Wom effective retailing - jhb sts-december 09

1,985 views

Published on

0 Comments
6 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,985
On SlideShare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
148
Comments
0
Likes
6
Embeds 0
No embeds

No notes for slide

Wom effective retailing - jhb sts-december 09

  1. 1. Effective Retailing Changing people’s lives
  2. 2. Why do we need to Retail? 1. Consumption Using the products is the key to your success 2. Confidence 3. Consistency 4. Volume Points Products into the marketplace produces volume points 5. Cashflow Immediate cashflow in your pocket Changing people’s lives
  3. 3. Cashflow Volume Sale Cost @ CORE PRODUCTS & 1 x ENHANCER Profit Points Amount 50% 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 Changing people’s lives
  4. 4. Retail Success 1. Use the products When you begin using the products, the results you achieve make you a “product of the products” Visible results makes it easier to share your story Changing people’s lives
  5. 5. Retail Success 2. Package Your Story Share your success story and inspire others 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! Changing people’s lives
  6. 6. Retail Success 3. Wear the ‘Button’ Create interest in the market place 4. Talk to People Present the Herbalife products Changing people’s lives
  7. 7. 7 Strategies for Retail 1. 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 Changing people’s lives
  8. 8. 1. Retail Set Up & Tool Kit 1. 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) Changing people’s lives
  9. 9. Presentation Folder Flow 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 Changing people’s lives
  10. 10. 2. Lead Generation ‘Warm Market’ - List your COI: Who do you know..? - Family Weight Skin - Friends Vitality - Colleagues Health - Neighbour Sports Etc. - Hairdresser - School Teachers Don’t Prejudge! - Gym contacts Talk to them first… before someone - Estate Agent…etc else does! Changing people’s lives
  11. 11. 2. Lead Generation ‘Cold Market’ - People you don’t know… 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 Changing people’s lives
  12. 12. Understanding Numbers 10-2 Speak to 10, 2 sales 10-15 Leads daily = 250-300 leads pm 5x Presentations daily = 100x Presentations pm 20-25 New Customers pm 240 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 thing Only 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 Changing people’s lives
  13. 13. 3. Retail Menu (DMO) 1. Shake / Office Parties 2. Wellness / Weight-Loss Presentations One-on-One / Telephone / Email 3. Healthy Breakfasts 4. Weight-Loss Challenge 5. Outer Nutrition (facials) 6. Nutrition Clubs Changing people’s lives
  14. 14. 4. Making Retail Sales 5 x Presentations per day Presentation Flow: 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 Changing people’s lives
  15. 15. 4. Making Retail Sales 1. Retail Questions 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… Changing people’s lives
  16. 16. 4. Making Retail Sales 2. Key Features of Herbalife Nutrition Program 1. Balanced Nutrition 2. Low in Calories 3. Healthy Breakfast / Healthy Meal 4. Intelligent Nutrition Share 1-2 testimonials 3. 3 x Programs to chose from (examples) 1. Basic – Core Nutrition: Shake, F&H, Multivitamin 2. Advanced – Core Nutrition + (your choice product) 3. Ultimate – Core Nutrition + + (your choice products) Give cost per program and cost per meal Changing people’s lives
  17. 17. 4. Making Retail Sales 4. Close the Sale (NB) 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! 5. Explain Delivery If by post, be detailed If done personally explain how & when Explain after sales service Share 1-2 testimonials Changing people’s lives
  18. 18. 4. Making Retail Sales 6. 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 Changing people’s lives
  19. 19. 4. Making Retail Sales 7. Handling Objections… I don’t know about that, all I know is .... – Give Herbalife facts (doctors, years, countries, sports) – Use Testimonials Your own (and other’s) and show pictures Changing people’s lives
  20. 20. 5. Customer Follow Up & Education 1. 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 Changing people’s lives
  21. 21. 6. 90 Day Plan Of Action 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 Changing people’s lives
  22. 22. 6. 90 Day Plan Of Action Successful business is build using 90 Days Plans back-back 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 Changing people’s lives
  23. 23. 7. Tracking & Gauges 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 Changing people’s lives
  24. 24. 7. Tracking & Gauges Weekly report example March Monday Tuesday Wednesday Thursday Friday Total WEEK 1 Goal Act Goal Act Goal Act Goal Act Goal Act Goal Act Method 1 250 200 300 300 250 100 400 400 250 0 1,250 1,000 Method 2 Method 3 Method 4 Method 5 Changing people’s lives
  25. 25. 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 Changing people’s lives

×