By Buck McMurray
The best part of our stewardships as bioactivists is helping others in need—it’s providing hope for the sick, the weary, and the frustrated. In our last blog post on the SHARE program, we discussed HEARing needs. We talking about helping our customers vocalize their problems and then helping them understand the real pain, the real impact of those problems. We bring the real cost of difficulties to the surface. In a sense, we’re acting as therapists, helping our customers resolve their concerns.
Today, we’re discussing ANSWER. Answer is the best part of the SHARE program, and the most fun. This is where you do the most good as a TNI distributor. This is where you throw your customer a life preserver. This is where you bring hope to a dire situation.
Note: The ANSWER step is most effective if you spent the time HEARing (listening) to the customer’s needs and problems and helped them see the magnitude of the problem.
Just as you might have guessed, ANSWERing is showing your customer the solution to their problem through one of our bioactive products or the business opportunity.
Let me provide an example. Imagine you’re having a discussion with a friend, you discover she’s a little frustrated about her weight, so you ask more questions to determine the impact of her weight problem. You find she doesn’t feel comfortable in her clothes. She doesn’t feel “sexy” for her husband. She spends money each month on the newest fad diet. She’s tried everything.
Now, what would be the perfect product line to introduce to this friend? Bonus points to you if you said FIT. But ANSWERing is not just jumping into a product presentation. You have to approach the situation with tact and sensitivity. Answer your customer’s concerns with a recommendation. Like this:
“It sounds like your frustration with your weight isn’t just a matter of fitting into clothes. It sounds like it’s affecting a lot of different aspects of your life—family, finances, and health. You know, I’ve tried something recently that is really working. I got started because I saw a friend of mine who really changed her body composition. She went from a size 16 to a size 8. In my first 30 days, I’ve lost 5% body fat.”
Do you see what’s happening here? We’re not selling. We’re recommending a product that is fulfilling a need that the customer realizes is more than just a weight problem. It’s a product that will save her over $2,000 a year, fix her marriage, and give her the confidence and drive she wants and needs.
We’ve now just started to answer her needs. Next she’ll probably ask something like “What is it?” or “How does it work?” This puts you in the driver seat. It allows you to answer her questions instead of filling her with information that she may or may not want about FIT.
Once your customer starts asking you questions, you can really start ANSWERing their needs. Some of the tools we use to answer needs include:
- Product brochures
- Before-and-after pictures
- Personal testimonial
Product brochures, catalogs, and Websites are all tools you can use to describe how the program works. You can use them as a guide to explain the products, when to take them, and why they help you change your body composition.
Before-and-after pictures and third-party testimonials provide proof that the system really works. They help build belief and credibility in the system.
Samples let the customer experience the products themselves. It allows them to really evaluate whether the products meet their quality standard.
Lastly, and the strongest of all the tools you can use to demonstrate the effectiveness of a product is your own personal testimonial. If you’ve gone down dress sizes with FIT, that’s believable. People can see the difference. If you’ve turned back the clock with Defy Anti-aging products, people can see it. If you’re healthier today than you’ve been in years, people can see the difference. Your story, your experience, your passion will help people know the products work better than any other tool.
That’s how you ANSWER a customer’s needs. As I said before, this step is only effective if you do your part to listen to their needs (HEAR). More often than not, we jump right into the presentation, we jump right to ANSWER. We have all of this great information, our incredible personal story, and amazing tools. But if you will let the conversation gradually evolve from HEAR to ANSWER, you will share more products, you will gain more customers, and you will build stronger IPCs.
This blog post is the latest in a series by Buck McMurray introducing the SHARE method of business building. To read earlier blog posts, click the links below.
Introducing the SHARE method
Starting a conversation
Hear; The second step in the SHARE process