3. SO SÁNH KDTM VÀ KINH
DOANH TRUYỀN THỐNG
1.Hàng hóa lưu thông qua KD truyền thống
Tổng cộng :Quảng cáo +các khâu trung gian chiếm 70%-80% giá thành
sản phẩm
2. Đối với kinh doanh Bán hàng trực tiếp “KDTM”
4. SO SÁNH VỀ CƠ HỘI KINH DOANH
TIÊU CHÍ KD TRUYỀN THỐNG KD THEO MẠNG
•VỐN Rất lớn Rất ít
•NGÀNH NGHỀ Cần bằng cấp hoặc ngiệp vụ Không đòi hỏi bằng cấp
•MẶT HÀNG Đa dạng, dễ bảo hòa Độc dáo,độc quyền chất
,
lượng tốt
•LỢI NHUẬN Rất thấp Rất cao
•THỜI GIAN Gò bó Tự do
•CẠNH TRANH Khắc nghiệt Không có ,rất ít
•TÌNH CẢM Mất mát Giàu có bạn bè
5. B c2– Gi i thi uchungướ ớ ệ
Quy trình làm việc
với người mới.
6. •Giúp những người xung quanh cải thiện
cuộc sống
•Giải quyết việc làm cho xã hội
•Tăng thu nhập cho bản thân
•Cơ hội thực hiện ước mơ cho những người
tham gia
B c2/Ph n1– Ph nth ngt vi cm i ng i vàxâyd ngnhómướ ầ ầ ưở ừ ệ ờ ườ ự
PHẦN 1
PHẦN THƯỞNG TỪ
VIỆC MỜI NGƯỜI VÀ
XÂY DỰNG NHÓM
7. PH N TH NG T VI C M I NG I VÀ XÂY D NG NHÓMẦ ƯỞ Ừ Ệ Ờ ƯỜ Ự
•
•
•
1 2 3 4 5 6 Thời gian
(tháng)
Từ việc bán hàng
Thu nhập
Từ việc bảo trợ
B c2/Ph n1– Ph nth ngt vi cm i ng i vàxâyd ngnhómướ ầ ầ ưở ừ ệ ờ ườ ự
8.
PH N TH NG T Vi C M I NG I VÀ XÂY D NG NHÓMẦ ƯỞ Ừ Ệ Ờ ƯỜ Ự
•Mục đích cuộc
sống và ước mơ
của bạn là gì
•Cam kết theo
đuổi đến khi
thành công
•Tạo động lực
cho bản thân
B c2/Ph n1– Ph nth ngt vi cm i ng i vàxâyd ngnhómướ ầ ầ ưở ừ ệ ờ ườ ự
9.
10. PH N TH NG T Vi C M I NG I VÀ XÂY D NG NHÓMẦ ƯỞ Ừ Ệ Ờ ƯỜ Ự
–
• Tổng số BP sẽ quyết định mức chiết khấu và
thu nhập của bạn
B c2/Ph n1– Ph nth ngt vi cm i ng i vàxâyd ngnhómướ ầ ầ ưở ừ ệ ờ ườ ự
11. PH N TH NG T Vi C M I NG I VÀ XÂY D NG NHÓMẦ ƯỞ Ừ Ệ Ờ ƯỜ Ự
–
chia sẽ sản phẩm
cho khách hàng
tổng đơn
hàng
Thu nhập bằng việc phát triển nhóm
B c2/Ph n1– Ph nth ngt vi cm i ng i vàxâyd ngnhómướ ầ ầ ưở ừ ệ ờ ườ ự
12. PH N TH NG T Vi C M I NG I VÀ XÂY D NG NHÓMẦ ƯỞ Ừ Ệ Ờ ƯỜ Ự
Mời 5 người bạn cùng làm những việc bạn làm
Mỗi người hoàn thành
B c2/Ph n1– Ph nth ngt vi cm i ng i vàxâyd ngnhómướ ầ ầ ưở ừ ệ ờ ườ ự
13. B c2/Ph n1– Ph nth ngt vi cm i ng i vàxâyd ngnhómướ ầ ầ ưở ừ ệ ờ ườ ự
–
hoàn thành
đơn hàng
đơn hàng
tổng BP của bạn và
BP của nhóm trực tiếp
PH N TH NG T Vi C M I NG I VÀ XÂY D NG NHÓMẦ ƯỞ Ừ Ệ Ờ ƯỜ Ự
14.
–
PH N TH NG T Vi C M I NG I VÀ XÂY D NG NHÓMẦ ƯỞ Ừ Ệ Ờ ƯỜ Ự
•Oriflam
e bonustổng BP
•–
bạn
•
Du lịch vòng quanh thế
giới
Toyota
Vios
B c2/Ph n1– Ph nth ngt vi cm i ng i vàxâyd ngnhómướ ầ ầ ưở ừ ệ ờ ườ ự
15.
Với Oriflame, tôi hoàn toàn độc lập về
mọi phương diện, không bị gò bó về
thời gian, thu nhập không giới hạn. Tôi
được làm chủ chính công việc của
mình, lên kế hoạch cho sự thăng tiến
và thành công của mình. Cũng nhờ
công việc này, tôi đã có rất nhiều bạn
bè từ Nam chí Bắc. Nhờ họ, tôi có
nguồn thu nhập vững chắc hàng tháng.
Nguyễn Hải – Chau Hien
Gold Executive Director
Nguyễn Thị Hiếu
Diamond Director
Tôi thật sự cảm ơn cô tiên Oriflame
đã giúp tôi có cơ hội kiếm tiền bằng
công việc của chính mình. Tôi còn
được đi du lịch nước ngoài miễn phí
cùng Oriflame. Đến nay tôi đã tham
quan được 8 nước, và năm 2008
Oriflame đã chắp thêm đôi cánh cho
tôi thực hiện ước mơ từ thuở bé:
được nhìn thấy 13 vị thần của Hy Lạp.
PH N TH NG T Vi C M I NG I VÀ XÂY D NG NHÓMẦ ƯỞ Ừ Ệ Ờ ƯỜ Ự
?Còn Bạn
16.
PHÁT TRIỂN KINH
DOANH NHƯ THẾ NÀO?
MỤC ĐÍCH:
Làm đẹp cho bản thân và gia đình
Học hỏi kinh nghiệm
Kiếm thêm thu nhập
Tìm kiếm cơ hội kinh doanh
Muốn du lịch vòng quanh thế giới
Đạt được tự do về thời gian và tài
chính
17. M I, TUY N D NGVÀ XÂY D NGNHÓMNH TH NÀOỜ Ể Ụ Ự Ư Ế
Ba cách mời người phát triển kinh doanh
.1
2. Giới thiệu người tiềm năng
nhờ Sponsor cho thông tin
B c2/Ph n2– M i, tuynd ngvàxâyd ngnhómnh th nàoướ ầ ờ ể ụ ự ư ế
18. M I, TUY N D NGVÀ XÂY D NGNHÓMNH TH NÀOỜ Ể Ụ Ự Ư Ế
B c2/Ph n2– M i, tuynd ngvàxâyd ngnhómnh th nàoướ ầ ờ ể ụ ự ư ế
Bạn đã hoàn thành danh sách 100 người(name list)
“…”
19. M I, TUY N D NGVÀ XÂY D NGNHÓMNH TH NÀOỜ Ể Ụ Ự Ư Ế
“
”
“”
“
”
“”
–
“
”
B c2/Ph n2– M i, tuynd ngvàxâyd ngnhómnh th nàoướ ầ ờ ể ụ ự ư ế
20.
–“–
”
M I, TUY N D NGVÀ XÂY D NGNHÓMNH TH NÀOỜ Ể Ụ Ự Ư Ế
“
–
–
”
“
”
“
”
“
”
B c2/Ph n2– M i, tuynd ngvàxâyd ngnhómnh th nàoướ ầ ờ ể ụ ự ư ế
21.
M I, TUY N D NGVÀ XÂY D NGNHÓMNH TH NÀOỜ Ể Ụ Ự Ư Ế
•
•
•
•
•
B c2/Ph n2– M i, tuynd ngvàxâyd ngnhómnh th nàoướ ầ ờ ể ụ ự ư ế
22. M I, TUY N D NGVÀ XÂY D NGNHÓMNH TH NÀOỜ Ể Ụ Ự Ư Ế
•
•
tiền
•
- Chia sẽ kinh ngiệm sống và làm
việc
- Cách thức thực hiện ước mơ
- Hội thảo ,họp nhóm ,
- Rèn luyện kĩ năng mềm
- Chia sẽ câu chuyện thành công
B c2/Ph n2– M i, tuynd ngvàxâyd ngnhómnh th nàoướ ầ ờ ể ụ ự ư ế
23.
QUY TRÌNH HƯỚNG
DẪN TƯ VẤN VIÊN MỚI
• Tư vấn viên mới cần kiến thức làm
việc ngay
Giúp TVV tự tin ,hào hứng
Nhập cuộc nhanh
Phát triển liên tục
Ai cũng đạt được thành công
B c2/Ph n3– Vai tròb otr cab nướ ầ ả ợ ủ ạ
24. G p g 1ặ ỡ G p g 2ặ ỡ Liên l cạ
cu i kố ỳ
catalogue
VAI TRÒ B O TR C A B NẢ Ợ Ủ Ạ
Quy trình cơ bản
Kh iở
nghi pệ
Huấn luyện trình
bày catalogue
Hoàn thành BP nhận quà
chào mừng
Huấn luyện phát triển
kinh doanh
B c2/Ph n3– Vai tròb otr cab nướ ầ ả ợ ủ ạ
UNION GROUP
25. VAI TRÒB OTR C A B NẢ Ợ Ủ Ạ
“Kh i nghi p”ở ệ Kh iở
nghi pệ
G pặ
g 1ỡ
G pặ
g 2ỡ
Liên l c cu iạ ố
k catalogueỳ
–
•
•
•
””
B c2/Ph n3– Vai tròb otr cab nướ ầ ả ợ ủ ạ
26. B c2/Ph n3– Vai tròb otr cab nướ ầ ả ợ ủ ạ
VAI TRÒB OTR C A B NẢ Ợ Ủ Ạ
–
tiềm
năng
“”
Kh iở
nghi pệ
G pặ
g 1ỡ
G pặ
g 2ỡ
Liên l c cu iạ ố
k catalogueỳ
27. B c2/Ph n3– Vai tròb otr cab nướ ầ ả ợ ủ ạ
VAI TRÒB OTR C A B NẢ Ợ Ủ Ạ
“”
• Trao đổi những việc TVV đã làm
• Hướng dẫn cách trình bày catalogue
• Khích lệ TVV hoạt động đều đặn
• Giải quyết thắc mắc
Kh iở
nghi pệ
G pặ
g 1ỡ
G pặ
g 2ỡ
Liên l c cu iạ ố
k catalogueỳ
28. B c2/Ph n3– Vai tròb otr cab nướ ầ ả ợ ủ ạ
Kh iở
nghi pệ
G pặ
g 1ỡ
G pặ
g 2ỡ
Liên l c cu iạ ố
k catalogueỳ
“”
•
• Huấn luyện phát triển kinh
doanh
• Nâng cao kĩ năng làm việc
• Lưu ý:Ai cũng có thể thành
công = phát triển kinh doanh
VAI TRÒB OTR C A B NẢ Ợ Ủ Ạ
29. Getting
Started
Visit 1
Visit 2
Catalogue
Close
Contact
B c2/Ph n3– Vai tròb otr cab nướ ầ ả ợ ủ ạ
“”
–
”Hành trình vạn dặm bắt đầu bằng những bước chân”
VAI TRÒB OTR C A B NẢ Ợ Ủ Ạ
30. B c2/Ph n3– Vai tròb otr cab nướ ầ ả ợ ủ ạ
VAI TRÒB OTR C A B NẢ Ợ Ủ Ạ
3 cách giúp tư vấn viên mới làm việc hiệu quả
giới
thiệu catalogue ,Họp nhóm ,Huấn luyện của
trưởng nhóm và Director.
Động viên, thúc đẩy công việc
Hỗ trợ hiệu quả khi tư vấn viên cần giúp đỡ
31. Bây giờ bạn bắt đầu thực hiện mục tiêu
.Chinh phục ước mơ của đời mình!
Mục tiêu đầu tiên : DIRECTOR
32. VAI TRÒB OTR C A B NẢ Ợ Ủ Ạ
•
• –
•
–
–
–người mới tham
gia
33. VAI TRÒB OTR C A B NẢ Ợ Ủ Ạ
“”
“
”
UNION GROUP
34. VAI TRÒB OTR C A B NẢ Ợ Ủ Ạ
36. Cảm ơn bạn và chúc bạn
thành công!
UNION GROUP
Phương pháp mở lối thành
công
Editor's Notes
Congratulations! For your interest in the income opportunity by inviting and coaching others to become Consultants How many have you invited to an Opportunity Meeting so far? How many have invited at least one person? How many have also recruited someone? How many have recruited 1,2,3 and so on. Stop with the highest number – ask the Consultant who achieved this how he/she did it Today, we will talk about how you can become even better at this and enjoy the rich rewards of the Success Plan…
Today’s agenda Part 1 The rewards for inviting people and building a group • How it pays to build a group • How the Success Plan works • Examples of growth and earnings Part 2 How to invite, recruit and build a group • The two ways Consultants invite and recruit • Where to find people and what to say? • How to create a team Part 3 Your role as a sponsor* * A sponsor is a Consultant who recruits another Consultant • How to conduct "Getting Started" • How to do the follow up visits and contacts • Your goals and next steps
Earnings development Selling is important and the basis for our business, but you can only sell so much by yourself We all have 24 hours a day so there is a practical limit to how much we each can sell on our own In Oriflame you can however earn unlimited income by inviting others to join (sponsoring). This is your reward for coaching and showing other people to be successful. The income from sponsoring grows slowly at first – then it expands rapidly without limits! In the beginning your main income will come from showing catalogues and taking orders but month by month the income from inviting others who do the same grows and grows The people that are successful in Oriflame are the ones who are persistent and patient with their sponsoring TESTIMONIAL: Now, let’s hear from one of the Consultants who has reached a Leadership level and how he/she started his/her business and what his/her plans are for the future…
Have you developed your goal? Every journey starts with having a clear destination in mind.You may not yet know where your Oriflame business will take you but you are much more likely to succeed if you have a clear goal in mind What is that you would like to buy or do – that you can not today? Whatever it is – big or small – Commit yourself to obtain your goal by setting a personal deadline! Be realistic–ask for advice Write it down using the “dream page” in the Consultant Binder Unless you already have filled this in, please take a moment to do so now Motivate yourself along the way by reminding yourself of your goal. Some people put a picture of what they want on their refrigerator door! Now, let’s look at how the Success Plan works…
The Oriflame Success Plan – how it works • Each product ordered has a certain amount of Bonus Points (BP) The BP for each product can be found on the Consultant Pricelist • Oriflame adds the Bonus Points from your personal order and those of your sponsored Consultants and their groups throughout one catalogue period • The total decides your Performance Discount Level Collect Bonus Points together with your team!
The Oriflame Success Plan – what you earn 1. You earn 30% Immediate Profit by selling to customers 2. You earn the full Performance Discount (3%-21%) on your personal sales 3. You earn the difference between your own Performance Discount (PD) Level and the PD Level of the Consultants directly sponsored by you - on their total group Business Volume (sales less VAT)
Example: Invite 5 friends to do what you do Everyone has personal sales of 100 BP ($ 78 at catalogue price) You, and your friends, each earn $ 18 Immediate Profit You earn the full 6% Performance Discount on your personal BV sales: $ 3 You earn the difference of 6% Performance Discount on your friends’ sales (6%-0%=6%): $ 15 Your total earnings this catalogue: $ 36 Annual earnings: $ 432 For trainer only: Example assumes that $ 5000 BV = 10000 BP and that VAT is 20%
Example: Help your friends invite 5 – who in turn invite 5 – and you advance to Director level! If you can get 5 friends to earn 100 BP per catalogue – so can your friends! They all do what you do and sell for 100 BP each You earn 1. 30% Immediate Profit on your personal sales = $ 18 2. The full 21% PD on your personal sales = $ 10.5 3. The 9% Performance Discount differential on your friends’ and their groups’ sales = $ 697.5 You earn the title of Senior Manager and after six catalogues at this level become a Director Your total earnings this catalogue = $ 726 Annual earnings: $ 8 712 + Cash Award $ 1000 Please note:The example illustrates what the earnings can be with this structure of network – the exact earnings at Director level may be higher or lower than the example.
As your friends become Directors too – you enjoy even higher rewards! Help others become Directors too - and earn even more! For some, reaching the Director level is only the beginning. Some of your friends will naturally also aim to become Directors too by expanding their group 5 x 5 x 5. When that happens you start climbing to higher Director levels • You start earning the 4% Oriflame Bonus on their groups’ sales • When you have developed two Directors - you can qualify for the International Gold Conference • As you advance further there is also: International Conferences, Cash Awards $ 1000 - $ 1000 000, car programme and more. On your journey to becoming a Director you will also get to know many new people and make new friends!
What I love about Oriflame “ Life is the consequence of events and every moment you have the choice to make a decision.We made our decision and Oriflame is the best choice! We are led by a golden rule:You can achieve all the best, if you help other people to achieve the best they can”. Zhanabayeva Saule & Kydyralin Bolat, Double Diamond Directors, Kazakhstan “ Thanks to my cooperation with Oriflame I finally feel free! Without any superiors, orders or restrictions I fulfil all my goals in a time which suits me the best. Thanks to that, I have a lot of time for my family. Despite all the freedom I still receive great support from the company and its employees. I am extremely happy that I chose Oriflame, and together with them I can look great, earn money and have fun!” Kamila Molińska, Diamond Director, Poland “ In Oriflame you will find true companionship.You feel close to everyone and you are not treated as just another number. The company relies on you but also support you in every way, even when you are facing difficult moments” M. Jesús Lopez Morillas, National Director, Spain.
How to invite, recruit and build a group So, are you interested in learning HOW TO invite and recruit and build a group of your own?
The two ways Consultants invite and recruit 1. Invite and bring people to a Leader’s Opportunity Meeting The easiest way to recruit for new Consultants 2. Recruit someone by sharing the Opportunity Presentation yourself After attending a few presentations by a Leader you begin recruiting by yourself – simply share the Opportunity Presentation in your Consultant Binder
Where do you find people to invite to become Consultants? You do the same as when looking for customers – use your Name List! First contact your inner circle (friends, relatives) Then contact your outer circle (everyone you come in contact with) Where do you find additional New Consultants? 70% Referrals Always ask for referrals (use the phrase:“Who do you know…”) 25% Other contacts Calling on homes, social events, work areas 5% Advertising Newspapers, small ads, billboards
Opportunity Presentation Your goal with the “invitation” is to gain their commitment to come and find out for themselves! Example phrases: “ I have just joined Oriflame Swedish Cosmetics, fantastic products and a fun way of earning money.” “ I thought it may also be something for you.” “ Come along with me to our next meeting and find out for yourself! We´ll have a lot of fun! The next meeting is on…at…o’clock” “ I´ll come by and pick you up – let’s go together” Or - use the referral phrase: “ Who do you know that would like to see the new Oriflame catalogue and income opportunities?”
I am not sure if I want to come to an “Opportunity Meeting” “ Some people have felt like that, but once they went they found that Oriflame is truly Opportunity for All – you can do as much or as little as you want – there is nothing to loose and a lot to gain! I couldn't do it, I have no sales experience “ I felt the same when I first started. But I found that you really don't need experience as it is fun and easy to do, and I will always be here to help and support you”. I simply don't have the time “ I felt the same, but I found that I could do this in the hours that best suited myself.Whatever hours you have available then that is what you should allow”. What if nobody wants to buy? “ I know how you feel, I felt the same, but found that by simply showing people the catalogue and highlighting the key offers they usually buy”. The FELT and FOUND technique can be used to answer most concerns. ROLEPLAY: Now, I want you to practice using Felt and Found to answer an objection. So turn to your partner again, decide who is first the Consultant and who is the prospect. Then the Consultant uses one of the invitation phrases we just practiced and the prospect answers with one of these concerns or any other concern – and the Consultant MUST provide an answer using Felt and Found. Please start now, and I will tell you when it is time to switch. OK, was it useful? Now, if someone really does not want to join, do not pressure them to do so. If they are pressured they might sign up but will not do anything – in that case it is better to keep them as your customers. Answering when people have objections – using the “felt and found” technique When you invite someone to an Opportunity Meeting or at the meeting it happens that people have objections to joining. Strange as it may sound an objection is something positive. It shows that he/she is interested but need some more information or reassurance that he/she can succeed with Oriflame. Felt and Found is a method that is easy to learn and use to overcome objections. Let’s see how it works with some of the most common objections.
More advice on successful recruiting The secret to success in Oriflame is really no secret – the thing to do is simply tell people about it! Oriflame offers opportunity for all. • Talk to at least 3 people a day about the Oriflame products and Opportunity and you will be successful! This is a process goal. Something you control 100%. I have even heard of people who put 3 marbles in one pocket in the beginning of the day and for each conversation they have had with a new person about Oriflame they move 1 marble to another pocket. At the end of the day they should all have switched pockets! (3 contacts a day x 5 days a week = 15 contacts!) Use the Opportunity leaflet as support when talking to people about Oriflame. • Always ask for referrals: ask everyone you approach for names of other people: “ Who do you know that would like to see the new Oriflame catalogue and income opportunities?” • Keep your Name List updated! The name list is your business most valuable asset! As a result you will: • Easily get 20 regular customers per catalogue • Easily find 5 people per week that accepts your invitation to an Opportunity Meeting – get at least 1 new recruit per week. 4 weeks = 4 recruits
How to create a team Oriflame is all about team work and winning together As you help people to earn more, you earn more yourself Your increased earnings come straight from Oriflame and everyone gains Teamwork means support and inspiration.Togetherness is one of the key values in Oriflame because we know that this is a people’s business. Being part of a team means having people to share ideas with and gain support and inspiration. Goal setting and planning is a great group activity, as is organising joint sponsoring activities and sharing success stories with others. You are all part of the big Oriflame team, you are also part of your Sponsor’s team and your Leader’s team. As you start to grow you begin to develop your own team. It is proven that the people who take the time to listen and support other Consultants are the most successful.
Your role as a Sponsor You as the Sponsor work together with the Leader of your group to give new Consultants a great start with Oriflame. These steps shows the fixed contacts in the first catalogue of a new Consultant. A good sponsor keeps in touch with New Consultants many more times than this. You or your Leader may hold the Opportunity Presentation.You as the Sponsor always conduct "Getting Started." This should directly follow the presentation whenever possible. The First Visit comes 2-3 days thereafter. The Second Visit follows when their first order has arrived. And 3-5 days before the "close" of the catalogue there is a contact as well. Obviously you have to modify this when you recruit someone late in the catalogue period. Now let’s go through the details of each step.
“ Getting Started” – the most important 25 minutes in a Consultant’s career It is important that new Consultant’s experience immediate success by showing catalogues and taking orders. He/she has just joined and is excited but probably a bit nervous too as he/she probably has never sold before. When you are new, your Leader is available to assist you when you do the “ Getting Started”. Perhaps the most important 25 minutes in his/her Oriflame career! If he/she does not get started immediately chances are that he/she never will. After signing the Application Form the new Consultant is at his/her peak of enthusiasm. Build on his/her enthusiasm and motivate him/her to take actions immediately. Coach him/her to do to do Show, Invite and Attend As he/she succeeds his/her self- confidence and self-esteem grows and he/she progress from this great start!
Conducting the - “Getting Started” Material you need for the new Consultant 1 Consultant Application Form 1 Catalogue (latest) This you give to the Consultant as a gift unless he/she already has his/her kit. 1 Name List What to do: 1. Fill in the Application Form together 2. Collect the registration fee 3. Use the Sponsor’s Checklist as support and follow it: Please take out your Consultant Binder and find the Checklist! 4. Show how the new recruit can make use of the services available on the Oriflame website This can be done either manually on paper or directly on the website. If the registration is done online, the new recruit can start shopping immediately, and the registration fee is added to the first order.
Sponsor’s Checklist – Getting Started 1. Show the catalogue and build a personal order When you show the catalogue to the new Consultant remember what you learned in Step 1 Training: - Ask questions: “ What is important to you when buying skin care? Which products do you use today?” - Use the Skin Care Guide and Colour Chart to find the right products - Show the catalogue (find the proper products then point out the offers) - Ask for the order “what can I order for you today?” Help the new Consultant place his/her own first Consultant order – let him/her do the writing to learn better. Don’t encourage overspending, you can say: “You may want to order it all today, or order some and keep the list until you feel you are able to buy all the products” “ By showing the catalogue to others and taking orders you will soon be able to have all the products you want yourself paid for” 2. Create Name List sheet with at least 30 people - Select 5 to show catalogues to within the next few days and some ideas of what to say - Use the memory jogger on the Name List - Ask the new Consultant to select and mark the first 5 to show the catalogue to within the next few days. Mark them 1,2,3,4,5 - Show and demonstrate the phrases on the Name List of what to say to a customer - Unless the new Consultant has received a Starter Kit – give your new Consultant 1 current catalogue as a gift to get started immediately - Finally, show the Welcome Programme Flier and explain the benefits of reaching the first level 3. Select another 5 and show how to invite - Select 5 different people from the Name List whom he/she thinks may be interested in an earning opportunity. Mark them 1,2,3,4,5 - Demonstrate and show the phrases of what to say when talking to a potential Consultant - Encourage the Consultant to invite these 5 to the next Opportunity Presentation held on … at … and location is … DO NOT PUSH! ORIFLAME IS - OPPORTUNITY FOR ALL – YOU CHOOSE HOW MUCH YOU DO AND HOW SUCCESSFULL YOU BECOME! 4. Set up next appointment for “Visit 1” “ When in the next 2-3 days can we meet again? I want to hear how it went with showing the catalogue (and inviting people) and any questions that might have come up.” Agree on a day, time and location Give your phone number for any questions he/she may have before then Make sure to do the “Visit 1” face to face and not over the phone Agreeing on a Visit 1 soon creates an expectation on the new Consultant to actually get started in Oriflame! Now, you will not do a perfect “Getting started” the first time – don´t worry they will not notice! The more times you conduct “Getting Started” the better you will become
Next, doing the “Visit 1” • Motivate for success beyond the first customer orders • Do it face to face 2-3 days after “Getting Started” • It only takes 25 minutes!
Sponsor´s checklist – “Visit 1” 1. Ask about “Show” and “Invite” “ How many did you show the catalogue to and how many bought?” “ How many did you invite to the next Opportunity Meeting?” Praise efforts and congratulate on results (sales achieved, Welcome Program, people invited etc) Explain that not everybody buys or joins, and that if someone says “no” it is not “no” to you and that it does not mean “no never”. 2. Expand their Name List “ Let´s look at your Name List again – a Consultant´s most important asset” “ Have you thought of some more people to talk to about Oriflame?” Refresh that - talking to at least 3 people a day is a sure way to succeed” Refresh – asking for referrals, using the magic phrase: “ Who do you know that would like to see the new Oriflame catalogue and income opportunities?” 3. Explain credit, how to place and receive orders and contents of Starter Kit (If the Kit has not arrived yet use your own material to show) Refresh how the Skin Care Guide and Colour Chart works Explain how the credit works, how to place an order, receive products and the handling limit and fee. Clarify: any questions they may have 4. Agree on what to attend next and a goal until then Agree on when is the next time you will meet for Visit 2, is it at: Step 1 training? Catalogue Launch Meeting? Or next Opportunity Meeting? Use “My Goal Sheet” in the Consultant Binder and plan together how many Show and Invite until then. “ Let´s open up your Consultant Binder and look up “My Goal Sheet” “ Let´s plan together how many to “Show catalogues” and “Invite” until we see each other next shall we?” “ Let’s plan to see more people than we expect orders or recruits - as not everyone will say YES, but the more people we see the more success we will have”
Next,“Visit 2” • Motivate for sustainable success beyond their immediate contacts • Do it face to face after the first order has arrived, or at the next event you meet at • It only takes 25 minutes
Sponsor´s checklist –"Visit 2" In summary; 1. Ask about: how many “Show” and “Invite”? Refer back to their goal on “MY GOAL SHEET” 2. Expand their Name List 3. Explain the invoice and go through the products received Check together against invoice, make sure it matches Answer any questions Separate products into customer orders 4. Agree on what to “Attend” next and a goal until then
Finally, do the “Catalogue Close Contact” When? 3-5 days before close of catalogue – 10 minutes by phone Why? Ensure a successful first catalogue Motivate for reaching level in the Welcome Programme What to say? Ask about how many “Show” and “Invite” Agree on what to "Attend" next and set up a goal until then Staying in touch is the most important thing a Sponsor can do In your Consultant Binder you find the checklist for the different visits to support you.
What is a Sponsor’s role for Consultants after their first catalogue? What happens to Consultants after their first catalogue? Staying in touch and motivating beyond their first catalogue is key to success 3 simple ways to stay in touch - as a minimum 1. Go together to a catalogue launch meeting 2. Have a “mid-catalogue” contact. 3. Have a “Catalogue Close Contact” Work and grow together as a team! With - Togetherness, Spirit and Passion
In summary – what you do as a Sponsor Support new Consultants on how to get started by doing: • “ Getting Started” • “ Visit 1” and “Visit 2” • “ Catalogue Close Contact” • Motivate to attend Step 1 and Step 2 training Motivates for success in the Welcome Programme and Success Plan through Show, Invite and Attend • Motivate and stay in touch with all Consultants through meetings and contacts – build a team spirit!
Now back to YOUR goal! Have you developed your goal? That is in the end why you are all here taking notes and learning from others on how to build a business in Oriflame. Goals and dreams are great – but only if they are connected to an action plan and to activities. That is how they can become reality – and not just a dream. So, let’s look at an example of how to turn your goal into a reality!
Convert your goals into actions Example: Your goal: earn $ 500 - $ 1000 every catalogue. Level needed in the Success Plan: 21% Director level. Actions to achieve it: 1. Talk to at least 3 people a day about Oriflame – always ask for referrals 2. Show catalogues – aim for 20 regular customers. Invite 5 people per week to an OOM - get at least 1 recruit per week 3. Attend meetings, trainings and events together as a team. Motivate Consultants to Show, Invite and Attend The faster you develop a network of 5 x 5 x 5 the sooner you reach the goal! Is there anyone here today with this goal? Anyone who wants to earn more? Anyone who wants to earn less? The great thing is that regardless of what level of earning you are aiming for you follow the same formula for success – You talk to people – the more the better – you then get an opportunity to show catalogues and take orders and to invite people to an Opportunity Presentation – which you then attend with others like yourself and start building a team. The more dedicated you are the more successful you will become! On the way towards Director level there are many stepping stones – already at 200 BP you qualify at the 3% level and start earning small amounts from the Success Plan and at the 12% level you become a Manager and are invited to the Oriflame Management School.
Planning your actions Once you have established your goal and broken it down into actions it is time to manage your time. If you plan well you can work less and earn more! Diary planning “ Make a weekly plan to include” • Family/social events • Opportunity Meetings • Prospecting/recruitment • Follow up calls and meetings • Personal selling time Journey planning “ Effective use of time and money” • Operate in just one neighbourhood per day • Plan your travel • Prioritise your contacts Build a network in your area of influence – an area which you can visit frequently and meet with people often
How many will you invite to the next Opportunity Meeting? Find the one held by “your” Leader, uncertain? Please ask me! Don’t miss the next Catalogue Launch Meeting to learn about the latest products!
