus check! :D
Plus I have my dog grooming customers which I have to tend to after nine years of being a groomer. ( like you and Nondy in your esthetician business)
I'm a esthetician too except my clients have fur. :p
When I "am" building my business I am BUILDING my business meaning I am in it for the money...as a businesss... not as a product user!
When I was building it actively a few years ago, what shot me up in the pay plan fast was from demonstrating the products.
Demonstrating the products "works" because of the unique fragrances and colors and textures of the skin care line plus the immediate results so that is how I build it.
Having said that, a more complete answer to your question would be,
IT DEPENDS!
If a gal/guy is interested in the products only and they have skin issues I focus soley on the products but I always mention that there is a referral program we have where they can earn some extra cash for referring others to the products they love!
If a gal/guy is interested in earning a better income, I go with the business opportunity BUT always mention that we are a PRODUCT DRIVEN company that pays well, which we are AND as you well know there is a LOT of hype and get rich crap out there where there are no legitimate products or services.
They are all money games.
I "always" come back to the products even when mentioning the business.
There is no right and wrong AND if it is ONE thing that people talk about the most, what dominates daily conversations, it's money!
Not skin care or nutrition or cooking or whatever.
It's money.
So always mentioning the business opportunity is a must.
That way some may not join your business BUT after trying the products you will have a customer on your hands most of the time.
I hope that makes sense. :)
Now back to my chocolate martini on this SCORCHING HOT DAY! :cool:
Great topic!
First,
My main bread and butter right now is my sales job. ( not Direct Sales)
At the moment that is what is paying me the big bucks so that is where my main focus is right now. Plus I am in a contest and I want to WIN that bonus check! :D
Plus I have my dog grooming customers which I have to tend to after nine years of being a groomer. ( like you and Nondy in your esthetician business)
I'm a esthetician too except my clients have fur. :p
When I "am" building my business I am BUILDING my business meaning I am in it for the money...as a businesss... not as a product user!
When I was building it actively a few years ago, what shot me up in the pay plan fast was from demonstrating the products.
Demonstrating the products "works" because of the unique fragrances and colors and textures of the skin care line plus the immediate results so that is how I build it.
Having said that, a more complete answer to your question would be,
IT DEPENDS!
If a gal/guy is interested in the products only and they have skin issues I focus soley on the products but I always mention that there is a referral program we have where they can earn some extra cash for referring others to the products they love!
If a gal/guy is interested in earning a better income, I go with the business opportunity BUT always mention that we are a PRODUCT DRIVEN company that pays well, which we are AND as you well know there is a LOT of hype and get rich crap out there where there are no legitimate products or services.
They are all money games.
I "always" come back to the products even when mentioning the business.
There is no right and wrong AND if it is ONE thing that people talk about the most, what dominates daily conversations, it's money!
Not skin care or nutrition or cooking or whatever.
It's money.
So always mentioning the business opportunity is a must.
That way some may not join your business BUT after trying the products you will have a customer on your hands most of the time.
I hope that makes sense. :)
Now back to my chocolate martini on this SCORCHING HOT DAY! :cool:
WooTini
05-30-2010, 09:35 PM
Mental note: Gotta put that chocolate martini mix on my shopping list. :)
Yuliya Mironova
05-31-2010, 04:34 AM
Deb's eloquent answer more or less goes for me, as well ...
We only ever show our home-based business opportunity to people already looking for a home-based business opportunity and we only ever show our products to people already looking for "our kind of products" (so much easier and more pleasant and more successful than trying to "persuade" people to look!), so it depends for us, too.
(We don't sell skin-care, only nutrition, so I'm only an interloper in this thread anyway, to be honest. :o )
We only ever show our home-based business opportunity to people already looking for a home-based business opportunity and we only ever show our products to people already looking for "our kind of products" (so much easier and more pleasant and more successful than trying to "persuade" people to look!), so it depends for us, too.
(We don't sell skin-care, only nutrition, so I'm only an interloper in this thread anyway, to be honest. :o )
DeborahDeGrande
05-31-2010, 05:58 AM
Mental note: Gotta put that chocolate martini mix on my shopping list. :)
Yes that's a must! LOL
Yes that's a must! LOL
DeborahDeGrande
05-31-2010, 05:59 AM
Deb's eloquent answer more or less goes for me, as well ...
We only ever show our home-based business opportunity to people already looking for a home-based business opportunity and we only ever show our products to people already looking for "our kind of products" (so much easier and more pleasant and more successful than trying to "persuade" people to look!), so it depends for us, too.
(We don't sell skin-care, only nutrition, so I'm only an interloper in this thread anyway, to be honest. :o )
It's nice to see you stop in and interlop anyway. I always enjoy your posts Yulia. :D
We only ever show our home-based business opportunity to people already looking for a home-based business opportunity and we only ever show our products to people already looking for "our kind of products" (so much easier and more pleasant and more successful than trying to "persuade" people to look!), so it depends for us, too.
(We don't sell skin-care, only nutrition, so I'm only an interloper in this thread anyway, to be honest. :o )
It's nice to see you stop in and interlop anyway. I always enjoy your posts Yulia. :D
WooTini
05-31-2010, 07:06 AM
Yulia... Interlope anytime!
I guess I started this one because it seems that many consultants want a one-size-fits-all answer... and I am in agreement with what has already been said. :)
I think much of the negative public opinion that is out there (about direct sales) is because people have been approached, and without given the opportunity to get a good "fit", the salesperson is trying to jam something at them without listening first.
It's easy to "assume" people want to make money - but many don't have an interest in even having to learn the company materials, etc - much less go out and actually sell something. :)
I have one really good client (who also happens to have been with my company 20 years ago - so she knows the drill)... and it would have cost her much, much less to just sign up and buy her own product than to buy from me. But she likes the convenience of picking up product from me and I try to throw her a few good deals every time she's here. Still... I know other people would have bent over backwards to sign her up again instead of making about $350 worth of profit (which is how much I've made on her this year, so far)
I honestly think (especially in skin care) that the product should be the key - and having the prospect want the product first is important. If she really wants it, then it's easy for her to also see how others would, too. (which opens the door for the opportunity)
Just thoughts. :)
I guess I started this one because it seems that many consultants want a one-size-fits-all answer... and I am in agreement with what has already been said. :)
I think much of the negative public opinion that is out there (about direct sales) is because people have been approached, and without given the opportunity to get a good "fit", the salesperson is trying to jam something at them without listening first.
It's easy to "assume" people want to make money - but many don't have an interest in even having to learn the company materials, etc - much less go out and actually sell something. :)
I have one really good client (who also happens to have been with my company 20 years ago - so she knows the drill)... and it would have cost her much, much less to just sign up and buy her own product than to buy from me. But she likes the convenience of picking up product from me and I try to throw her a few good deals every time she's here. Still... I know other people would have bent over backwards to sign her up again instead of making about $350 worth of profit (which is how much I've made on her this year, so far)
I honestly think (especially in skin care) that the product should be the key - and having the prospect want the product first is important. If she really wants it, then it's easy for her to also see how others would, too. (which opens the door for the opportunity)
Just thoughts. :)
DeborahDeGrande
05-31-2010, 09:49 AM
I LOVE selling.
It is an action I can take to generate immediate income for myself without having to rely on anyone!
I am into health and wellness too like Yulia and now that our HOT weather is finally here I can also focus on "retailing" my hydrating water again. (which is GREAT for the skin too)
I get a 50% retail profit on the water period!
Like Sally said, many are just lazy. They don't want to do the work.
With selling you don't have to babysit a downline. :D
Just go sell yourself.
If it's to be it's up to me! ;)
It is an action I can take to generate immediate income for myself without having to rely on anyone!
I am into health and wellness too like Yulia and now that our HOT weather is finally here I can also focus on "retailing" my hydrating water again. (which is GREAT for the skin too)
I get a 50% retail profit on the water period!
Like Sally said, many are just lazy. They don't want to do the work.
With selling you don't have to babysit a downline. :D
Just go sell yourself.
If it's to be it's up to me! ;)
alldaymakeup
06-02-2010, 06:39 AM
I was taught to default to the sale, but for me personally our products are so amazing that I share them first then lead into the Business. I have built a business with over 100 distributors this way in the last 4 yrs. I always go to my client base, the ones that love the products and use them consistently , they are prime people for my business.
McKinneyJafra4u
06-09-2010, 11:52 AM
Yulia... Interlope anytime!
I guess I started this one because it seems that many consultants want a one-size-fits-all answer... and I am in agreement with what has already been said. :)
I think much of the negative public opinion that is out there (about direct sales) is because people have been approached, and without given the opportunity to get a good "fit", the salesperson is trying to jam something at them without listening first.
It's easy to "assume" people want to make money - but many don't have an interest in even having to learn the company materials, etc - much less go out and actually sell something. :)
I have one really good client (who also happens to have been with my company 20 years ago - so she knows the drill)... and it would have cost her much, much less to just sign up and buy her own product than to buy from me. But she likes the convenience of picking up product from me and I try to throw her a few good deals every time she's here. Still... I know other people would have bent over backwards to sign her up again instead of making about $350 worth of profit (which is how much I've made on her this year, so far)
I honestly think (especially in skin care) that the product should be the key - and having the prospect want the product first is important. If she really wants it, then it's easy for her to also see how others would, too. (which opens the door for the opportunity)
Just thoughts. :)
I'll jump in. I have been a Jafra Consultant for 17 years and I have always, always approached the client from a product perspective. If you don't offer a great product, followed by excellent service then you can't build a successful business. Give them those two up front and your business will take off by itself. Back when I was working my Jafra business regularly I was a District Manager with over 45 people in my downline. Yes they were all active. I didn't even have to pitch the opportunity anymore, people just came up to me and wanted to join Jafra. How cool is that?
In my heyday I was also a Jafra spokesperson and trainer. I appeared in a National Jafra Training video and earned a trip to Hawaii and Boston as well as had my car payments made for me thru the then car program (1995). So present a great product and the business will just take off!!!
As for me, I am a full time CFO at a local government so I don't really need to sell Jafra anymore. And in fact I put myself thru college by selling Jafra, but I am planning on working my business this summer. I just met two people the other day at a flea market who want to host parties. And they approached me because I was carrying a Jafra reusable shopping bag that my DD gave to me as a gift :D
I guess I started this one because it seems that many consultants want a one-size-fits-all answer... and I am in agreement with what has already been said. :)
I think much of the negative public opinion that is out there (about direct sales) is because people have been approached, and without given the opportunity to get a good "fit", the salesperson is trying to jam something at them without listening first.
It's easy to "assume" people want to make money - but many don't have an interest in even having to learn the company materials, etc - much less go out and actually sell something. :)
I have one really good client (who also happens to have been with my company 20 years ago - so she knows the drill)... and it would have cost her much, much less to just sign up and buy her own product than to buy from me. But she likes the convenience of picking up product from me and I try to throw her a few good deals every time she's here. Still... I know other people would have bent over backwards to sign her up again instead of making about $350 worth of profit (which is how much I've made on her this year, so far)
I honestly think (especially in skin care) that the product should be the key - and having the prospect want the product first is important. If she really wants it, then it's easy for her to also see how others would, too. (which opens the door for the opportunity)
Just thoughts. :)
I'll jump in. I have been a Jafra Consultant for 17 years and I have always, always approached the client from a product perspective. If you don't offer a great product, followed by excellent service then you can't build a successful business. Give them those two up front and your business will take off by itself. Back when I was working my Jafra business regularly I was a District Manager with over 45 people in my downline. Yes they were all active. I didn't even have to pitch the opportunity anymore, people just came up to me and wanted to join Jafra. How cool is that?
In my heyday I was also a Jafra spokesperson and trainer. I appeared in a National Jafra Training video and earned a trip to Hawaii and Boston as well as had my car payments made for me thru the then car program (1995). So present a great product and the business will just take off!!!
As for me, I am a full time CFO at a local government so I don't really need to sell Jafra anymore. And in fact I put myself thru college by selling Jafra, but I am planning on working my business this summer. I just met two people the other day at a flea market who want to host parties. And they approached me because I was carrying a Jafra reusable shopping bag that my DD gave to me as a gift :D
WooTini
06-09-2010, 01:14 PM
Hey McKinney....
Was that Jafra Boston trip in about '88 or so? The one where we went out to Plimouth Plantation and ate a lobster picnic lunch on that property? (if so... I was there!)
Ahhhh... the memories.
Was that Jafra Boston trip in about '88 or so? The one where we went out to Plimouth Plantation and ate a lobster picnic lunch on that property? (if so... I was there!)
Ahhhh... the memories.
McKinneyJafra4u
06-09-2010, 08:14 PM
It was in 1995 because I was still in college. In 1988 I was in high school! And yes we did go to those places you speak of. If you were there then you may have been in the audience as all the consultants went around listening to the speakers at each station. I was at the Holiday Station giving tips about selling at senior citizen homes HA!!
