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How to Get a New Customer

For most new home business owners, the question How do I get a new customer? is probably one of the first questions asked. However, although this is a critical question, it’s not your first priority. Getting new clients on a consistent basis is obviously what every home business owner wants, but if you haven’t taken care of the elements discussed in Success Steps #1 – #4, your conversion rate on converting a new prospect into a new customer or business associate, will be very low.

On the other hand, if you have Success Steps #1 – #4 down to a T, you will find it easier and easier to get a new customer at will. The more skilled you become in the disciplines discussed in the previous training articles, the higher your new customer conversion rates will become.

If you have not studied the previous Success Steps yet, I encourage you to do so now before you continue reading further. Here are the links to those articles for your convenience. They will each open in in a new window, so you won’t lose your link to this page. After that, we will get to thecrux: how to get eyeballs on your presentation.

#1 – Know your product

#2 – Know your customer

#3 – Identify your target market

#4 – Package your presentation

What a new Herbalife member should focus on in the first 72 hours

What a new Herbalife member does or doesn’t do in the first 72 hours (3 days) of joining Herbalife, is critical. Most people who fail in Herbalife, do so because of what happened, or did not happen, in that first 72 hour period.

People join Herbalife primarily for one of two reasons:

For the products

For the financial opportunity

Whatever the reason the new Herbalife member joined is, that is where the focus should be in that first 3 day period.

The new Herbalife member who joined for the products

This person wants a product result. It is therefore critical to get him/her to start using the products immediately (do not wait for the next available Monday!).

But first things first:

Find out WHY your new Herbalife member wants to / needs to get the product results now. Why now? They will have a reason. Write it down.

Take photographs or let your new Herbalife member have someone take photographs of them to serve as evidence of what they looked like BEFORE they started on the products.

Take your new Herbalife member’s measurements. Centimeter loss (which = fat loss) is sometimes more inspiring than a number on the scale.

Weigh your new Herbalife member and let them record their starting weight. It is important that the new Herbalife member always weigh themselves on the same scale, at more or less the same time of day wearing more or less the same clothing.

Explain to your new Herbalife member THE BASICS of weight management.

Consume the same amount of calories than your body burns = weight maintenance

Consume more calories than your body burns = weight gain

Consume less calories than your body burns = weight loss

The Herbalife nutritional supplements provide the body with all the nutrients that the body needs, in perfect balance with one another, on a daily basis and in a VERY LOW calorie form. This enables the user of the Herbalife products to effectively control their weight.

Explain to your new Herbalife member the FORMULA for using the Herbalife products for the type of results they are after:

To maintain weight and good health the formula is: 3-2-1

Drink your Herbalife tablets 3 times per day with a full glass of water.

Eat 2 normal meals. A colourful meal is usually a healthy meal.

Replace 1 of your daily meals with a Formula 1 Herbalife shake.

Drink between 2-3 liters of water per day.

Excercise at least 3-4 times a week for 30 min per day.

To gain healthy weight the formula is: 3-3-3

Drink your Herbalife tablets 3 times per day with a full glass of water.

Eat 3 normal meals. A colourful meal is usually a healthy meal.

Drink 3 Formula 1 Herbalife shakes AFTER your meals.

Drink between 2-3 liters of water per day.

Exercise at least 3-4 times a week for 30 min per day. Focus on resistance training.

To lose weight (fat) and build lean muscle mass the formula is: 3-1-2

Drink your Herbalife tablets 3 times per day with a full glass of water.

Eat 1 normal meal. A colourful meal is usually a healthy meal.

Replace 2 of your daily meals with a Formula 1 Herbalife shake. Add the Personalised Protein Powder to your shakes.

Drink between 2-3 liters of water per day.

Exercise at least 3-4 times a week for 30 min per day. Focus on resistance training.

If a new Herbalife member or customer is not going to use the Herbalife correctly for the first 72 hours, they are probably not going to do so….ever! Follow up with them during this first 72 hour period is crucial.

First, help them to set REALISTIC expectations. They did not for example gain the excess weight in 3 days. To expect to make significant inroads in 3 days is not realistic. For people who need to lose weight, a 1kg a week target is realistic. Some people go faster than that and others go slower. It all depends how seriously they follow the program without trying to cut corners or re-invent the wheel.

For years and years they have neglected their bodies and cultivated unhealthy (ill-health) habits. It takes time and deliberate, consistent effort to replace these old bad habits, with new healthy habits. It won’t happen in a week. It probably won’t happen in a month. It starts with a decision to change. It starts with a decision to have a healthier future. It starts with a decision to cut out the cancers in your diet (sugar filled foods and drinks with virtually no nutritional value!). It starts by changing your eating habits. It starts by changing your exercise habits. But that is step one. Step two is to know that it’s hard work to do it day after day. It’s going to be HARD for as long as it take to cultivate the new habit. Once the new habit is in place, it’s easy. On average, a new habit can be cultivated in just 21 days. But that is 21 days of following the program religiously without cheating. Easier said than done. So, bunker down, take up your position to defend your new vision for yourself. When you are tempted during this process to let go of your new health philosophy, be strong. Learn to say “no” to the bad choices and “yes” to the healthy choices.

One of the BIGGEST stumbling blocks for a new Herbalife member is FEAR.

Fear of rejection.

Fear of failure.

Fear of what other people will say or think about them.

Fear of whether or not they have done the right thing.

The BEST way to help them overcome this fear is to prepare them for what is to come in the next 3 days:

If they use the products correctly, their body WILL detox! They might feel worse before they will begin to feel better.

They WILL encounter negative feedback from friends or relatives! The question is not IF they will do so; the question is WHO will it be?

If they are not used to drinking 2-3 liters of water per day, they probably WILL run to the loo a bit more frequently than what they are used to.

After 3 days they WILL begin to feel more energetic and healthy! (If they pushed through.)

A number on the scale is not important in the first 3 days. Nor is losing centimeters.

However, tell your new Herbalife member NOT to weigh and measure during this 72 hour period. Let them do so only after the 72 hour period and from there only on a weekly basis. Preferably on the same day of the week; more or less the same time of day and wearing more or less the same clothing.

If your New Herbalife Member can get through the first 3 days of using the products as recommended, they will have laid the foundation to achieve all the weight control and health results they desire.

The new Herbalife member who joined for the financial opportunity

This person must achieve one or more small successes in the first 72 hours. This could range from:

A positive product experience

Making a sale

Signing a new Herbalife member

Attending a local Herbalife training

Getting his/her spouse’s support

Meeting other independent Herbalife members and listening to their stories

Meeting one or more members of their upline (other than their sponsor)

Listening to a Network Marketing Training CD or watching a NWM video

Watching the Herbalife DVD that comes in the Herbalife Member Pack

Explore your own myHerbalife website at: www.myherbalife.com and get acquainted with it. Use your Herbalife ID number and your unique PIN number to access. This is a huge resource for you.

All Herbalife members who joined for the financial opportunity should buy into the Herbalife culture as soon as possible.

The culture is use, wear, talk.

Use the products every day as recommended. (As many of the products as you can afford.)

Wear the Herbalife brand proudly. (You represent a billion dollar company. No reason to feel ashamed of it.)

Talk to people with enthusiasm about network marketing, the company, the products and the business opportunity.

USE

WEAR

TALK

First help your new Herbalife member to set REALISTIC expectations:

Explain to them that there are always exceptional people in all industries who set all kind of records. That is however not the rule. Chances are they are not going to be one of the 1% who get lucky in Herbalife. If the financial opportunity is going to work for them, they must be prepared to roll up their sleeves and get to work on their business plan! The rule is this: Provided they put consistent, focused effort into their new Herbalife business over the next couple of years, they will:

Become functional and profitable within a year.

Be able to earn a full-time income in 3 years time.

Be able to earn an above average income in 5 years time.

Be able to join the elite in network marketing in 7 years time.

If however they try to re-invent the wheel or get distracted or try to cut corners, they will just delay their own success.

So ask them (and make notes):

How much money do they want to earn with Herbalife?

How much time are they prepared to devote to the business every day?

How much money are they prepared to invest in their new business every month?

How teachable are they?

How much time are they going to set aside to learn the knowledge and skills that they require to become profitable in their new business?

Who are they willing to associate with during this time? (This is a BIG one. We will focus on the power of association in one of our next trainings.)

Next, gain knowledge about:

Network marketing so that you can be proud to be a part of this industry.

The company so that you can build your belief system.

The Herbalife products so that you can build your belief in the products.

The Herbalife marketing plan so that you can build your belief in the business opportunity.

The power of meetings

The best way for your new Herbalife member to start right is to attend a Herbalife training within that first 72 hour period where they can see other people who use the products and who make use of the financial opportunity. They might not identify with their sponsor, but the might identify with one of the other Herbalife members at the meeting.

If you are a new Herbalife member, get to the nearest Herbalife meeting to you within the first 72 hours. This is what you do when you get there:

Leave any skeptisism or negativity at the door and put your biggest smile on your face.

If there is time before the meeting start, introduce yourself to all the Herbalife leaders that you see there. Tell them, I’m so-and-so from X. I just joined with Y as my sponsor. I am here to meet some of the local Herbalife leaders. Can you introduce me around?

Find a place to sit as near as possible to the front of the room.

Introduce yourself to the people who sit next to you.

Make notes. You will hear some extraordinary stories at the meeting. Write them down.

Preparation in the first 72 hours

This is all extremely important to prepare you to go and talk to people about Herbalife. You do not have to learn all the knowledge, or gain all the skills, before you can start building your business.

You learn as you go. You will make mistakes. You will have doubts. You will mess up. That’s okay. As long as you learn from the experience. Each time you talk to someone, it’s a learning experience, regardless of whether they buy or join. You win either way.

Although it is probably going to be a training on it’s own, I would like to leave you with this advice re talking to people:

Your own words are your worst tool when you talk to people. You must be able to communicate in such a way that the person you are communicating with, does not see you, but the company…the products…the opportunity…network marketing. If you talk too much, it’s about you and they can’t see the opportunity. You are in the way. They cannot see, because YOU are in front of them. So this is what you do to get out of the way:

Learn to POINT, READ, INTRODUCE and TELL STORIES. Do not open your mouth to do anything else, even if you know the answer.

In order to do this, you need TOOLS. A pitch book is a perfect Herbalife tool.  If you do not have a pitch book yet, use a company brochure or other suitable tool, e.g. a Herbalife website.

When the person you are communicating to asks a question, respond by either pointing them to some place in the brochure or your pitch book or the website, reading what it says there, or introducing them to someone else who can answer their question or by telling them a story about someone which addresses the question or concern.

The best way to help your new Herbalife member to survive the first 72 hours of their Herbalife journey is to WARN them about all the negatives that can happen in that time.

A family member or relative or friend will ridicule you, make fun of your decision to join Herbalife, spew their own negative opinions all over you, challenge your decision to join, pepper you with questions that you have no way of answering because you just joined and haven’t had the opportunity to learn any new knowledge or skills yet, accuse you of joining a pyramid scheme, tell you to get a real job, tell you not to waste your time or money, tell you it’s a scheme or scam. In short, there are people out there, people who are close to you, who will, with the best of intentions, try to steal your dreams. They have not seen what you saw. They haven’t had the same exposure that you had. Therefore, they do not have the knowledge you have, little as it might be. They do not have it, and consequently their opinions will not be based on all the facts.

If  your new Herbalife member know this is coming, they can prepare themselves with a response.

Friend: “What! That is a pyramid scheme! You are going to lose all your money! Why would an intelligent person like you allow yourself to be sucked in by these people?”

New Herbalife Member: Look. You are my friend. We have known each other for quite some time, so I am going to let those remarks slide. I am the first to admit that I do not have all the answers about this opportunity and I do not have all the knowledge, but I have met some incredible people and heard some incredible testimonials. And even if only half of what I have seen and heard is true, it’s worth investigating! Look here: (take out a brochure and point to the company history and read…Herbalife founded in February 1980. That’s over 35 years ago! Surely to survive that long they must do something right. Look here: (point and read about the products, business opportunity etc.

So this is what you teach your new Herbalife member when he/she is faced with negative influence from the outside. Respond ONLY by: pointing, reading, introducing or telling a story.

In the next articles we will focus on how to become functional and profitable within your first year of part-time Herbalife business and how to build your business over a 3 year period to develop a full-time income.

For now, congratulations! You have made an excellent decision to walk away from the 97% of people who just plod along. Your past does not equal your future…unless you choose to do nothing about. You are not one of those. You are part of the 3%!

You have made the decision to change for the better. You have a vision for your future and you took action by joining Herbalife as a Herbalife member. Now, focus on getting through this first 72 hours with success! Do not wait for your sponsor to get you through this 72 hr period; they might not show up!

These first 3 days is all about you and laying a foundation for your FAITH in Herbalife. Dig your heels in and protect your decision. Understand this: your decision to join Herbalife WILL come under attack. You WILL at some stage enter a stage of self-doubt. Knowing that this will come, will prepare you for when it does. That’s when you dig deep and focus on the REASON you joined in the first place.

For things to change, you have to change. You made that decision. That is major. So treat your first 72 hours as if it is your last! Make every minute count! Seek out those small victories! Use the products with vigor! If you have to talk to someone about joining Herbalife, do so by using third party material, ie a pitch book, brochure, website etc and ONLY point, read, introduce and tell stories. Every little victory you achieve in this first 72 hours of joining Herbalife, will become giant cornerstones in the foundation of your faith in Herbalife. Remember, if you don’t start right in the first 72 hours, you will have to start over at some or other time. It’s easier to start right, than it is to start over.