Retailing Notes
From the Kristin MacPherson training calls, compiled by Colleen LeBoeuf

Take Your Best Shot

Learn From Your Shots

Take More Shots

and Pass Off To Your Downline!

(in EcoQuest, assists are more valuable than personal points)

Call #1 Kristin’s SPECIAL GUEST CONTRIBUTORS:

Leia Ryan – MN (top retailer through trade shows)

Jane Gillen – NC (poster child for early failure – now superstar)
Jim & Dawn Arkerson – NY

Dave & Shirley Calhoun – NH

Making Approaches

A. Breaking the Ice with Strangers.
B. Be a problem solver not a salesperson.

C. Ask for help from friends.

D. ALWAYS Under-promise and Over-deliver: “I don’t know if this will help you, but why not….”

E. Good Questions pave the way to Success.

F. ALWAYS take a chance ~ start a conversation whenever you can, you’ll be surprised.

G. The more approaches you make, the better you become at prospecting.

Setting the Appointment

A.   “The Company offers a Free Trial in your home – no obligation (let the company do the offering, not you).

They want people to try the technology. Do you think you might be interested?”

B.   Have a machine with you at all times – be prepared & get into the home as soon as you can.

C.   Have a sense of urgency!

D.  Find out if your prospect cares enough to want to do something about their indoor air quality.

The Placement of the Unit

A.   Be Prepared with everything you might need when you get to the home. Leave them a set-up guide & other helpful tips on settings & tests that they can do; a DVD & brochure.

B.   Higher position is better.

C.  Setting is crucial – NORMAL for the first 24 hours; then go to 250….AWAY MODE etc.

D.  Always use positive encouragement. If the ozone has been set too high, your response should be “congratulations, you’ve just begun to sanitize your home.”

E.   Try to talk to husband & wife when you’re doing a placement.

F.   Keep it simple!

G.  Put the machine in a small room (bathroom) while you are getting to know your prospect.

H.   Fill out a Placement Sheet (sample attached contains contact phone numbers & other pertinent info)

or 3-Day Trial Agreement Form – make sure you secure machine with credit card info.

How To Guarantee A Successful Trial
A.  Ask LOTS of questions during the set-up period; probe as much as possible.

B.   Before leaving – ask if they know anyone else that might like a FREE TRIAL.

C.   Set up times for daily FOLLOW-UP & Pick-Up.

D.   Encourage the client to show their guests & family members the Ammonia Test.

Leave the client with a hankie & small spray bottle of ammonia to “show off” their new toy.

E.   Leave client with a referral sheet & ask them to jot down names & phone numbers of folks they know who would appreciate a trial – they will get a FREE GIFT CARD when you return for giving you those names.

The Close

A.   Since you got the credit card info upfront from the customer when you placed the unit,

you can say at the end of the trial “would you like me to process your credit card now.”

B.    Just ask for the order after you have re-capped the benefits to them & stay quiet.

“The person who talks first, loses.”

C.    If the customer says they love it but can’t afford it, talk about EZ4 payment program;

talk about money back from referrals & also talk about lesser priced machines.

CALL #2 GUEST SPEAKERS

Donna Abels – Indiana - Pastor’s Wife 8 yrs in EQ business. Pd off mortgage18 yrs early!

Dr. Larry & Eileen Miller – Minnesota - Farmer; 10 yrs in EQ; sold 800 units ‘04
Doug & Sally West – Michigan - 6 wks in business; both with full time jobs; EQ part-time

THINGS TO REMEMBER
People buy YOU not the PRODUCT.

People need to TRUST us.

Does your prospect KNOW you?

Does your prospect TRUST you?

How are you coming across?

Are you providing GOOD SERVICE to your customers?

BUILD YOUR BUSINESS ON PURPOSE (New Dealer Perspective)

A.  Start a Spiral Notebook (name, address, phones, email, job, etc.). If letter is sent, mark contact with an “L”;  call is made “C”; evaluation unit set “E”.

B.  Turn TV off – reset Life priorities.

C.  Make maximum use of allocated time.

D.  Set a goal each morning (# of calls to make; appts to set; units to place).

E.   Send out a Warm Letter, informing the recipient that you will call.

F.   Follow-Up is ESSENTIAL ~ if you say you’ll call, then call.

G.   Treat people with an attitude of SERVICE ~ try to BE THE BEST YOU CAN BE ~ not ordinary, EXTRAORDINARY.

H.   Perceive the EQ business as an ADVENTURE – not a chore.

CUSTOMER SERVICE IS KING

A.   Keep it simple.

B.   Pay Attention to little details.

C.   Develop a relationship with client.

D.   Referrals result from good service.

E.   To eliminate any reluctance, let client know up front that the reason for the FREE TRIAL is so that you can simply introduce the technology. If they happen to be impressed perhaps they would make a REFERRAL.

TIPS & Tidbits

A.     Respect client’s time.

B.      Be aware of your body language.

C.     Ask good questions.

D.     We are the experts in Air Quality – portray that.

E.      Establish rapport.

F.      Talk about how you “sell air purification systems nationwide.”

G.      Brag about our hot buttons:

                *    3 yr warranty

                *    Certified in Space

                *    Millions of happy customers

                *    Filter-less & portable

                *    Featured on the Dr. Laura Radio Show

FOLLOW-UP OR FOUL-UP

A.   First follow-up call must be in 24hrs or less.

B.    Handle the objection ASAP while it can be fixed.

C.    Always present yourself at the customer’s service.

D.    Label every machine with YOUR contact info.

E.    Take TIME to really answer someone’s questions to their satisfaction.

F.    Establish credibility by resolving any objections as they are presented. IF you don’t know the answer, tell them you’ll find out & get back to them!

G.    Always repeat back the benefits that the client is experiencing every time you follow-up with them.

CLOSING THE SALE

A.   Always take the opportunity to pre-close by saying something like, “Have you and your husband had the chance to talk about keeping the machine?”

B.   Gives you the chance to talk about PURCHASE OPTIONS.

C.   Talk about Money Back Guarantee.

D.   Don’t be afraid to ask for money up front – just like SEARS; you go and buy it; if you don’t like it just return it for your money back.

E.   Don’t ever force a product on someone who isn’t willing to resolve their indoor air quality issues.

~ MOST IMPORTANT THING OF ALL ~

 Get the machines out into the field!

Take Your Best Shot

Learn From Your Shots

Take More Shots!