1. Effective Retailing
Changing people’s lives

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. 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. 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. 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. 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 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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