Candle Business Training
This is what you can expect from me as a company leader.
The Fundamentals of Building a Team
By Cathy Mahady
1) Prospecting
2) Presentation
3) Duplication
4) Leadership
5) Self Development
Summary
The information presented today is based upon the trainings of industry expert, Michael Clouse, prior
editor of Upline Magazine.
It’s a good idea to evaluate your business
each month by asking –
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Do I have enough people to talk to?
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Do I sponsor my fair share of them?
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Do my partners duplicate the system?
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Do I feel confident in my abilities to lead my team?
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Am I growing personally as a result of my involvement in this business?
So today will be an overview of these five
fundamentals. Then on our future training
calls we will separately focus on each area
and give more specifics on Prospecting,
Presenting, Duplicating, Leading, and Self
Development.
Choose ONE area to improve over the next 30
days. Don’t ask yourself, ‘What isn’t
working?’ – this is a disempowering
question. But rather ask, “What do I want to
get better at?” Continually work on
mastering these five areas and your candle business
WILL grow. You need to develop the skill set
to find them, present to them, and then show
them how to do the same. If you want to EARN
more, you first have to LEARN more.
Prospecting
This simply means finding
people to talk to. Don’t make this more
complicated than it is. You must have people
to talk to build your business through team
building or recruiting. Don’t let this SCARE
you, though.
After today’s call, grab a piece of paper
and a pen then ask yourself these questions;
-
Who do you know who burns scented candles?
Who do you know who would like to make a little or a lot of extra money each month
working from home?
Who do you know who knows others who burn scented candles and want to earn extra money?
Isn’t that virtually EVERYONE you know and
even those you haven’t even met yet? Sure it is, so after the call, grab paper and pen
and begin making your list.
You also need to create scent samples. Each
month when your Candle of the Month product arrives, remove the wicks, crush up the wax and then put into 2
x 2 inch tiny zip lock bags. Create labels on your computer with the scent name and
your website. You’ll be able to make 150 + samples from a dozen votives.
You’ll also need business cards with your
name, phone number, email and website.
Attach the scent samples to the business cards.
Going through your list, contact everyone
and ask –
-
Do you burn scented candles?
Do you know anyone who does?
Do you know anyone who would like to earn a little or a lot of extra money?
As they reply, and 9 out of 10 times it will
be with a YES!, hand them a card with the attached sample. Now, get their contact
information, telling them you will be giving them a call later or can drop them an email
with some additional information.
Another effective method you can use in
social situations, is the “What do you do for a living?” question. This is a simple,
non intimidating way to get people to talk about themselves, allowing you to get to
know them. Listen for clues in their statements … are they dissatisfied with
their situation, hoping for more out of life? Do they utilize skills in their
present employment that you know would be beneficial in starting their own business?
Social courtesy says that after you ask this
question, they will in turn ask, “What do YOU do for a living?” Now you have obtained
key information from them as a result of asking them first, so you want to tailor
your answer to fit their needs. You can state, “I help people to ….” Earn an extra
paycheck, stay home with their kids, take a vacation every year …. Fill in with what
benefit would be attractive to the person you are speaking with.
Then be prepared to call or send an email
that will lead to the next step –
Presentation.
Presentation
Presenting the business.
Ask yourself, “How many times a day will the company story be told by me, one of my
partners, a tool or an event.” And then track those numbers. Tracking will create
accountability and allow you to achieve your goals… cause you’ll now know what your goals
are and what action steps it will take to reach them.
In presenting, the most IMPORTANT thing is
let the TOOLS do the work for you!
More is less. The less you say the better.
Create curiosity - don’t talk too much.
A complicated, sophisticated oral presentation by yourself may make your
prospect feel they don’t have the time, knowledge or skills to do the SAME thing.
Prospects are encouraged when they see you using tools to tell the story – so they can
see THEMSELVES doing the same thing.
Our company provides us with some awesome
tools -- USE THEM!
It is a good idea to ask the prospect WHICH
METHOD would they prefer – do they like to read printed materials, do they like to
listen to live or recorded conference calls, or do they feel most comfortable online
viewing a website. Try to accommodate these preferences -- first direct them to their
choice.
What tools do we have?
1) Information Packets - to give out to those who are interested in the business.
Check with your sponsor or upline and ask what they include in a Prospect Packet but
here are some items to consider.
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Catalog and / or the Tri-fold Business
Brochure and / or the company article
reprint
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Product Wholesale / Retail Price List (so
they can SEE the profit available from
retailing)
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Weekly Presentation Schedule
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Two Scent Samples (be sure one of these
is our #1 scent, Sweet Orange & Chili Pepper)
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A short letter or coversheet briefly
telling your story (why you became a
distributor) and listing the different ways
to make money
TIP: be sure your contact information is on
everything included in the packet.
2) Weekly Opportunity Presentations -
Corporate offers us FOUR opportunity Presentations a week that we can invite our
guests to so they may learn more about the
candle business. Weekly email blasts from the
company are sent out with the times and numbers. These are offered on Monday night,
Tuesday night, Wednesday afternoon and Thursday night. Then we also have the 3
minute recorded sizzle call – 800-925-7177. All you do is invite and the TOOL does the
presenting.
3) Multi Media CD Presentation – in the back
office of our company website is a link to order the CD Presentation. You can order one of
these, then burn copies and distribute to those who want to know more about the
business. It does a beautiful job of sharing the company story, the products, and the
comp plan.
4) Personalized Company Website – our
website gives information about the company story, the stories of the leaders, the
product, and touches on the three ways to earn money; retailing, fundraising and team
building. Also be sure to utilize the company newsletters, which have great
testimonials about the business and the products and the free candle drawing.
5) Company Events – many regional events are
now being planned around the country. We had Vegas in January, New York in March,
Cleveland in April, Summer Fling in August, and Kansas in Sept. These events not only
offer you incredible training on how to grow yourself and your business, but provides an
opportunity for you to invite your prospects to hear the company story told by the
company owners.
Again, let the tools / events tell the
company story --- come up with a system that works FOR YOU. How were you introduced to
the business? What did you sponsor show you so you understood the opportunity we have?
Duplication
Teaching those you find and
talk to, who then JOIN you in business, to do the same things you’ve done. Remember the
steps --- Prospect, Present and Duplicate.
Once you begin to sponsor others and it
becomes something you are comfortable with, it’s so easy to overlook the MOST important
step in Network Marketing – DUPLICATION. But duplication is SUCCESS in this industry!
It’s duplication that creates residual income, or what we like to refer to as money
you are paid month after month after month, if you work or not. It’s duplication that
creates freedom, as your time and resources are now leveraged.
Wouldn’t you prefer to
have 20 downline members or partners in the business each sponsoring one new member a
month rather than you trying to sponsor 20 a month all by yourself?
A duplicatable system will show a SPECIFIC
way to
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Get new distributors started
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Explain when, where, and how to find prospects
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Teach distributors how to present the products and the business opportunity
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And be simple enough that the system will be repeated over and over again.
It isn’t about how many distributors you
get, it’s about how many you keep. And to keep your partners, you must teach them to
do a simple duplicatable system. Focus more on learning a duplicatable system and less
on perfecting your closing skills.
Show your brand new partners how to become the very
best messenger and the message (the tools) will take care of the rest. This allows new
and inexperienced partners to immediately begin to have success – and immediate
success is what keeps our partners connected and involved in the business.
Leadership
Leadership is inspiring someone to do something they otherwise would not have done
if you hadn’t been there. It is helping people see THEIR power, helping them bring
out the greatness that really is there all along.
To develop a leader, begin your journey by becoming a friend. Get to know the
individual and what they wish to become.
Having others join you in the business is not hard. You
don’t need any magic words.
People join your business not because of the company, not because of the product, and not
because of the comp plan. Those are important foundations to have, no doubt, but
people will join YOU in business when they KNOW you, LIKE you and TRUST you. And when
they do, they’ll allow you to LEAD them.
Getting people to know, like and trust you takes applying the Golden Rule to your daily
life. Treat others the way you want to be treated.
First you must BECOME the person you want to
attract into your business… become the leader you want to find and you do that with
the next step – self improvement.
Self Development
Apply the 5% Formula by Brian Tracy
To become a top 5% income earner in our
candle company – in 5 years time –
you MUST do these three steps:
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Read 10 pages everyday. Read books that
will draw you closer to the new vision you have of yourself so that you can begin to
ask, “How would the person I desire to become, do the same thing I am about to do?”
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Listen to 30 minutes of audio training,
candle company specific and industry wide
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Take one class a quarter to improve upon one of the Fundamentals of Team Building
Prospecting
Presenting
Duplicating
Leading
It’s not what you get that’s important; it’s
who you become in the process. You will hear it said time again that Network Marketing is
about self improvement.
The secret to Network Marketing success is
KNOWLEDGE APPLIED ----
KNOWING what to do and then DOING what you know.
When you work on mastering these five
fundamentals
Prospecting
Presentation
Duplication
Leadership
Self Improvement
Your BUSINESS and your LIFE will be a success.
Still need to see more training from me. Check out my
Goal Setting Training.
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