Reference Guide to Set Trial Appointment

by Marsha Clark

A I M – for the right customer – pre-qualify your trial appointments

A =  air issues, pets, smoke, odors  – they need to have a problem

I  =   interest – they want to solve their problem

M =  money – do they have the money to buy the machine

         (the money issue will be covered at end of call)

Air Purification System (not a filtration system)

« Purifies the air indoors like nature does outdoors

« Removes the particulate from the air – up above in your breathing space – which may help give relief to people with asthma, allergies due to dust, etc.

« Effectively Reduces:

                  Odors        Chemical Gases        Dander            Dust

                  Smoke        Mold                      Mildew            Bacteria

« Portable & easy maintenance, NO costly filters to buy

« Purifies an entire home, up to 3,000 sq. ft. (other air cleaners are for one room only)

« Energy saving 30-90 watts (some HEPA filters require 250 watts)

« Made in the U.S.A. with a 3 year parts and labor warranty

« No Risk - FREE Trial

« The BEST thing about our air purifier is it is SO GOOD, it sells itself!!  The company will let you try one in your home FREE for 3 days.  If you like it, you buy it.  (absolutely NO obligation)

« We have sold over 5 million – by “free trial”.  This is NOT a NEW product.  We have been making our purifiers for 20 years -  SET APPOINTMENT

Cost Info

« $769 – Fresh Air – 3,000 sq. ft., remote control, UVX Bulb

« $669 – Classic – 3,000 sq. ft., flagship, easy maintenance

« $569 – Breeze – 2,500 sq. ft., remote, microprocessor design

Appt. Scheduled        Date:_____/_____/_____        Time: _________

Payment

I need to prepare paperwork for the company when I deliver your machine, how will you be paying for the purifier after your trial period?  (stop talking!!)

If they have the money, they will quickly tell you check, cash, or credit card.

If they do not have the money, they will hesitate.

You should then suggest options:

« Credit Card  (if you don’t have a merchant acct yet, get one from EcoQuest)

« Cash or Check

« Company financing via the EZ4 Payment Plan

Retail Steps For Success

by Marsha Clark

1.     Order Success Pack

2.     Prior to Success Pack arrival, begin to schedule in-home trials

3.     AIM for the right customer – pre-qualify before delivery

4.     Use Reference Guide to set in-home appointments

5.     Use Perform Demo sheet to do “private room” demo during trial

6.     Follow-up procedures – Call back EVERY 24 hours from delivery,

Set up your call back appt. prior to leaving their home. Close follow-up is crucial – No news is not always good news

7.     Involve Business Partner – Any customer objections or difficult

questions, let customer know you are relatively new and contact your

business partner or associate immediately

If you follow each and every one

of these steps on every trial placement,

you will have a very high rate of success,

probably as high as 9 out of 10 sales!

Set Up Machine and Perform Demo

by Marsha Clark

1. Remove machine from box - (Tell customer it is a new unit.)

2. If Classic or Breeze – Have the customer remove EcoHelp filter or lint screen from machine and insert 1 ceramic plate found in small brown box, 2nd is a spare. Replace back filter & make sure the notch on the lower right side is in proper position to trigger the safety switch of unit. (If unit has no power, then the safety switch is not activated.)

If Fresh Air – there is no plate installation necessary.

3. Place unit as high as possible (top of bookshelf, for example) in a small bedroom or den (for demo purposes only). Turn purifier to highest position; turn fan to highest position. Leave the room and close the door.

4. Check your watch and leave unit running in bedroom for 7-8 minutes.  Return to the room and let your customers walk in first and experience the difference in the air in the room.

5. The air should feel lighter and fresher. You will get one of two responses from your customers:

« They LOVE the clean, fresh smell of the air (similar to sheets on a clothesline).

« They do not care for the smell of the ozone. In this case, quickly turn off the purifier and leave fan at full blast to dissipate the ozone.

Remind them, "We tested the unit in a small area on full blast. Once the unit is moved into the middle of your home and placed on a low setting, you will not have this strong smell." You want them to experience the smell of ozone, because this is how they will control their machine -- with their Nose!

6. Take the unit to the central living area (family room, living room, kitchen, etc.) and place in a high location (entertainment center, china cabinet, etc.).

7. Set the controls as follows – REGARDLESS OF HOUSE SQ. FT.

Fresh Air – 250 sq. ft.,  Classic – 500 sq. ft.,  Breeze – 500 sq. ft.

8. Advise Customer to allow 24 hours to pass before adjusting controls.

Sample of Marsha's Referral Program

Text from Marsha's certificate:

For every person you refer that buys a Classic, Breeze, or Fresh Air unit

we will pay you $50. For more details please call:

Toll Free 1-877-339-7078 (no limits)

REFERRAL FORM

Marsha's Thank You Cards

To order “cards” – Email- proprinting@earthlink.net

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