You have just completed a great Melaleuca presentation. You led
with the products and three of the four guests at the presentation
enrolled and bought a Career Pack. You're excited because the new
enrollees were excited and you sense there is some strong category
3, 4 and 5 potential.
With this excitement, there are many things going through your
mind. Just what is your responsibility to these new customers? What
tools are available to you so that you can build on their initial
excitement and turn that energy into productivity?
Number four in Melaleuca's Seven Critical Business-Building Activities
is Hold 48-Hour Follow-up Meetings. "Help new business builders
get started right: Teach the business basics and set goals on course
for Pacesetter bonuses."
The wise saying of years gone by holds so much truth today: "The
new customer does not care how much you know, until they know how
much you care." With a 48-hour follow-up meeting, you are showing
you care. You are also reaffirming the belief that you sparked in
them during your first presentation. This meeting goes a long way
toward determining your working relationship with the enrollee,
helping to ensure they will be heading in the right direction, at
the right speed.
The Fortune is In The Follow Up
Executive Director IX Mark Atha of Canada has found success in
"following up." Mark says that this follow-up is imperative,
especially for those who had picked a 3, 4 or 5 category as their
"The fortune is in the follow-up," Mark says. And he would
know. Mark and his wife Myrna have over 130 personal enrollees,
28 personally enrolled Directors and over 8,000 total customers
in their organization.
Over the years, Mark and Myrna have learned by trial and error just
how important the 48-hour follow-up is. "I remember a time
that I enrolled a really great fellow who choose category 4 and
he ordered a Value Pack," Mark says. "Myrna and I were
leaving town the next day on a ten day trip, so we set a time to
meet with him twelve days later."
Mark says when they returned from their trip they called him right
away, and to their dismay, found that he was no longer was excited
about building a business. "While we were away, this new customer
had spoken to a couple of friends who were just a bit negative toward
his approach. Unfortunately he was not trained to deal with any
resistance." Mark went on to say that he tried everything he
could to help restore the customer's confidence and belief-but the
small amount of negativity he faced was just too much to overcome.
"The good news, he liked the products and stayed with us as
a customer," says Mark. "I know that that if I could have
been there to help him make his first few calls and to show him
how to overcome this resistance early, he would have had some early
success. He would have gained the confidence to be successful over
Turning Mistakes into Lessons Learned
Having learned from these mistakes, Mark and Myrna follow a strict
game plan for following up with new enrollees. "We always send
them home with a homework assignment to be completed in the next
two days. We tell them not to talk to anyone until we get back together
for our 48-hour follow-up session," says Mark.
Listed below are seven key areas that need to be reviewed as part
of the new customer's homework assignment. The homework assignment
should be completed before the follow-up meeting is held:
- Review the product catalog and Business Kit
- Watch the video and listen to audios
- Make a list of questions about the business or products
- Start your contact list of 100-200 names
- Rededicate yourself to your category goal
- Decide on your weekly time commitment
- Determine your "why"
Have a Plan and Be Prepared To Lead
The Marketing Executive conducting the 48-hour follow-up needs
to be prepared as well. This is the meeting that will help solidify
the enrollee's determination to succeed in Melaleuca.
"You need to show people that you have a plan in place for
their success," says Mark. "If they'll just plug in, team
up, and follow your lead, they can absolutely reach their goals.
The 48-hour follow-up is a critical time to help them organize this
plan and calendar their time and yours, to help them off to a successful
start," Mark adds.
Mark teaches that at the 48-hour follow-up, eight areas need to
1. Be prepared to answer
all the new customer's questions and review the Preferred Customer
2. Review their goals and
help them be realistic in setting new goals.
3. Review their contact list
4. Help them calendar their
first 30 days and help book their first two in-homes.
5. Review and discuss their
6. Make some calls and appointments
7. Review the Compensation
Plan in detail.
8. Double check to make sure
an order has been placed for the new customer and, after their
order arrives, set a time to review the products with them.
"If you do a proper follow-up with each new potential business
builder-it will not guarantee that everyone will do what is necessary
to be successful," says Mark. "It just means that you
will be doing all the right things to ensure that the customers
who do have the desire will have the proper plan in place, and the
support they'll need from you to succeed!"
Melaleuca has business-building tools available to present
the proper 48-hour follow-up. Marketing Executives can learn
from the leaders in Melaleuca by subscribing to the B.E.S.T.
series. This 12-month subscription offers advice and
motivation from top business leaders. It is available on
cassette tape or CD. With your subscription you will receive
a new tape or CD each month, narrated by one of Melaleuca's
top Marketing Executives, covering various aspects of building
your business. It's a great way to learn from the best of
To help you conduct a very productive 48-hour follow-up,
you will also want to have on hand the new 48-hour follow-up
brochure: The New Customer 48-Hour Follow-Up-A Step-By-Step
Guide For Mentoring New Customers (Order #4768). This
business-building tool has one page devoted to the enroller
checklist, another page devoted to the new customer checklist.
The brochure is perforated so that enroller and new customer
may each have a copy of the items discussed at the 48-hour
- Always schedule a follow-up meeting within 48 hours of enrollment
and tailor your meeting to reflect the customers category.
- Use the tools that are available from Melaleuca to present
a proper 48-hour follow-up meeting-they work!
- This would be the appropriate time to review the Compensation
Plan in detail; make sure your enrollee understands important
time lines such as the Pacesetter schedule.