The Right Direction, at the Right Speed

Critical Business-Building Activity #4:
Hold 48-Hour Follow-Up Meetings

By Mark Atha, Executive Director IX


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 goal.
"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 the long-term."

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 be covered:

1. Be prepared to answer all the new customer's questions and review the Preferred Customer program.
2. Review their goals and help them be realistic in setting new goals.
3. Review their contact list (100-200 names).
4. Help them calendar their first 30 days and help book their first two in-homes.
5. Review and discuss their "why."
6. Make some calls and appointments together.
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!"


Business Builders Tools

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 the best.

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 follow-up meeting.


  • 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.

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