Wom effective retailing - jhb sts-december 09

Changing people’s lives

Effective Retailing


Why do we need to Retail?1. Consumption

Using the products is the key to your success

2. Confidence

3. Consistency

4. Volume PointsProducts into the marketplace produces volume points

5. CashflowImmediate cashflow in your pocket


Cashflow

CORE PRODUCTS & 1 x ENHANCER Volume Points

SaleAmount

Cost @ 50% Profit

Nutritional Shake Mix F1- Vanilla 24 314 178 136

Fibre & Herbs 9 131 74 57

F2 Multivitamin Complex 10 146 83 63

Thermojetics Herbal Beverage - 50g 20 213 121 92

TOTAL 63 804 456 348

x 20 Customers 1260 16 080 9 120 6 960

x 50 Customers 3150 40 200 22 800 17 400

x 100 Customers 6300 80 400 45 600 34 800


Retail Success1. Use the products

When you begin using the products, the results youachieve make you a “product of the products”Visible results makes it easier to share your story


Retail Success2. Package Your Story

Share your success story and inspireothers to change their lives…

Hi my name is………. From…… My background is……Before Herbalife I was overweight, tired and stressed.I started the products and in my first week lost 2kgs, had lots more energy and as a bonus to date I have lost 10kgs.I feel fantastic!


Retail Success3. Wear the ‘Button’

Create interest in the market place

4. Talk to PeoplePresent the Herbalife products


7 Strategies for Retail1. Retail Set up & Tool Kit

2. Generate Leads

3. Retail Menu (Daily Method of Operation)

4. The Presentation & The Sale

5. Follow Up & Customer Education

6. 90 Day Plan of Action

7. Tracking & Gauges


1. Retail Set Up & Tool Kit1. Collect Testimonials: Yours & Others

HOM’s, PYP, Literature, Websites

2. Presentation Folder

3. PYP DVD- 58 Testimonials- Product Training

4. Weight-loss Retail Booklet

5. Product Brochure

6. Retail Script

7. Products (stock on hand)


1. Mark Hughes story

2. Herbalife management & doctors

3. Product Testimonials

4. Pictures of the products

5. Marketing Plan diagram

6. Business Testimonials

7. Training methods – STS / Supervisor Schools

8. IBP Picture

Presentation Folder Flow


2. Lead Generation‘Warm Market’ - List your COI: Who do you know..?

- Family

- Friends

- Colleagues

- Neighbour

- Hairdresser

- School Teachers

- Gym contacts

- Estate Agent…etc

Don’t Prejudge!Talk to them first…before someone

else does!

WeightSkin

VitalityHealthSports

Etc.


1. Public awareness:- Clothing, Button, Shaker, Water Bottle,- Carry business cards, before/after photos- Keep product samples handy

2. Car Adverts

3. Newspaper Adverts

4. Faxes

5. Hot pockets

6. Flyers

7. The Internet – Google ads

2. Lead Generation‘Cold Market’ - People you don’t know…


Understanding Numbers10-2 Speak to 10, 2 sales10-15 Leads daily = 250-300 leads pm5 x Presentations daily = 100x Presentations pm20-25 New Customers pm240 Customers per annum

If you speak to 10 and 2 buy you make R700 (R350x2)You make R70 for every person you speak to

Yes & No mean the same thingOnly 20% of people you speak to, will buy

You need the 8 No’s to get 2 x Yes’s

Understand this concept, you succeed


3. Retail Menu (DMO)1. Shake / Office Parties

2. Wellness / Weight-Loss PresentationsOne-on-One / Telephone / Email

3. Healthy Breakfasts

4. Weight-Loss Challenge

5. Outer Nutrition (facials)

6. Nutrition Clubs


5 x Presentations per dayPresentation Flow:

4. Making Retail Sales

1. Retail Questions

2. Key Features of Herbalife Nutrition Program

3. Programs & Cost

4. Close the Sale

5. Explain Delivery

6. After the Presentation

7. Handling Objections



Weight-Loss 1. Are you seriously interested in losing weight?2. How much would you like to lose? ….. No Problem

[Share min 2x testimonials relating to prospect]3. What have you tried before?4. Why didn’t it work?5. Why do you want to lose the weight NOW?

Continue with normal presentation…

1. Retail Questions



1. Balanced Nutrition2. Low in Calories 3. Healthy Breakfast / Healthy Meal4. Intelligent Nutrition

2. Key Features of Herbalife Nutrition Program

3. 3 x Programs to chose from (examples)1. Basic – Core Nutrition: Shake, F&H, Multivitamin2. Advanced – Core Nutrition + (your choice product)3. Ultimate – Core Nutrition + + (your choice products)

Give cost per program and cost per meal

Share 1-2 testimonials



Which one suits your budget best?I accept EFT’s/deposits/credit card, how would you like to pay?I have Vanilla & Strawberry, which would you prefer?Fantastic, that’s my favourite too!

4. Close the Sale (NB)

5. Explain DeliveryIf by post, be detailedIf done personally explain how & whenExplain after sales service

Share 1-2 testimonials


4. Making Retail Sales6. After the Presentation

Immediately send an email with:• “Thank you for your time”• Highlight their goal• That you will help them achieve their desired weight loss• Your 3 x programs and cost of each• Attach an Order Form / Invoice• Clear instructions on how to pay you• At least 2 testimonials (with pics) relating to their goal


7. Handling Objections…

I don’t know about that, all I know is ....

– Give Herbalife facts (doctors, years, countries, sports)

– Use TestimonialsYour own (and other’s) and show pictures



5. Customer Follow Up & Education1. Follow up on Day 1, 3, 7, 14, 21, 28

Use script in Success Start Book 2

2. Newsletter Campaign– Share new Testimonials– Use topics in Today Inserts– Product Features

3. Gifts & Special promotions

4. Birthday’s

5. Referrals


1. 90 Day Plan - 1 Day plan you do for 90 days

2. Why design a 90 day plan?

3. Momentum - Establish, Advance, Sustain

4. 3 x Primary and 2 x Secondary methods

5. Fix & Celebrate

6. 90 Day Plan Of Action


1st 90 day plan = Establish momentum

2nd 90 day plan = Advance the established momentum

3rd 90 day plan = Sustain the advanced momentum

4th 90 day plan = See the results

6. 90 Day Plan Of ActionSuccessful business is build using

90 Days Plans back-back


1. Daily leads goal vs daily actual

2. Weekly leads goal vs weekly actual

3. Monthly leads goal vs monthly actual

4. Presentation goal vs actual

7. Tracking & Gauges


March Monday Tuesday Wednesday Thursday Friday Total

Goal Goal Goal Goal Goal GoalAct Act Act Act Act Act

Method 1

Method 2

Method 3

Method 4

Method 5

250 200 300 300 250 100 400 400 250 0 1,250 1,000

WEEK 1

7. Tracking & GaugesWeekly report example


To Succeed…1. Use the products, get your result

2. Set your goals

3. Determine your starting point(discount level)

4. Get stock on hand

5. Decide on your Retail DMO

6. Get into action!

If you make a Sale – you can make a Living.If you make an investment of Time and good Service in a

Customer - You can make a Fortune! - Jim Rohn